Job Description

Safaricom is the leading provider of converged communication solutions in Kenya. In addition to providing a broad range of first-class products and services for Telephony, Broadband Internet and Financial services, Safaricom seeks to uplift the welfare of Kenyans through value-added services and support for community projects.

Brief Description

Reporting to the Sector Manager, the successful candidate will be responsible for managing Strategic Accounts (TML-Target Market List) within the Public Sector and NGOs vertical; to drive and achieve revenue targets through solution selling and segment propositions.

KEY ACCOUNTABILITIES

SALES ACQUISITION AND REVENUE GROWTH

  • Individual contributor in a sales role responsible for delivering set revenue targets.
  • Identify growth prospects (New/Up-sell/Cross-Sell) within the TML;
  • Drive the identification and adoption of relevant segment propositions;
  • Device strategic plans for Relationship penetration and ensure implementation of tactical plans including opportunity pipeline management;
  • Proactive Relationship performance management and tracking;
  • Position new Solution offerings within Public Sector and NGOs TML; through retention, acquisition and penetration;
  • Drive acceleration in new growth areas of ICT and IOT
  • Provide thought leadership and Insights from customer engagements within the Public sector and NGOs Vertical.

RELATIONSHIP & BASELINE RETENTION

  • Develop and execute customer ring fencing strategies in Public sector and NGOs Vertical;
  • Stimulate existing prepositions within Public sector and NGOs Vertical;
  • Develop strong relationships at CXO level in government and wider Buying Centers to understand mid-to-long term Public sector and NGOs objectives;
  • Churn Management in Public sector and NGOs Vertical;
  • Contract Management: Follow up on all existing contracts & renewal;
  • Provide insight into the refinement of customer journey processes;
  • Timely response to customer correspondence (not later than 24 Hrs.);
  • Flag potential escalations in a timely manner.

NPS- Manage customer relationships to drive Net Promoter Score by:

  • Maintaining strong and deep relationships with accounts under direct management;
  • Follow through on all customer issues until closure;
  • Maintaining communication with the customer throughout the entire customer journey.

SALES ACCOUNT DEVELOPMENT PLANNING

  • Formulate and manage customer relationship through up-to-date Account Development Plans, opportunity road maps, pipeline management and the entire sales cycle plan;
  • Leverage company assets (events & activities) to nature relationship with key stakeholders (CXO & Buying Centre).

REPORTING

  • Manage reporting cycles (daily, weekly, and monthly).
  • Strict adherence on use of CRM systems for progressing customer orders and reporting.
  • Timely circulation of customer meeting minutes (Not later than 24 Hrs.)

QUALIFICATIONS

  • Degree in Commerce/ ICT or a business related;
  • Work experience of 4-5 years managing enterprise customers in a B2G or B2B environment.
  • Knowledge/ Work experience in ICT working in Public Sector, NGOs, Civil society will be an added advantage;
  • Strong relationship building skills.
  • Ability to deliver results and meet and surpass targets;
  • New business development skills.
  • Be commercially savvy with a deep understanding and demonstration of Solution Selling.
Job Overview

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