MSC recrute pour le compte de son client: Enterprise Segments Manager

Enterprise Segments Manager

Management Service Consulting 
MSC recruite pour le compte de son client:

Job Title: Enterprise Segments Manager
Organization: Telecom
Workplace: Kinshasa
Effective: 1
Deadline: August -20 -2021.

NB: Only selected candidates will be contracted for the next step,

Apply to this address: [email protected]

1.Job Information

Field

Detail

Job Title

Enterprise Segments Manager

Date of profiling

August , 20 -2021

Department and Location

Kinshasa

Incumbent Supervisor (Second Level)

Chief Business Officer

Incumbent Supervisor (First Level)

Enterprise Senior Sales Manager

Subordinate (1st Level)

KAMs/NAMs and Direct Sales Agents

Subordinates (2nd Level)

2.Performance Criteria

Main Purpose

To deliver the objectives by formulating strategies which will help deliver the revenue generation in the areas where service is available.Establishes organizational hierarchy and delegate limits of authority to subordinates in relation to operational issues. Maintain and grow sales and revenue from existing and new clients and secure profit contribution by managing a division, establishing and accomplishing business objectives. Assist the sales teams to meet and exceed their financial targets and to ensure customer satisfaction measurements are met. 

1 - Key Performance AREA (Objective): Weight:25%

PLANNING& ACCOUNTABILITY

Key Performance INDICATORS

Performance Standards/Targets

1.1

Develop the business strategy into executable operational plans to ensure that the strategy is successfully implemented and establish monitoring mechanisms to ensure success

Annually

1.2

To provide leadership of the sales team, to recruit, develop, coach, mentor & retain individuals to ensure a motivated sales team to meet and exceed sales targets.

On-going

1.3

Provide accurate monthly sales forecasts and program updates, while ensuring that pipeline/funnel development activities aligns with sales strategy and business objectives.

Monthly

1.4

Develop areas of improvement across own business unit and interfaces with other business units to contribute towards a more streamlined business operation

On-going

1.5

Establish the necessary plan/s to ensure that the team meets agreed goals and objectives.  

Quarterly

1.6

Develop an understanding of the department’s revenue contribution and or revenue influence to enable granular tracking of quarterly targets.

Quarterly

2 - Key Performance AREA (Objective): Weight: 20%

Management of Sales Segment

Key Performance INDICATORS

Performance Standards/Targets

2.1

Oversee day to day operations of enterprise sales segment

Daily

2.2

Holds weekly meetings (or as required) with the NAMs to review and track performance

Weekly

2.3

Lead team directly to understand the Customer’s business and the associated strategies, plans, competitive position and trading methods to create a partnering concept to build solutions.

On-going

2.4

Implement the set mitigatory measures when performance is falling behind, and tracks the effectiveness of these measures

On-going

2.5

Ensure detailed account plans for relevant sales segment to identify and manage the customer strategically and ensure long term profitable relationships for both parties.

On-going

2.6

Provide inputs on investments based on customer growth plans, market trends, emerging growth markets and business needs.

Quarterly

3.  Key Performance AREA (Objective): Weight: 20%

Implement and ensure Compliance to Sales Cadence

Key Performance INDICATORS

Performance Standards/Targets

3.1

Manage defined Sales Cadence including but not limited to Logging of opportunities and opportunity management, commitment of opportunities and management thereof to ensure accurate forecasting. Use Salesforce.com as the tool to ensure accurate qualification and forecasting of the account pipeline.

Weekly

3.2

Achieve the current defined ACV and TCV and revenue targets

Monthly

3.3

Maintain current revenue run-rate business within the established account portfolio.

Monthly

3.4

Review Group Policy matters and ensure they are carried out

Monthly

4.  Key Performance AREA (Objective): Weight:  15%

%

People Management

Key Performance INDICATORS

Performance Standards/Targets

4.1

Display leadership skills and thus can motivate the team to achieve synergy

On-going

4.2

Drive the Performance Management process and ensure clear understanding within the Enterprise sales segment.

On-going

4.3

Embed Coaching management in the business by conducting coaching sessions and sourcing formal training if required.

Quarterly

5- Key Performance AREA (Objective): Weight:  20%

Management of internal and external stakeholders

Key Performance INDICATORS

Performance Standards/Targets

5.1

Monitor the management of SLA’s.

On-going

5.2

Focus business on Customer targeting (including industry verticals).

On-going

5.3

Effectively maintain the required multi-lateral relationships with customers thereby ensuring continued loyalty and support.

On-going

5.4

Establish resilient relationships at Senior Management level with our Strategic clients or decision makers

On-going

5.5

Leverage technology to manage and support the sales team and external partnering processes.

On-going

5.6

Establish strategic partnerships in the Industry.

On-going

5.7

Work closely with internal teams - technical, marketing, product management and other support teams to ensure close link between customer requirements and our ability to deliver excellent service.

On-going

3.   Key Decisions and Accountability

Key Decisions:

Decides on strategic sales plan for the Enterprise segment with a view to retain and grow revenue within existing and new customers.

Decides on the tactical programs to pursue targeted goals and objectives

Decides on the best value proposition and market positioning

Accountable for:

Accountable for monthly sales forecasts and program updates, while ensuring that pipeline/funnel development activities aligns with sales strategy for the relevant segment and business objectives

Accountable for planning, developing and implementing strategies for the relevant segment generating New Business and hence revenue for the company.

Accountable for leading team of KAMS and NAMS directly to understand the Customer’s business and the associated strategies, plans, competitive position and trading methods to create a partnering concept to build solutions.

5. Job Requirements
5.1Qualifications

Formal Qualifications Required

Essential / Desirable

Bachelor’s degree (Licence),

Essential

Relevant experience in Enterprise sales and track record of achievement

Essential

5.2Experience

Job Related Experience Required

Time Span

Essential / Desirable

5 years’ experience in sales management

5 years

Essential

Experience in sales management in the DRC telecommunications industry or

3 years

Essential

More than 3 years of relevant leadership and employee motivation experience

3 years

Essential

5.3Knowledge Areas

Job Related Knowledge Required

Essential / Desirable

Experience in strategic sales planning and execution.

Essential

Experience in developing and implementing new strategies and procedures

Essential

Proven track record in sales

Essential

Proven track record in managing a Sales Team

Essential

5.4Skills

Job Related Skills Required

Essential / Desirable

In-depth knowledge of the telecommunications industry.

Essential

Ability to identify key strategic initiatives and drive to closure.

Essential

Knowledge of contracting, negotiating and change management

Essential

Ability to develop financial plans and manage resources.

Essential

Ability to analyze and interpret financial data.

Essential

Ability to develop and deliver presentations.

Essential

Strong reporting skills

Essential

Professional written and verbal communication and interpersonal skills.

Essential

Willing to work under highly demanding and challenging conditions

Essential

Ability to motivate teams and simultaneously direct several projects.

Essential

5.5Span of control

Supervision / Coordination of People and Work

Current number of jobs

2

Number of people

5.6Memberships

Board/Professional Membership Required

Essential / Desirable

Member of recognised professional Institute Nationally

Desirable.

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