Manager - Emtel Business

The Manager - Emtel Business will lead the team of Account Managers to meet the set AOP figures with regards to B2B sales.

Job Position:               Manager – Emtel Business

Market Facing Title:    Account Director

 Main Duties and Responsibilities:

• Create and implement actionable strategies to capture market share, grow enterprise revenue, and strengthen the company's position in the assigned segment
• Maintain understanding of customers, including key stakeholders, organizational structures, and business activities relevant to the company’s offerings
• Present the company's suite of products and services to existing and potential clients, ensuring alignment with their business priorities and objectives
• Analyse and track customer engagement with competitors, including services utilized and pricing, to identify gaps and opportunities for winning business
• Develop and maintain a Competitors’ Analysis Matrix and Product Matrix for each customer to guide strategic account planning
• Maintain up-to-date records of market analysis, customer insights, and competitive intelligence, enabling informed decision-making and agile response to market dynamics
• Drive adoption of diverse telecom offerings through targeted campaigns and tailored proposals that align with client business objectives, capitalizing on upsell and cross-sell opportunities
• Foster strong relationships to ensure long-term client retention and minimize churn by understanding and addressing their evolving needs effectively
• Conduct structured reviews to assess customer satisfaction, identify new opportunities, and recommend relevant solutions to enhance value
• Provide strategic guidance to Account Managers to optimize their performance and contribute to overall segment growth
• Define and implement strategic plans to capture market share, grow enterprise revenue, and improve account and product penetration indices
• Drive the development and execution of comprehensive account strategies to expand market share, ensuring revenue growth and client retention
• Lead efforts to capture new business by identifying and targeting high-value accounts, particularly those held by competitors
• Strategize with Account Managers to deepen account and product penetration by promoting cross-sell and up-sell opportunities
• Ensure Account Managers conduct cold calling sessions, client visits, and qualified meetings per defined KPIs
• Ensure proposals and quotes are developed and shared with clients within 72 hours of meetings or requests
• Analyse market trends and competitor activities to refine strategies, enhance the company's value proposition, and effectively position the company’s offerings against competitors
• Lead, mentor and develop the Account Managers to contribute to the overall business goals
• Support the Customer Experience and Operations teams in the Dunning process by engaging with clients to resolve outstanding payments and ensuring timely collections
• Provide accurate and timely reporting on sales activities, market conditions, and revenue forecasts to senior management

Required Qualifications and Experience:

• Minimum degree holder in Marketing, Business Management or telecommunication field
• Minimum eight (8) years of experience in B2B sales or account management
• Good knowledge on extensive technical sales
• Advanced knowledge of telecom solutions and competitors’ offerings

 Required Skills and Aptitudes:

• Well-developed interpersonal and negotiation skills
• Strong numeracy and presentation skills
• Ability to inspire, guide, and align the team towards achieving long-term business goals
• Strong judgment to make data-driven and customer-centric decisions
• Calm and methodical, with ability to effectively function in a high-pressure environment
• Proactive approach to problem solving
• Skilled at fostering cross-functional partnerships to deliver integrated solutions
• Persistent drive to meet and exceed revenue and growth targets
• Proactive in identifying and resolving complex challenges efficiently

 Candidate should possess a valid driving licence and a motorvehicle.

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Emtel Ltd reserves the right to call only the best candidates for interview and not to make any appointment following this advertisement nor to assign any reason whatsoever for accepting or rejecting any candidate.