DStv Business Key Account Manager

Purpose of the Position

To grow DStv Business Revenue by ensuring retention of key customers, identifying new business opportunities from key accounts through commercial gain and creating value proposition for customers to reconnect. Serve as the primary point of contact and liaison between the business and its key accounts, ensuring client satisfaction

Key Performance Objectives

Sales Target

•  Ensure achievement of Commercial sales target
•  Implement Sales plan within assigned territory.
•  Meet assigned sales quotas and cover designated targeted market segments.
•  Understand the business environment in which the company finds itself and assists in collating marketing information where necessary that might be useful for strategic planning efforts.
•  Maintain awareness of sales activities in assigned territory.
•  Give feedback of competitor’s activities and changes experienced.
•  Execution of Marketing activities and initiates

Account Management

•  Management/retention of Commercial accounts
•  Report on a weekly and monthly basis DStv business meeting on sales performance.
•  Proactively analyze customer needs and make proposals to take Build and maintain relationships with key players.
•  Follow up on all leads for existing customers and churned subscribers and monitor After Sales
•  Review of number of rooms being billed for Stay customers and upsell add -on packages as to existing bouquet.
•  Strengthen high level communication and mutual trust.
•  Implement regular communication mechanisms:
•  Comms: Regular visits
•  Dedicated AM for queries
•  Email regular content updates
•  Regular news on Technologies
•  Build Key Customer profiles and contact details.
•  Build decision making hierarchy and responsibility mapping.
•  Maintain a database of DStv Business customers.
•  Understand strategies and key pain points of Key Customers
•  Identify growth opportunities within key accounts and present tailored solutions.
•  Contract Management; sign -up and renewal of long-term contracts

Grow Average Revenue per Account

•  Drive in-market CVM activities, maximizing value extraction from the active base through effective upselling, prevention and win back.
•  Identify Sales opportunities and effectively present key features and benefits of product(s) to secure new business from the existing DStv business customers.
•  Maintain a database of commercial gain sales leads.
•  Identifying prospects and ensure adequate follow up to generate business opportunities.
•  Arrange markets with potential customers; challenge their objections to ensure their buy-in.
•  Build value proposition to aid in reconnecting customers.
•  Manage revenue growth on the portfolio

Communication and Coordination

•  Collaborate with the internal teams, such as sales, marketing and CVM to ensure seamless delivery of products or services to key accounts.
•  Collaboration with relevant stakeholders on product knowledge updates and campaign alignment

Qualifications and Experience

•  A first degree in any discipline. An MBA is an added advantage.
•  3-5 years of relevant experience in commercial function e.g business development. Solid B2B experience, account management and sales & Marketing
•  Experience in account management role with leading FCMG, Telco, Technology or corporate banking sales will be an added advantage.
•  Deep sales & distribution knowledge
•  Commercial experience in Zambia
•  Proficient in computer applications
•  Experience in trade sales activations
•  Digital Savvy

Technical Competencies

•  Commercial Acumen
•  Customer Relationship Management
•  Developing value proposition
•  Selling / Marketing techniques
•  Market / customer knowledge
•  Product / service knowledge
•  Negotiation skills
•  Competitor knowledge
•  Financial understanding
•  Risk Management
• Governance and Compliance