Senior Account Manager

2 weeks ago

Cape Town, South Africa Vodafone Full time

**Role purpose**:
Drive profitable revenue contribution and increased market share from the closure of Solution Sales opportunities. This includes growing the portfolio of customers and sale of integrated products, Fixed,Mobile, Converged and Digital Services leveraging technologies from Lines of Business i.e IoT, Cloud, Security and other offerings. Minimise churn and maximise revenues by ensuring effective service delivery, protection/renewal of existing business and identifying major new sales opportunities.

**Your responsibilities will include**:
**Manage assigned accounts and deliver revenue and new business from those accounts**

Achieve and exceed revenue, new business, total contract value (TCV) and annual contract value (ACV) targets on a monthly, quarterly and annual basis.

Manage allocated accounts on a daily basis in their entirety to the extent that they:
Are the single point of contact for both the customer and Vodacom’s internal third parties who may need to communicate and deliver solutions to the customer. Assume responsibility for the entire “Customer Lifecycle Management” process, from “rumour to cash”.

Balance focus and time, within allocated account base between suspects and prospects for continued development into winnable opportunities.

Put in place a sales plan with monthly and quarterly milestones to achieve all targets. Plan for y-o-y revenue growth in all accounts.
Complete and execute Account Plans for nominated accounts within their account base to deliver targets for sales, revenues and new business. Ensures account plans are signed off and agreed with Sales Manager and Executive Head.
Ensure A&R for these accounts are within the required target for Vodacom thus making the strategic segment P & L profitable.
Set pipeline and new business targets to be achieved by customer by product as part of sales growth strategy. Evaluates performance and risks in nominated accounts and revise plans where appropriate.

**Ensures delivery of annual sales and revenue targets through delivery of full product mix**:
Sell and grow Vodacom’s wallet share of customer ICT spend in products and services across the Vodacom portfolio of fixed, mobile, cloud, converged, security and value-added services.
Lead and take active participation in driving solution sales, leading the account and solutions teams colleagues to win new business opportunities in customers.
Engage with CVM proactively and independently to source necessary client and market data to support account sales plan.
Understand customer business and technical requirements and ensure preferences, pricing, product, terms and conditions to ensure that their requirements are met.

Gather and analyse data regarding competitor pricing and products and ensure that Vodacom/Vodafone products and services fit customer requirements.
Develop relevant High Level Value Propositions and the Win Strategy for each opportunity.

Know when all contracts are ready for resign/ re-negotiation and ensure there are plans well in advance to ensure Vodacom/Vodafone retains the business. Develop risk mitigation plans (churn & erosion) in consultation with the Executive Head to ensure customers are retained and erosion is minimized.
Pipeline - Continuously develop a strong pipeline across the full portfolio. Pipeline should be professionally progressed and captured in the system (Siebel) at all times. Pipeline should be sufficient to achieve set new business goals monthly, quarterly and yearly.
Manage deals through commercial governance, demonstrating win strategy, and future revenue growth plan and account development opportunities.

**.**:
**Establishes appropriate relationships with customers in Vodacom and leverages those relationships to ensure maximum financial return from Vodacom customers**

Plan and develop relationships with allocated customers to identify opportunities and strategies to win new or further business from these customers.
Develop and maintain new and existing relationships with key decision makers and influencers across the buying centre from the allocated account list for customers.
In consultation with Executive Head, develop account strategy and stakeholder engagement plan whilst leveraging key contacts and executive engagement tactics within Vodacom.Prepare executive briefings and guide local interactions.
Understand the customer’s decision making process, building a strategy that considers stakeholder alignment and the goals of the stakeholders.
Drive engagements with customers to introduce new innovations and concepts to key decision makers. Understand through engagement at the right business, level the customer’s strategic and operational issues.
Work with the customer fulfilment and delivery plan to ensure services are delivered right first time.
Manage client NPS to ensure it is within Vodacom/Vodafone objectives.

**Key accountabilities and decision ownership**:
Define Sales Strategy: To retain existing accounts a

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