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NTT Ltd
Client Manager- Telco/Connectivity at NTT Ltd
KenyaFull TimeMid-Senior Level
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NTT Ltd
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Key Responsibilities:
Builds relationships to drive expansion and renewals across all solutions, influences stakeholders
Works with and through company's network of offices and infrastructure to deliver an excellent client experience in each relevant market.
Realizes revenue and margin targets and maximizes sales opportunities through connecting client needs with company offerings and solutions.
Uses engagement skills to establish account strategies with key stakeholders (focus of power, focus of receptivity, focus of dissatisfaction).
Minimizes churn and maximizes retention in onboarded clients
Use company's sales tools (for example, Salesforce.com) and methodology to effectively manage the accounts, opportunities, pipelines and forecast.
Be fully aware of and understand the International Trade Policy.
Meets or exceeds quota targets through comprehensive forecast accuracy, pipeline management.
Grows the profitability, revenues and client satisfaction levels for company's regional clients' portfolio.
Drives client satisfaction throughout the entire lifecycle of the clients' buying process, by taking ownership for the commercial agreement for each client.
Generates demand by assisting clients to identify current needs (turning clients' implied needs into explicit needs), and then effectively articulating how company can add value through services and solutions.
Approaches the management of the account in a systematic way by identifying the strategy which will be used to develop and grow the account profitably.
Performs vulnerability analysis of company's position in comparison to that of competitors and vendors to ensure the client's requirement is at the heart of the proposed solution.
Positively influences and enables financial control, governance and compliance in a region throughout area of specialization to prevent and reduce financial costs.
Acts as first point of contact for client issues.
Knowledge and Attributes:
Sales business acumen. The skills supporting successful selling through organizational and business outcome mindset. Success will require focusing on planning, leveraging tools and DATA, and concentrating on company business requirements. developing the skills to understand the client's business (including commercial and financial aspects) in order to bring value to them from the company's portfolio of services.
Sales client engagement and management. The skills used to effectively manage and analyze the client throughout the client lifecycle, with the goal of improving client relationships and driving sales growth. Success will require detailed understanding of client needs, effective sales planning, and building trust, all while managing to client expectations. developing the skills required to know the client, building effective and lasting relationships with them and to be seen as a trusted advisor.
Sales solution skills. The knowledge of the company's offerings, client applications, use cases and market trends and the skill to apply them to individual client and prospect situations that positions the sales team member as an expert client advisor. Success will require the ability to link company offerings, including high-value services to specific client and prospect needs and outcomes.
Sales pursuit. The skills and knowledge that enable a sales team member to create success by identifying and advancing opportunities at assigned prospects and clients. Success will require both individual ownership as well as accountability for coordinating internal and external resources in order to close sales opportunities.
Academic Qualifications and Certifications:
Bachelor's degree or equivalent in business or a sales related field.
Relevant vendor certifications would be advantageous
Required experience:
3 years experience in a business development role
Seasoned experience in a sales environment and/or customer service role.
Seasoned experience in the IT or professional services industry with a focus on business development and/or sales.
Seasoned experience in driving alignment to a common vision and working across multiple stakeholders to achieve sales growth.
Seasoned sales orientation with experience working with clients and business teams to create sales-orientated solutions and services.
Seasoned experience gained in a similar client manager role.
Seasoned experience working with Salesforce.com contact platform.