Organisation: MTN-Uganda
Duty Station: Kampala,
Uganda
Uganda
Reports to: Senior
Manager Enterprise Sales
Manager Enterprise Sales
About US:
MTN-Uganda is the
leading telecommunications Company in Uganda, providing payphone, fixed lines,
fax/data, internet and mobile services.
leading telecommunications Company in Uganda, providing payphone, fixed lines,
fax/data, internet and mobile services.
Job Summary: The Key Account Manager – Enterprise Direct
Sales will define and manage delivery of the strategy for the Large Enterprise
and Multinational Corporations in order to maximise MTN’s growth, profitability
and market share, ensuring seamless and fully integrated delivery.
Sales will define and manage delivery of the strategy for the Large Enterprise
and Multinational Corporations in order to maximise MTN’s growth, profitability
and market share, ensuring seamless and fully integrated delivery.
Key Duties and Responsibilities:
Driving Profitable
growth for MTN Business
growth for MTN Business
•
Increase
solution selling by offering clients Value Added Services.
Increase
solution selling by offering clients Value Added Services.
•
Grow
monthly recurring revenue.
Grow
monthly recurring revenue.
•
Achieve
current year Sales and Revenue Targets.
Achieve
current year Sales and Revenue Targets.
•
Ensure
we maximise on existing contract values through
retention.
Ensure
we maximise on existing contract values through
retention.
•
Limit
churn and Increase Market Share.
Limit
churn and Increase Market Share.
•
Support
expansion of customer portfolio and any
other new prospects.
Support
expansion of customer portfolio and any
other new prospects.
•
Win over
business from competition.
Win over
business from competition.
Ensuring a Culture
of Operational Excellence
of Operational Excellence
•
Accurate
Planning and forecasting.
Accurate
Planning and forecasting.
•
Provide
input into operational and promotional planning which will ensure revenue
growth within the Large Enterprise and Multinational Corporations &
Manufacturing, Oil and Gas sector.
Provide
input into operational and promotional planning which will ensure revenue
growth within the Large Enterprise and Multinational Corporations &
Manufacturing, Oil and Gas sector.
•
Monitor
growth opportunities through competitor activity scanning and feedback to business
on such opportunities for further development.
Monitor
growth opportunities through competitor activity scanning and feedback to business
on such opportunities for further development.
•
Recommend
ways to exploit new opportunities to grow revenues in the Large Enterprise and
Multinational Corporations, Manufacturing, Oil and Gas further.
Recommend
ways to exploit new opportunities to grow revenues in the Large Enterprise and
Multinational Corporations, Manufacturing, Oil and Gas further.
•
Provide
input into the fine tuning of processes, systems and support in line with
changing work practices.
Provide
input into the fine tuning of processes, systems and support in line with
changing work practices.
Account management
•
Maintain
a thorough knowledge of commercial terms of agreements and manage and grow
commercial relationships with in the Large Enterprise and Multinational
Corporations.
Maintain
a thorough knowledge of commercial terms of agreements and manage and grow
commercial relationships with in the Large Enterprise and Multinational
Corporations.
•
Management
and maintenance of account plans and promotional plans for Large Enterprise and
Multinational Corporations, Manufacturing, Oil and Gas sector.
Management
and maintenance of account plans and promotional plans for Large Enterprise and
Multinational Corporations, Manufacturing, Oil and Gas sector.
•
Provide
assistance with the end-to-end
management of clients’ accounts under the SMs supervision.
Provide
assistance with the end-to-end
management of clients’ accounts under the SMs supervision.
•
Manage one
or more allocated accounts in line with vertical regional / channel strategy
and macro-plans as defined regional sales managers.
Manage one
or more allocated accounts in line with vertical regional / channel strategy
and macro-plans as defined regional sales managers.
•
Resolve
escalated issues or escalate as
appropriate.
Resolve
escalated issues or escalate as
appropriate.
•
Implement
innovative promotional activities in line with Marketing and channel
objectives, requirements and guidelines.
Implement
innovative promotional activities in line with Marketing and channel
objectives, requirements and guidelines.
•
Increase
MTN’s Brand presence continuously by
increasing MTN influence within the Large Enterprise and Multinational
Corporations
Increase
MTN’s Brand presence continuously by
increasing MTN influence within the Large Enterprise and Multinational
Corporations
•
Provide
input into the forecasting of acquisition numbers, retention numbers and stock
required for the Large Enterprise and Multinational Corporations
Provide
input into the forecasting of acquisition numbers, retention numbers and stock
required for the Large Enterprise and Multinational Corporations
•
Liaise
with relevant areas to ensure delivery of SLA.
Liaise
with relevant areas to ensure delivery of SLA.
•
Provide
regular feedback on competitive threats to MTN business and advice on
product/service enhancement requirements.
Provide
regular feedback on competitive threats to MTN business and advice on
product/service enhancement requirements.
•
Provide
feedback on MTN’s risk exposure regarding the financial performance of the
banks and provide recommendations as appropriate.
Provide
feedback on MTN’s risk exposure regarding the financial performance of the
banks and provide recommendations as appropriate.
•
Prepare
reports on account performance as
required.
Prepare
reports on account performance as
required.
Focus on providing Exceptional Client experience
•
Build
and maintain solid relationships with all stakeholders.
Build
and maintain solid relationships with all stakeholders.
•
Provide
on-going support to existing accounts and work actively towards creating new
profitable revenue streams through new accounts.
Provide
on-going support to existing accounts and work actively towards creating new
profitable revenue streams through new accounts.
•
Ensure
all customer queries are attended to and resolved within agreed SLA’s.
Ensure
all customer queries are attended to and resolved within agreed SLA’s.
•
Ensure
that customer specifications are met and that the customer is satisfied with
the end service and/or product.
Ensure
that customer specifications are met and that the customer is satisfied with
the end service and/or product.
Business Analysis
•
Identify
Business Improvement and Optimization opportunities that will result in
improvement of process performance
Identify
Business Improvement and Optimization opportunities that will result in
improvement of process performance
•
Ensure
that benchmarking is conducted with other companies and organizations within
and outside the industry.
Ensure
that benchmarking is conducted with other companies and organizations within
and outside the industry.
Qualifications, Skills and Experience:
•
The
ideal candidate for the MTN Uganda Key Account Manager – Enterprise Direct
Sales job placement should hold a Bachelor’s degree in Business Management,
Economics or any other related field.
The
ideal candidate for the MTN Uganda Key Account Manager – Enterprise Direct
Sales job placement should hold a Bachelor’s degree in Business Management,
Economics or any other related field.
•
Master’s
degree in Business is an added advantage
Master’s
degree in Business is an added advantage
•
At least
five years of experience in an area of
specialisation; Experience working in a medium to large organization
At least
five years of experience in an area of
specialisation; Experience working in a medium to large organization
•
Sales experience
with telecommunications products and specific examples of closing large,
strategic deals.
Sales experience
with telecommunications products and specific examples of closing large,
strategic deals.
•
Must
have both – the sales skills and technical knowledge to make presentations and
lead customer discussions to advance the sales process.
Must
have both – the sales skills and technical knowledge to make presentations and
lead customer discussions to advance the sales process.
•
Requires
understanding of large Enterprise and MNC buying cycles.
Requires
understanding of large Enterprise and MNC buying cycles.
•
Key
Account Relationship Management.
Key
Account Relationship Management.
•
Understanding
a broad range of company technologies and offering is required.
Understanding
a broad range of company technologies and offering is required.
•
Strong
skills in competitive sales and protecting the installed base as well as
creating new opportunities is essential.
Strong
skills in competitive sales and protecting the installed base as well as
creating new opportunities is essential.
•
Ability
to understand customer needs and vision from a customer management perspective,
match it against the full breadth of the company’s value proposition, and
position it in a powerful way in order to generate budgets and close deals.
Ability
to understand customer needs and vision from a customer management perspective,
match it against the full breadth of the company’s value proposition, and
position it in a powerful way in order to generate budgets and close deals.
•
Must
have the ability to deliver business value to the account and build on customer
relationships.
Must
have the ability to deliver business value to the account and build on customer
relationships.
•
Experience
in ICT
Experience
in ICT
Trainings & Knowledge:
•
MTN
Products and Services.
MTN
Products and Services.
•
Telecommunications.
Telecommunications.
•
Negotiations.
Negotiations.
•
Contract
appreciation and business related courses.
Contract
appreciation and business related courses.
•
Conferences
and seminars relating to industry research and trends.
Conferences
and seminars relating to industry research and trends.
•
Customer
Relationship and Revenue Management.
Customer
Relationship and Revenue Management.
Other Attributes:
Team/People
Management skills.
Management skills.
NB: Please
note that presentation of false academic documents and certification will lead
to criminal prosecution.
note that presentation of false academic documents and certification will lead
to criminal prosecution.
How to Apply:
All suitably
qualified and interested candidates should email their Job Applications with
detailed CVs, certified copies of academic certificates (originals are to be
presented at the interview) to [email protected]. Please use this
format in the Subject Line i.e. General Manager – Enterprise Business Unit
-Surname First Name-current Dept.
qualified and interested candidates should email their Job Applications with
detailed CVs, certified copies of academic certificates (originals are to be
presented at the interview) to [email protected]. Please use this
format in the Subject Line i.e. General Manager – Enterprise Business Unit
-Surname First Name-current Dept.
Deadline: 24th April 2019
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