Key Account Sales Specialist

1. Mission/ Core purpose of the Job

Key Account Specialist will pursue sales and commercial support for fixed infrastructure wholesale for Zambia FibreCo. He/she will cater to internal customers (MTN Group OpCos) and external customers (3rd parties, e.g., global carriers, ISPs, MNOs, and digital players).

2. Context

(Global influences, environmental / industry demands, organizational mission etc.)

Context: (Global influences, environmental / industry demands, organizational mission, etc)

The Key Account Specialist must ensure the successful delivery in the context of:

Zambia FibreCo’s positioning as the best connectivity provider in Zambia and Africa

Operating within a highly inter-connected international telecommunications community

Responsibility to keep track of global trends and technology advancements and stay abreast of standardization work of relevant industry bodies.

Integrating requirements from multiple internal and external stakeholders to provide the relevant services to support business growth.

The geographic complexity of MTN Global Connect’s footprint across Africa.

Achievement of top quartile operating efficiency and effectiveness through scale and common processes

Enhancing Zambia FibreCo position as a leading network and system provider

Constant dynamics and local challenges in economic, regulatory, and legal environments

Increasingly competitive and highly dynamic enterprise industries and landscape

Successful planning and deployment subject to multiple regulatory regimes across diverse jurisdictions and cultures

A strong focus on customer acquisition

Increasing market penetration

Changing consumer needs.

3. Key Performance Areas:

Core, essential responsibilities / outputs of the position (KPA’s)

Role Complexity:

Acquisition and customer satisfaction within allocated segment

Task Complexity:

• Drive the Zambia Fibreco wholesale business to capture incremental revenue both internally (from OpCo) and externally (from 3rd party customers)
• Develops an Executive Relationship Management program for customers, assisting with thought leadership and consultative.
• Define the wholesale strategic guidelines to sell fixed infrastructure for global 3rd party customers, such as digital players and global carriers, and manage the customer relationship throughout the lifecycle.
• Ensure on-time implementation and delivery of sold services by doing regular follow-ups with implementation teams and/or managed services.
• Ensure full customer satisfaction through the wholesale sales/delivery process.
• Work together with technical teams to manage suppliers, products, solutions, and commercial management of assets.
• Provide input to monitoring capacity pricing changes in the markets, market price trends analysis based on customer feedback, and market dynamics, so that to improve own practices as well as request pricing update from the pricing teams.
• Plan and organise work around customer demand.
• Assess current competitive and operator landscape for the wholesale fixed connectivity business.
• Ensure that all transactions with customers are duly recorded and tracked and ensure the customers are billed and revenues are collected on time.
• Provides inputs for the development of the business plan for Segment as requested.
• Conduct education sessions for new clients to ensure that clients understand and optimise the use of new products and services, leading to high satisfaction levels.
• Interacts regularly with clients to ensure that a high level on-going technical support post implementation of solutions and the resolution of billing and other issues that may arise within agreed SLA. Escalates issues beyond their authority to resolve to ensure that products and services continues to meet client expectations.

4. Job Requirements

(Education, Experience and Competencies)

Education:

• Business/Marketing or equivalent professional Diploma
• Grade 12 Certificate

Experience:

• 2 years’ experience in a sales environment, at least 1 Experience in Telecommunications

Competencies:

• Corporate Sales & Marketing
• Report writing
• Customer relationship management
• Products and services training
• Key Account Strategies
• Effective oral and written communication skills
• Negotiation Skills
• Teamwork