Telkom Kenya was established as a telecommunications operator under the Companies Act in April 1999. We provide integrated communications solutions in Kenya with the widest range of voice and data services as well as network facilities for residential and business customers. We are proud to play a prominent role in the information and communications technology sector, serving millions of Kenyans across the country. The company currently has a customer base of approximately 500,000 customers on GSM, fixed and CDMA wireless platforms with a country-wide presence.
Mission
"We will connect every Kenyan through integrated communication solutions that simplify and enrich their lives. We are a social and business catalyst, liberating and inspiring people with ideas and services to connect, collaborate, co-create in new and exciting ways".Communication is one of the fundamental needs of every person: we define ourselves in relation to our community. In this new information age, it is important that the new tools of communication are not barriers; it is vital that these tools remain what they are: a means, not an end in itself. We consequently work to make sure that communication services are available without technological complication, just as natural tools that enable us to live our lives more fully.
Key Account Manager (s)
Reference : ref28042011a
Contract type : Permanent
Job(s) available(s) : 5
Experience required : 3yrs and above
Studies level required : Degree
Working place : Nairobi
Job Description
Department: Business Market
Reference : ref28042011a
Contract type : Permanent
Job(s) available(s) : 5
Experience required : 3yrs and above
Studies level required : Degree
Working place : Nairobi
Job Description
Department: Business Market
Sub-department: Corporate / Public / SME Sales
Reporting to the position : Sector Sales Manager (Corporate / Public / SME)
Type of the function : Execution Function
Role Purpose:
Role Purpose:
He/she will oversee the conceptualisation, planning, development and implementation of Account Management within the Sales Sector.
Key Responsibilities
Key Responsibilities
1. Operational: 100%
* Meet and exceed sales targets by developing relationships within targeted customers. Engage with customers at the Executive level to understand their overall strategy and key business drivers; strive to develop a roadmap with the customer that facilitates progression towards the expansion of Orange services
* Develop multi-level and multi-functional relationships (CEO, CFO, CIO and Business Unit Leaders) to drive solutions that are innovative and provide value / benefit relative to the customer’s respective business needs; deepen and widen relationships with a longer term focus
* Understanding customer’s deployment plans and identifying strategic plans for success of the customer and profitability of Telkom Kenya. Understand the customer\\\’s business and IT strategy; map these requirements to industry trends, as well as with existing customer requirements where Orange solutions provide value
* Responsible for overall account management, account development, relationship and sales development. Working with the expanded team provide overall account strategy and direction; program risk, assessing situations, making recommendations, and implementing planned contingencies, when necessary
* Ensure maximum customer exposure and response to business development requirements through a proactive approach of periodic reviews with key contacts within the organization. As required provide concise and professional presentations to customer and Orange Business Services management
* Ensure that all account plans, organizational charts, and related documentation at both the executive summary level and line management detail level are kept current. Providing critical communication links to the customer, business units, necessary functional organizations, executive and senior managers.
* Provide overall management of critical Target Market List, information relative to the customers including legal, product pricing, commercial management relative to contract agreements, price books, pricing tools, one-off deal specific bids, etc. and ensure that the customer contract is kept up-to-date.
* Develop multi-level and multi-functional relationships (CEO, CFO, CIO and Business Unit Leaders) to drive solutions that are innovative and provide value / benefit relative to the customer’s respective business needs; deepen and widen relationships with a longer term focus
* Understanding customer’s deployment plans and identifying strategic plans for success of the customer and profitability of Telkom Kenya. Understand the customer\\\’s business and IT strategy; map these requirements to industry trends, as well as with existing customer requirements where Orange solutions provide value
* Responsible for overall account management, account development, relationship and sales development. Working with the expanded team provide overall account strategy and direction; program risk, assessing situations, making recommendations, and implementing planned contingencies, when necessary
* Ensure maximum customer exposure and response to business development requirements through a proactive approach of periodic reviews with key contacts within the organization. As required provide concise and professional presentations to customer and Orange Business Services management
* Ensure that all account plans, organizational charts, and related documentation at both the executive summary level and line management detail level are kept current. Providing critical communication links to the customer, business units, necessary functional organizations, executive and senior managers.
* Provide overall management of critical Target Market List, information relative to the customers including legal, product pricing, commercial management relative to contract agreements, price books, pricing tools, one-off deal specific bids, etc. and ensure that the customer contract is kept up-to-date.
Education Background & Experience:
* Degree in Business, Finance or other relevant field (or equivalent).
* Membership in related professional organizations
* Certifications accreditation in relevant areas
* Minimum of 3 years experience in consultative selling and relationship management preferably within multi-national companies
* Proven track record in selling high dollar value services; 3 or more years experience or equivalent
* Understanding of industry sector that the customer is in and associated strategies and business challenges.
* Identification and development of key partners and vendor relationships to maximize Telkom Kenya’s ability to provide total integrated solutions to the customer.
Professional Knowledge:
* Membership in related professional organizations
* Certifications accreditation in relevant areas
* Minimum of 3 years experience in consultative selling and relationship management preferably within multi-national companies
* Proven track record in selling high dollar value services; 3 or more years experience or equivalent
* Understanding of industry sector that the customer is in and associated strategies and business challenges.
* Identification and development of key partners and vendor relationships to maximize Telkom Kenya’s ability to provide total integrated solutions to the customer.
Professional Knowledge:
* Knowledge in creating solutions for customers based on their business and IT initiatives rather than on a company’s product offering
* Understanding of the industry sector and key customers in that sector inclusive of related strategies and business challenges
* Understanding of the industry sector and key customers in that sector inclusive of related strategies and business challenges
Professional Skills:
* Proven track record in sales of quota achievement
* Partnering with software, hardware and consulting vendors, who have a multi-national customer base.
* Background in business consulting, process analysis design and improvement, and development of technology based business solutions
* Self-starter with experience and desire to acquire new business.
* Adept at prospecting, funnel management and closing business.
* Must be self driven, energetic, resourceful, creative, and possess strong leadership skills.
* Ability to project a strong, positive image of him/herself and the Company.
* Ability to build good customer relationships at all levels.
* Ability to deliver professional sales presentation, proposals and reports. High Proficiency in MS Word, Excel & PowerPoint.
* Must be a strong team player with a commitment to value-based leadership.
* Proven track record in sales of quota achievement
* Partnering with software, hardware and consulting vendors, who have a multi-national customer base.
* Background in business consulting, process analysis design and improvement, and development of technology based business solutions
* Self-starter with experience and desire to acquire new business.
* Adept at prospecting, funnel management and closing business.
* Must be self driven, energetic, resourceful, creative, and possess strong leadership skills.
* Ability to project a strong, positive image of him/herself and the Company.
* Ability to build good customer relationships at all levels.
* Ability to deliver professional sales presentation, proposals and reports. High Proficiency in MS Word, Excel & PowerPoint.
* Must be a strong team player with a commitment to value-based leadership.
Work Conditions
* Field Work: YES 51 – 80%
* Professional tools used: laptop, handset, car/mileage
* Professional tools used: laptop, handset, car/mileage
Professional Risk (heights, risk of electrocution): NO
Shifts Work: No
Night Shifts: No
Week end work: No
Work on-call: No
Shifts Work: No
Night Shifts: No
Week end work: No
Work on-call: No
* We are looking for several Key Account Managers.
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