Senior Manager, Senior Global Account Management (GAM) at MTN Nigeria

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Job Title: Senior Manager, Senior Global Account Management (GAM)

Location: Lagos, Nigeria

Mission/ Core Purpose of the Job

  • The Senior Global Account Manager is the highest level of seller in the GAM community, the role will manage a group of selected global premium MNC accounts (1 to 6 accounts) with a prime focus on increasing share of wallet across our footprint and beyond. Directly, the Senior GAM will lead 1 or more Sellers to deliver exceptional service and growth for these premium accounts, to minimise churn, whilst accelerating penetration in the accounts especially in the ICT field, to support the MNC strategy for revenue growth, whilst achieving world class customer satisfaction globally.
  • The role will achieve this through the indirect leadership of the Local account managers, Global Solutions and Manager, Global Service Manager and commercial, innovation and service teams at regional and local level, integrating a cross functional and geographical virtual team.
  • The Senior Global Account Manager will work with a diverse team (including but not limited to Sales, Pre-Sales/Solution Architects, Service Managers) to maintain and grow account base and ensure service delivery and customer satisfaction

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

  • MTN is entering a new phase, under new leadership in its lifecycle where operational and commercial excellence has become critical for success.
  • The urgency for change has become more heightened amidst increased competitive intensity across all markets in which MTN operates.
  • The Senior Manager : Senior GAM must therefore ensure the successful delivery in context of:
    • MTN positioning as the best connectivity provider in Africa
    • MTN decision to centralise the management and solution creation of Global MNC accounts
    • Rapidly changing ICT environment
    • The geographic complexity of MTN’s foot print across Africa
    • Management of executive and local shareholder expectations across all 21 OpCos
    • Achievement of top quartile operating efficiency and effectiveness through scale and common processes
    • Driving growth through business intelligence and standardization to maximize business impact
    • Management of customer and supplier expectations
    • Enhance MTN position as a leading network and system provider
    • Constant dynamics and local challenges in the economic, regulatory and legal environments

Key Performance Areas: Core, Essential Responsibilities / Outputs of the Position (KPA’s)
The Senior Manager: Senior GAM will be accountable to achieve the following objectives:

  • Manage ~1 to 6 Global Premium MNC accounts throughout their lifetime with MTN (existing and potential perspective clients) and across and beyond MTN footprint with Portfolio size above 600ZAR with ambition to growing the strategic accounts above 1BZAR within 18-24 months
  • Engage with Premium MNC customers at executive level
  • Be fully responsible and accountable for the managed accounts revenue targets ( large accounts)
  • Deliver strategic account planning and manage pipeline through use of statistical data related to clients and industry trends
  • Defend accounts through understanding competitive intelligence and understanding customer’s needs
  • Understand and translate customer strategy and business drivers into the creation of new opportunities, thus developing the account globally
  • Cross-sell and up-sell to existing client to grow account revenues and share of wallet
  • Pursue sales opportunities and leads to close new accounts
  • Ensure delivery of financial and operational targets aligned to strategic targets
  • Ensure customer satisfaction for the global account
  • Liaise with and manage interaction with Global Account Managers for his/hers dedicated accounts within each OpCo and other virtual team members across all relevant functions
  • Manages strategic and operational related to his/her managed accounts with the Global Account Managers within each OpCo
  • Partner with bid management organization to build out detailed RFP responses and contract development
  • Develop and maintain strategic long-term relationships with the key account decision makers
  • Evaluates customer preferences, pricing, product terms and conditions to ensure that client requirements are met; gather and analyse data regarding competitor pricing and products and ensure that MTN products and services fit customer requirements
  • Provide input into data collection for reporting and forecasting
  • Adhere to MTN policies for compliance and sound governance
  • Work collaboratively to provide direction on the service relationship for nominated accounts e.g., interlocks with supporting departments to ensure accurate billing
  • Remain responsible for quality bid and proposal management, identifying and reporting on key risks and issues
  • Provide inputs to decisions on new product propositions and services for customers based on his understanding of the customer requirements and needs
  • Create reports on sales pipeline and expected RFPs from the account managed
  • Develop relationships to guarantee understanding and involvement in the connectivity RFPs issued by of his/her managed accounts in order to increase the chances of conversion for MTN
  • Interlock with supporting departments and stakeholders to ensure billing customer service centres are supporting the nominated accounts

Job Requirements (Education, Experience and Competencies)
Education:

  • Minimum 4-year Academic Degree (Sales & Marketing / Finance / IT)
  • Post graduate qualification (MBA/CA/Masters as advantage)
  • English, French and Arabic (as advantage)

Experience:

  • 15+ years sales experience in ICT industry focussed on the ISP/Telecommunications sector
  • Gold Certified Seller as per MTN Sales Academy Certification process – within 12 months in the role
  • Experience with Multinational Accounts and growing accounts into large revenue accounts
  • Experience in managing sub-ordinates and ability to elevate account management
  • Ability to manage virtual teams to optimize virtual collaboration and performance
  • Knowledge of sales performance reporting
  • Excellent communication skills across verbal, written, and presentation and experience of presenting to senior customers
  • Worked across diverse cultures and geographies advantageous
  • Experience in global/multinational enterprise, coupled with working in emerging markets
  • Proven track record of performance against sales targets
  • Fluency in French (desired)
  • Deep understanding of MTN products and solutions
  • Ability to share knowledge about the different solutions to address the demand with client and account team (without necessarily the need of pre-sales and specialist team)

Application Closing Date
Not Specified.

How to Apply
Interested and qualified candidates should:
Click here to apply online

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