Business Account Manage

JOB TITLE: Business Account Manager

DEPARTMENT: Corporate Business

EMPLOYEE’S NAME:

REPORTS TO (NAME): Sales Manager 

Primary objective of the job:

The Business Account Manager is accountable for the end to end management and life cycle of business / Corporate accounts. The primary role is to grow our existing base through promotion and sales of corporate Mobile and ICT business solution services as well as the effective account management including managing of aged debt. Finding new business is a critical part to the role of Account manager through networking and building a pipeline of new opportunities.

Number of persons managed/supervised and their positions:

• No direct reports
• Work closely with insights, sales support and service teams to ensure effective sales, service, quality and order management

Main Duties and Responsibilities:

• Responsible for maintaining a strong relationship with (potential) business clients
• Effectively communicating with the customer and actively drive demand into sales
• Ensure an up to date roadmap of demand to allow planning and resources in Sales and Service.
• Responsible for managing end to end billing cycle and dealing with account queries.
• Accountable for managing the handset allocation fund.
• Manage debt and keep 90 day debtors to a minimum and ensure payment to agreed plans.
• Conduct regular account reviews, quarterly at a minimum or monthly if account size dictates.
• Document all customer meetings in Sales Force ensure tracking of actions, owners, timelines.
• Design and influence the shape and scope of sales and service programs in line with strategy.
• Employ strong relationship management skills as well as robust project/program planning, governance, tools and techniques to ensure all risks, issues and dependencies are managed and stakeholders are appropriately engaged through clear engagement and communication.
• Take the lead on scope, outcomes, planning and delivery of change programs and initiatives.
• Liaise with delivery teams including Sales and Service via effective, timely communications.
• Sales & Services teams and wider business, via effective, timely communication and influencing and driving action to ensure achievement of deliverables and business benefits.
• Maintain and improve excellent segment, commercial and channel knowledge, owning and managing cross channel alignment meetings and ensure right proposition.

• Any other duties as assigned by the Business Account Lead, regional Account Lead and the local General Manager.

Academic qualifications and experience required for job:

• Minimum 2-3 years B2B or B2C direct sales & field based account management experience.
• Ideally, a first degree in Management / Marketing / Sales or equivalent qualifications.
• A Diploma in Management Studies or equivalent or management training and the concepts of Managerial Accounting and Budgetary Analysis.
• Knowledge of operations within the Telecommunications industry.
• Knowledge of the mobile, wireless, fixed voice & data products & service offerings.
• Working knowledge of CRM & contact management systems, e.g. Salesforce.com

Functional Skills:

You will have strong leadership and influencing skills, including communication to senior stakeholders and business clients on all levels, plus excellent relationship management skills and the ability to negotiate and build effective relationships.

• Experience of managing, forecasting and reporting sales pipeline
• Proven track record in B2B & Business Solutions Sales
• Provide consultancy, design and development services to Digicel’s Corporate Clients
• Interface directly with customers on technical issues where necessary
• Experience in understanding and positioning Business Solutions to the Corporate market
• Excellent analytical and organizational skills.
• Ability to assist in design of networks, services, systems architecture, integration of solutions.
• Experience/ability to sell telecoms products and services (namely GSM, 3G, DSL, DIA, IP, PBX, VoIP, M2M services, Security services)
• Become and expert BAM in at least one ICT/Business product and service so that you can assist customers and colleagues to better understand and sell this product.
• Full CSI and CSR programs to be run throughout the lifecycle

You should have a strong commercial awareness and a proven track record in defining and scoping business requirements and ensuring benefit tracking mechanisms are in place, hold the ability to think strategically and align delivery activity to channel priorities and goals.