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.
