JOB PURPOSE
To drive high value channel development in order to enhance our competitive differentiation through quality acquisition, increase in pipeline sales and retention.
KEY ACCOUNTABILITIES
Responsible for the implementation of acquisition strategy for prospective High Value Individual (HNI) accounts in Region
Identify and create opportunities to for acquisition of High Value Individuals across the region.
Create exceptional opportunities to sell HNI products and services within region
HNI Relationship Management
Develop good relationship management processes with both existing accounts and prospective customers.
Encourage and develop opportunities to have Airtel presence in all high value customer locations, institutions, recreational and professional clubs, HORECA, companies, private schools, shopping outlets, airports and residential neighborhoods.
Create symbiotic relationships in events sponsorship with high value customer presence to drive sales and revenue growth.
Effective Reporting and Database Management
Timely reporting of all initiatives, potential prospects, queries, challenges, call plan and new sales made in region
Maintain and manage database of all Corporate customers in your sector
Industry Awareness/Competition Intelligence
Monitor the activities of competition and develop or recommend counter measures to win competition
Responsible for analysis of competitor’s high value customer focused activities as well as relevant market development and proposing pre-emptive counter measures
To immediately address or escalate any unusual competitor activity and sale support that may be a threat to performance of the business
Cross Functional Liaison and Support
Co-ordinate with all internal stakeholders (marketing, sales, IT, service delivery and networks) to delivery excellent customer experience, design value propositions, training intervention for field sales employees and channel partners
Work with service delivery and support bill delivery and collection for postpaid high value customers in the zone
Target Allocation, Forecasting, Reporting
Accountability for ensuring that agreed target are cascaded across Zones, channel partners and field sales agents
Responsibility for managing performance variances and reallocating targets as required
Timely repot, of all activities (Daily, weekly, monthly, quarterly etc.. and as required)
Acquisition – Performance Vs. Target and against all product lines
Lost Opportunities
Initiatives
Service queries and challenges
Others
Presence at relevant events, ensuring expected benefits are realized
Reduce debt portfolio and churn in your segment
Carry out all other functions as directed by Zonal Business Manager
Major Challenges
Managing and monitoring field sales teams and indirect sales channel
Expanding our acquisition drive, and retaining High Value Accounts.
Creating visibility of Airtel products and services
Effective and timely communication of all schemes and product launches to direct and indirect sales teams
Expanding high value individuals sales coverage by appointing new sales partners
Key Decisions
Responding to market dynamics and recommending measures to increase sales from existing & new accounts.
Constantly tracking and reviewing field sales activities and pre-empting counter solution for market expansion.
Performance Measures
Revenue Growth
Postpaid Gross Adds/Activations
Activations within service level agreement
Query resolution within service level agreement
Churn Management
Quality of Gross Adds
Channel Satisfaction Score
Active Channel Partner
Desired Skills & Experience
Educational Qualification
A first degree or its equivalent in Computer science, Business Administration, Sales and Marketing or Business related discipline
Superior written and verbal communication skills
Selling skills, organizational skills, and self-directed time management skills
Ability to plan daily/periodic operations
Proficiency in Microsoft Office, especially PowerPoint presentations
Relevant experience
5+ years of varied experience in Sales & Marketing with at least 4 years at middle management level handling high net worth accounts/individuals.
Relevant experience in Telecom industry is desirable
Solid track record of high value acquisitions and key account management with a passion for Airtel Nigeria products/services
Attributes
High level of professionalism in both appearance and attitude.
Authoritative, ultra professional experts with an inviting and friendly demeanor
Demonstrated passion for sales and delivering unparalleled customer service
Goal-oriented, self-motivated and possess an entrepreneurial spirit which sparks their creativity and resourcefulness.
Patience, flexibility, tact, integrity, and dependability.
Company Description
Airtel Nigeria (Airtel Networks Limited), a leading mobile telecommunication services provider in Nigeria and a member of Airtel Africa Group, is committed to providing innovative, exciting, affordable and quality mobile services to Nigerians, giving them the freedom to communicate, rise above their daily challenges and drive economic and social development. The company made history on August 5, 2001 by becoming the first telecoms operator to launch commercial GSM services in Nigeria and has scored a series of many "firsts" in the highly competitive Nigerian telecommunications market including the first to introduce toll-free 24-hour customer care; first to launch service in all the six geo-political zones in the country; first to introduce affordable recharge denominations; first to introduce monthly free SMS and first to introduce monthly airtime bonus.
A truly innovative company, Airtel has showed resilience, charting new paths in meeting the demands and needs of its esteemed stakeholders and enhancing distribution as well as providing affordable services to empower more nigerians.
In Nigeria, Airtel is working tirelessly to live up to an ambitious vision of being the most loved brand in the daily lives of Nigerians as it offers a superior brand experience and a portfolio of innovative products & services ranging from exciting voice solutions to inventive data packages and mobile broadband.
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http://www.getnaijajobs.com
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