Management Service Consulting recrute : DX / Key Account Manager (KAM)

Management Service Consulting recrute pour le compte de son client la position ci-dessous

Titre du poste  : DX / Key Account Manager (KAM)

Type d’entreprise         : Télécommunication

Lieu de prestation        : Kinshasa

Type de contrat            : CDI

Effectif à recruter         : 1

Date limite                   : 21 Février 2021

1.Introduction

The job profile provides information to be used in a wide range of Human Resource decisions such as job evaluation, recruitment and selection, performance management, succession management and training and development. This job profile is for a Digital Services (DX) Key Account Manager. A DX account manager is responsible for developing the market for DX, and selling to business customers, organization and individual in DRC. 

2.Performance Criteria

Main Purpose

To ensure that (client name) expands its enterprise customer base in certain areas of the business and meets its revenue growth of Digital Services and Products by being innovative, solutions oriented, proactive in closing sales agreements and competitive in nature.

1 – BUSINESS DEVELOPMENT & SALES MANAGEMENT: Weight: 40 %

Key Performance INDICATORS

Performance Standards/Targets

1.1

Designs and implements strategic sales plan that will enable expansion of company’s enterprise customer database and ensures its presence in targeted areas of the country and with target ‘logos’; builds a portfolio of enterprise customer for (client name).

Sales plan

1.2

Probes and identifies and evaluates key enterprise customers DX/ICT needs and requirements, finds solutions from (client name) portfolio of business products and services; and develops long and lasting business relationship with them;

Ongoing

1.3

Achieves growth in revenues (NRC, MRR and TVC) and hit sales targets;

DX Sales targets

1.4

Follows up on sales leads; builds a pipeline of potential; drives the sales process from lead generation to sales delivery;

Ongoing

1.5

Gets DX sales by using various sales methods including but not limited to door-to-door, cold calling, networking, webinars, presentations, website leads, industry events, Chamber of Commerce, seeking RFP’s, applying promotions and trials …

Sales plan & report

1.6

Travels to various parts of the country and, if necessary, outside of DRC for the purpose of the business endeavours;

Sales Plan

1.7

Continuously achieves DX Sales Revenue Target based on the budgeted Revenue Targets

Annual DX Targets

2 – DX / PRODUCTS CONNECTIVITY MANAGEMENT - REVENUE GROWTH: Weight: 20%

Key Performance INDICATORS

2.1

Sits as local liaison to the Group Business Development Officer and organization, Africa Data Centers (ADC) and services partners (e.g. Microsoft) for Digital Services and Cloud-based Product Management in terms of overseeing commercial progress for products, adapting products and services to the local market and required solutions.

2.2

Ensures product management strategy as well as related customer growth strategy by upselling and cross-selling existing Customers.

2.3

Designs, implements, and follows up Roadmap for products in line with ADC and GBDO Group Management

2.4

Interacts with Heads of different segments above to ensure alignment with company’s holistic strategic growth plans by market segment, vertical segment;

2.5

Forecasts sales and develops strategic plans and pipeline to achieve them;

2.6

Sales other connectivity services/solutions: IPT, DIA, L2VPN, MPLS etc.

2.7

Produces annual budgets and ensures they are in line with the company’s growth vision;

2.8

Liaises with ADC/GBDO Group Pricing and Group Product to close deals

3 – CUSTOMER RELATIONSHIP MANAGEMENT: Weight: 20%

Key Performance INDICATORS

3.1

Leads Customer Relationship Management on behalf of the Enterprise Director with purpose of maintaining successful and profitable business partnership

3.2

Attends meetings, trade fairs, sales events and trainings to keep up with market trend development;

4 - PMO & PROGRAM MANAGEMENT: Weight: 10%

Key Performance INDICATORS

4.1

Prepares and does presentations to the Management of the company on how to expand business in new territories/areas, new products and services, new sales processes and pipeline management techniques;

4.2

Produces statistical data showing personal overall performance with the company;

4.3

Participates in elaborating Management Reports when required by the management.

5 – COMMERCIAL REPORTS: Weight: 10%

Key Performance INDICATORS

5.1

Deals with sales administration, including but not limited to reporting into Sales Force Data Centre (SFDC) and management of sales; manages entire pipeline through sales force and assures its accuracy and reporting.

   
     3    Key Decisions and Accountability

Key Decisions:

Decides to propose service and solutions to customers based on identified opportunities, requirements and needs

Decides to offer competitive pricing to Customers to meet set targets in line with our company and Partner pricing policies

Decides to recommend Value Added Services to build customer loyalty; proposes upselling and cross-selling offers; can propose promotions and trials to secure the business.

Accountable for:

Achieving sales objectives and targets within budget for:

Digital transformation and Cloud services sales, Azure & O365, AWS, Oracle, SaaS, PaaS/Virtual Platforms/Servers, and A.D.C. services

Developing and implementing strategies for identified market segments

Establishing and maintaining effective working relationships with industry contacts

4Job Requirements
4.1Qualifications

Formal Qualifications Required

Essential / Desirable

University Degree in Business Management, Computer Sciences

Essential

Tertiary degree in Marketing Management or related field

Essential

4.2Experience

Job Related Experience Required

Time Span

Essential / Desirable

General Sales experience/Solutions Selling

2 years +

Essential

IT Experience and Training

2 years +

Essential

ICT Sales Experience

3 years +

Essential

Telecoms industry experience

3 years +

Desirable

4.3Knowledge Areas

Job Related Knowledge Required

Essential / Desirable

A strong level of drive and determination – strives to achieve results

Essential

High proficiency in Full MS Office Pack (Word, Excel, PowerPoint etc)

Essential

Strong ability to design sales process - Relationship

Essential

Being able to think on one’s own feet

Essential

Willing to work under highly demanding and challenging conditions

Essential

Willing to go beyond the call of duty in ensuring exceptional service provision

Essential

Target driven/Pipeline management experience

Essential

Quick learner

Essential

Ability to travel in and outside of the country – sometimes in difficult environment

Essential

4.4Skills

Job Related Skills Required

Essential / Desirable

Strong selling and interpersonal skills

Essential

Good communication and presentation skills

Essential

Customer focused (internal & external)

Essential

Have excellent communication, presentation skills and ability to build relationships

Essential

Possess strong prospection skills and strong ability to negotiate persuade customers

Essential

Problem analysis and solving skills

Essential

Planning and organizing skills

Essential

Negotiations Skills

Essential

Good stress management skills

Essential

Reporting skills

Essential

Ability to work under pressure

Essential

Experience in dealing with conflict and complaint handling

Preferred

Ability to work in a cross- functional, multi-cultural environment

Preferred

4.6 Certifications

Certifications Required – could be get in the 3/6 months following appointment

Essential / Desirable

Microsoft Azure, Oracle (or willing to be certified within 6 months)

Essential

N.B :  - Les candidatures féminines sont vivement encouragées.

- Seuls les candidats retenus pour la prochaine étape seront contactés.

Postulez en envoyant le CV en anglais à l’adresse [email protected]. Veuillez noter qu´il est obligatoire d´indiquer l’intitulé du poste dans l´objet du message.

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