Business Solutions Acquisition Account Manager

About Digicel

Digicel is a leading digital connectivity and communications provider, delivering modern wireless and fibre networks across 25 markets in the Caribbean, Central and South America. Serving nine million customers through mobile, home, and business solutions, we play a critical role in enabling economic participation and digital inclusion in the region. Our commitment to strong governance, inclusive access, and long-term value creation is embedded in how we operate every day. Backed by our DIGI values - Diversity, Integrity, Growth, and Innovation - our 5,000 employees are focused on driving impact for the customers, communities, and countries we serve.

Visit www.digicelgroup.com for more.

Job Title: Business Solutions Acquisition Account Manager

Primary Objective of the job:

The Account Manager will lead the sales and customer satisfaction results for a segment of clients and prospects within a specific market.  This person will be accountable and responsible for the relationship, sales and customer satisfaction outcomes including sales target achievement (new business, retention and year on year revenue growth), customer satisfaction and relationship development in their client base.   Sales performance to target, forecasting and forecast accuracy, market and sales KPI’s (leading and lagging), Sales Playbook/Process compliance and customer satisfaction.  Client insight resulting from the development, implementation and execution of Account Development Plans for their key prospects and clients will be vital to ensure resource alignment, optimal customer satisfaction, financial growth and investment prioritization in their market and client base.   Mobilizing and moving their prospects and client (s) relationship forward as defined by delivering double digit revenue growth, acquiring key new clients, stewarding double digit customer satisfaction results through relationship development and being a visible part of a high performing/high achieving culture that is known for being infectious about their customer, their business, their team and their results.

Duties:

• Lead the achievement of all sales objectives inclusive of sales targets, revenue and debt by new business acquisition, client retention (reduced churn), notable improved customer satisfaction and client engagement 

• Author, implement and lead in collaboration with their client (s) and the business Account Development Plans for their key clients representing the strategy, vision and client road map for mutual growth, improved relationship/customer experience and achievement of business goals

• Lead and win (externally with the client and internally within the business) the top by value key new business acquisition opportunities annually and the top by value renewal opportunities annually

• Be the “client ambassador” internally by leading the functional support teams (service, finance, product… etc.) to deliver client visible improvement plans where needed to improve customer experience, reduce/eliminate debt and deliver valuable solutions as defined by the client

• Accountable for the development of high quality proposals, bids and propositions to their client audience that result in new business, relationships and solutions in their client base

• Develop and own key relationships within their client (s) base and cultivate meaningful new “win/win” relationships and “client coaches” that result in mutual success for the client and Digicel

• Commit to and adopt the sales Premiere Sales Metrics that include => 100% of sales on target rolling average, 5:1 pipeline to target ratio, 100% data accuracy, customer meetings and attendance at events, customer response times, 75% YoY win rate by value improvement, etc.

• Maintain 100% compliance with the sales KPI reporting and cadence inclusive of leading and lagging sales indicators, Sales Playbook, Sales Process, market insight and performance to sales targets

Academic qualifications and experience required for job:

• Bachelor’s degree in Business Administration or related discipline with a minimum 5 years sales and account management experience within the telecommunications and/or technology industries

• OR 5 - 7 years new business sales and account management experience within the telecommunications and/or technology industries

• Demonstrated sales target achievement/over achievement required

• Enterprise, corporate and or SME established relationships in their market preferred

• Target Account Selling, Salesforce methodology, Miller Heiman, value based selling and or other sales system and methodology experience preferred

• High standard of written, Microsoft Office and market language skills required

• Good standard of communication/presentation skills across the spectrum of client audience required.   High emotional intelligence and listening skills required.
• Focused, passionate and relentless in their ability to achieve their goals as well as collaborate across the external and internal broader community to enable mutual success.  A “win/win” approach to their profession and goals

Job Title: Business Solutions Acquisition Account Manager

Primary Objective of the job:

The Account Manager will lead the sales and customer satisfaction results for a segment of clients and prospects within a specific market.  This person will be accountable and responsible for the relationship, sales and customer satisfaction outcomes including sales target achievement (new business, retention and year on year revenue growth), customer satisfaction and relationship development in their client base.   Sales performance to target, forecasting and forecast accuracy, market and sales KPI’s (leading and lagging), Sales Playbook/Process compliance and customer satisfaction.  Client insight resulting from the development, implementation and execution of Account Development Plans for their key prospects and clients will be vital to ensure resource alignment, optimal customer satisfaction, financial growth and investment prioritization in their market and client base.   Mobilizing and moving their prospects and client (s) relationship forward as defined by delivering double digit revenue growth, acquiring key new clients, stewarding double digit customer satisfaction results through relationship development and being a visible part of a high performing/high achieving culture that is known for being infectious about their customer, their business, their team and their results.

Duties:

• Lead the achievement of all sales objectives inclusive of sales targets, revenue and debt by new business acquisition, client retention (reduced churn), notable improved customer satisfaction and client engagement 

• Author, implement and lead in collaboration with their client (s) and the business Account Development Plans for their key clients representing the strategy, vision and client road map for mutual growth, improved relationship/customer experience and achievement of business goals

• Lead and win (externally with the client and internally within the business) the top by value key new business acquisition opportunities annually and the top by value renewal opportunities annually

• Be the “client ambassador” internally by leading the functional support teams (service, finance, product… etc.) to deliver client visible improvement plans where needed to improve customer experience, reduce/eliminate debt and deliver valuable solutions as defined by the client

• Accountable for the development of high quality proposals, bids and propositions to their client audience that result in new business, relationships and solutions in their client base

• Develop and own key relationships within their client (s) base and cultivate meaningful new “win/win” relationships and “client coaches” that result in mutual success for the client and Digicel

• Commit to and adopt the sales Premiere Sales Metrics that include => 100% of sales on target rolling average, 5:1 pipeline to target ratio, 100% data accuracy, customer meetings and attendance at events, customer response times, 75% YoY win rate by value improvement, etc.

• Maintain 100% compliance with the sales KPI reporting and cadence inclusive of leading and lagging sales indicators, Sales Playbook, Sales Process, market insight and performance to sales targets

Academic qualifications and experience required for job:

• Bachelor’s degree in Business Administration or related discipline with a minimum 5 years sales and account management experience within the telecommunications and/or technology industries

• OR 5 - 7 years new business sales and account management experience within the telecommunications and/or technology industries

• Demonstrated sales target achievement/over achievement required

• Enterprise, corporate and or SME established relationships in their market preferred

• Target Account Selling, Salesforce methodology, Miller Heiman, value based selling and or other sales system and methodology experience preferred

• High standard of written, Microsoft Office and market language skills required

• Good standard of communication/presentation skills across the spectrum of client audience required.   High emotional intelligence and listening skills required.
• Focused, passionate and relentless in their ability to achieve their goals as well as collaborate across the external and internal broader community to enable mutual success.  A “win/win” approach to their profession and goals

DISCLAIMER:

This job description indicates the general nature and level of work expected of the incumbent.  It is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities required of the incumbent.  Incumbent may, and probably will be asked to perform other duties as required.  Each employee, regardless of classification, is required to maintain a safe, orderly and clean workplace, using safety precautions and observing safety rules at all times.