Senior Account Manager

Job Purpose: The Senior Account Manager is responsible for driving business growth, managing top-tier client relationships, and maximizing revenue. This role focuses on nurturing existing accounts, acquiring new customers, minimizing churn, and ensuring adherence to sales processes.

Principal Accountabilities/Objectives:

• Manage allocated accounts as the primary point of contact for clients and internal stakeholders.
• Grow accounts coverage by acquiring new logo client accounts for the business.
• Grow Company’s. share of all managed and new clients’ accounts in AM’s coverage.
• Grow share of digital solutions’ portfolio relative to connectivity share of portfolio.
• Maintain 100% prompt and accurate CRM records of all account in territory at all times
• Develop and maintain client relationships to identify new business opportunities.
• Balance focus between prospects and opportunities for continued development; ensure 4X pipeline cover of given target at all times.
• Lead sales strategies and develop high level value propositions.
• Analyse market trends and gather competitor intelligence.
• Provide accurate and timely sales forecast monthly and quarterly and ensure Salesforce and sales database accuracy.
• Complete and execute Account Plans for maximising profitability.
• Manage deals through commercial governance and future revenue growth planning.
• Understand the competitive market to increase margin and contract value.
• Understand support 100% compliance of all legal and contractual requirements for each client and each deal.
• Understand and support 100% compliance on all projects deployment requirements of completed sales.
• Identify and execute opportunities for up-selling and cross-selling.
• Ensure profitability within the segment P&L by meeting A&R targets.
• Ensure continuous up-to-date personal development of products knowledge, sales skills and competencies required to function effectively on the job.
• Ensure regular physical visits and other communication touch points with all clients within AM’s managed territory on a daily, weekly and monthly basis.
• Ensure effective cross functional collaboration and productivity across the entire inq. operating company and group of companies.
• Develop customer sales strategies in collaboration with the Line Manager.
• Identify winning strategies and work proposals tailored to local markets.
• Evaluate account performance and revise strategies as needed to achieve targets.
• Balance focus between prospects and ongoing opportunities for sustained development.
• Collaborate across departments to resolve issues and ensure effective problem management.
• Present new products and solutions, deliver best practices for onboarding new customers.
• Collaborate with finance and support teams to ensure customer satisfaction and billing support needs and expectations, it is expected that they will retain these services with us. It is important to ensure that the product is relevant and working.

Communications and Work Relationships:

• Internal: Sales Department, Operations, Service Delivery, Solution Architects, Legal, Finance, Human Capital, Innovation & Partnerships
• External: Clients, Vendors and other technical business partners, resellers, industry associations and regulators
• Other Business units: Ethical communication and conduct at all times; collaborate with various departments, demonstrate cooperation, maintain professional relationships across all departments and clients.

Knowledge, Skills, Experience and Competency Requirements: 

• Knowledge: Solution Selling, Products/Services/Technology know-how, Opportunity Management, Account Planning, competing to win and more
• Skills: Objection handling, negotiating, relationship building, analytical abilities, Microsoft and Google applications usage and CRM usage. Account planning and territory management skills
• Experience: Minimum 3 years in account management within a telecom environment, solution sales, relationship management, and networking technologies. Deep knowledge of mobile and fixed enterprise business industry including competition
• Attitude: Exceptional communication, confidence, sales-oriented mind-set, high self-motivation, and accountability.