Account Manager

**Role Purpose**:
The Account Manager will secure new business from their allocated customer list, derived from the allocated set of customers. The Account Manager will need to successfully manage their current base whilst selling additional products and services into these customers. The Account Manager will be required to minimise churn and maximise revenues with revenue growth being a key performance indicator. The Account Manager will also retain and record any and all customer and market intelligence to increase future win opportunity regardless if tenders are successful or unsuccessful.

**Your responsibilities will include**:
**Responsible for managing strategic accounts and delivering profitable, long term business from those accounts**

The Account Manager will be responsible for managing their allocated accounts on a day to day 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
The Account Manager is responsible for the entire “Customer Lifecycle Management” process, from “rumour to cash”.
The Account Manager is responsible for building the relationship with the customer and will be required, when appropriate, to entertain the client which may at times involve meeting with the customer after normal working hours

Plan and develop relationships with allocated customers to identify opportunities and strategies to win new or further business from these customers.
Develop new and existing relationships, at all levels, with contacts from the allocated account list.
Within allocated account base, effectively balance focus and time between suspects and prospects for continued development into winnable opportunities.
Lead planning and development of customer sales strategies to develop accounts in very close cooperation with the Line Manager where applicable.
Develop relevant High Level Value Propositions.
Identify winning strategies including working proposals, to win locally.
Ensures account plans signed off by all relevant parties.
Analyses statistical data related to clients business and industry to identify market trends for Vodacom products and services.
Understand customer 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 products and services fit customer requirements.
Provide timely and accurate forecasting.
Take active participation in solution sales teams, working with appropriate colleagues to win complex new business.
Complete and execute Account Plans for nominated accounts within the Sector to help deliver plans to develop High Value customer relationships to maximise profitability.

**Ensures delivery of annual revenue targets through delivery of full product mix**:
Be responsible for modelling commercial propositions tailored to suit customers’ requirements whilst supporting the Vodacom commercial principles.
Manage deals through commercial governance, demonstrating win strategy, and future revenue growth plan and account development opportunities.
Work with Line Manager to Agree and recommend financial targets per account.
Understand the competitive market and use knowledge to increase margin and total contract value.
Look for opportunities to up-sell and cross-sell into accounts.
To ensure that the A&R for these accounts is within the required target for Vodacom thus making the strategic segment P&L profitable.
Evaluates performance, risks in nominated accounts and revises plans where appropriate.

**Establishes appropriate relationships with customers in Vodacom and leverages those relationships to ensure maximum financial return from Vodacom customers**
Build strong long term relationships using a high and wide approach to contact strategy.
Key interface to customer, contributing to developing local contact strategy, providing strong one to one long term relationships with key decision makers. Prepare account briefings and guiding local interactions.
Understand the customer’s decision making process, building a strategy that considers stakeholder alignment and the goals of the stakeholders.
Secure, manage and deepen the Vodacom customer relationship with the focus being to build Vodacom’s credibility and explore ways to present solutions to meet customer needs.
Develop a partnership approach to sales, customer fulfilment and post sales strategy for accounts covering all areas of the customers’ business.
Maximises Vodacom’s internal network to get results for customers and to ensure effective problem resolution and problem management.
Work with the customer’s fulfilment and delivery plan to ensure services are delivered right first time.
Provide customer insight to help influence Vodacom decision makers to secure appropriate resource and delivery as required.
Present new products