Role Purpose:

• To manage and defend the revenue on the allocated accounts, by ensuring consistent communication and administrative support to customer in partnership with the relevant Account Executive. Maintain a long term & healthy relationship with key executive and technical stakeholders, with the primary objective of delivering on the company’s sales and Customer experience objectives, for the respective portfolio. The role focuses on the safeguard of revenue from allocated accounts through account planning and management and relationship building.
• Works closely with the various teams across product teams, solution architects, commercial team, to identify and successfully leverage Vodacom Business capabilities.

Your responsibilities will include:

Sales and Stakeholder Management

• To support and enable the Account Executive by proactive management of communication to the relevant stakeholders in line with customer product life cycle.
• Develop a healthy, productive and respectful relationship with all stakeholders based on integrity and professionalism.
• Develop relationships with the customer executive and technical teams to defend and grow existing deals within the customer landscape
• Drive negotiations on renewals and upgrades to prevent dilution and churn
• Provide account data to the Account Executive for developing a sales plan and monitoring its implementation
• Drive the development of contact strategies and support account development plans (ADP) for each of the allocated accounts
• Supporting the Account Executive with key customer context to develop a pipeline of prospects which may be systematically qualified, and managed to ensure sales prospects are closed
• Own escalated customer complaints for the channel from a service perspective
• Ensure that sales and pricing claims on their debtors trading accounts are proactively resolved
• Resolve any issues and problems faced by customers and deal with complaints to maintain trust.
• Play an integral part in identifying new sales that will turn into long-lasting relationships.
• Clearly communicate the progress of monthly/quarterly initiatives to internal and external stakeholders

Reporting

• Prepare monthly/ Weekly Run Rate and Demand Management
• Perform Sales Analysis by product
• Prepare regular reports of progress and forecasts to internal and external stakeholders using key account metrics.
• Prepare reports on account status, give recommendations to maximize sales as per the identifying trends, gaps and opportunities.

The ideal candidate for this role will have:

• Degree / Diploma – Essential. (A 3-year Sales / Technical or Business Diploma/Degree or SAQA Accredited relevant Equivalent)
• A minimum of 3-5 years’ work experience in a Sales and Service experience in the telecommunications or technology related environments e.g. (ICT) with demonstrated experience in:
  • Ability to increase NPS results and reduce administrative expense
  • Ability to build relationships

Technical Competencies:

• Successful track record of managing sales administration across multi- industry sales
• Understanding of the SA telecommunication landscape
• Understanding of Companies customer requirements
• Understanding of technical concepts and the ability to communicate it as viable appealing market offerings
• Understanding of SA business landscape
• Understanding of the Value Chain Analysis with regards to various customer businesses

Behavioural Competencies:

• Customer Focus: Prioritizing customer needs and delivering excellent service
• Accountability: Seeks feedback and identifies opportunities for improvement or innovation
• Collaboration: Actively fosters collaboration, seeks input and effectively partners
• Resilience: Actively seeks opportunities for growth, demonstrates a strong commitment to self-improvement and has a growth mindset
• Flexibility: uses various techniques to influence others (lobbies, approaches decision makers, finds sponsors)
• Organizational Savvy: Demonstrates strong understanding of assigned strategy for the Business/ Function and creates strong team alignment to the strategy