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Channel Account Manager at Vodafone

The Channel and Wholesale account manager focuses at building partnerships and selling via channel and wholesale partners, sell additional products and services through these mediums to maximize revenue for the business, minimise churn and adhere to sales processes including the use of approved applications (SAGE, and Share point).

Responsibilities

The channel & wholesale account Manager will be responsible for the day to day management of channels and wholesale sector as well as:

  • Identify VCS sales prospect
  • Responsible for Sales/Sales Management for both new business development and management and growth of business in existing clients.
  • Works with global and regional third parties & partners to identify & qualify new opportunities
  • Work with relevant VCS/VGE Global Account Manager (GAM) to agree sales strategy and responsibilities within each account.
  • Work together with VCS/VGE GAMs & NAMs to develop action plans to ensure account strategies are executed upon
  • Work with relevant VCS/VGE Global Account Manager (GAM) to agree sales strategy and responsibilities within each account.
  • Work together with VCS/VGE GAMs & NAMs to develop action plans to ensure account strategies are executed upon
  • Develop relationships with customers for future development.
  • Identify ways to increase revenue share within existing accounts.
  • Responsible for all client communication, conflict resolution and compliance on deliverables.
  • Ensures that proper procedures are followed to meet quality standards and maintain account profitability.
  • Monitor account performance and ensure that the set targets are met.
  • Prepare necessary reports and maintain such reports in Sage database and SharePoint
  • Approves invoices and is responsible for account collections.
  • Provides two way communications between client and VBA Team.
  • Maintain strength of the VBA image and quality in front of the customer.
  • Lead planning and development of customer sales strategies to develop accounts in very close cooperation with the Line Manager where applicable.
  • Develop relevant High Level Value Propositions.
  • Understand customer preferences, pricing, product, terms and conditions to ensure that their requirements are met; gather and analyse data regarding competitor pricing and products and ensure that Vodacom products and services fit customer requirements.
  • Provide timely and accurate forecasting.

     

Responsible for Ensuring the SAGE and Sales Database is always up-to-date.

Knowledge

 

  • Work together with GAMs & NAMs to ensure Global account strategies are understood and actioned Pan-Africa for all assigned accounts.
  • Operate with the highest levels of communication skills, converse professionally and with empathy with an emphasis on owning and solving customer issues whilst building excellent rapport to ensure the customer experience is maximized.
  • Timely Updates of all relevant systems for managing opportunities and contracted services
  • Have an understanding of WCS and C-level selling
  • Demonstrate experience of working at multi-national C level and leverage strong financial tools such as ROI as part of the global sales engagement process.
  • Maintain expertise of internal procedures and systems (Sage, SharePoint, SAP, SFDC) for resigns and acquisitions and managing the progress of quotes through VBA/VCS/VGE commercial processes to contract production
  • To have the ability to manage own time to ensure market and product knowledge is up to date
  • Ensure sales and churn targets are achieved every month.
  • Work within given policies and processes of the VBA/VCS team.
  • Monitor account performance and ensure that the set targets are met
  • Prepare necessary reports and maintain such reports in VBA’s database

     

Skills

  • Building an effective partner channels network and selling through the network
  • Objection handling, negotiating and deal Closing
  • Build relationships and maintain networks
  • Analytical and usage of Microsoft applications

     

Experience

  • A university degree in B.Com/Business, marketing, computer Science, IT Degree or equivalent qualification.
  • A minimum of 3 years relevant working experience in account management especially channel sales is essential
  • Experience in solution sales and relationship management or enterprise solution selling within a telecom company.
  • A good understanding of converged and networking technologies and services.
  • Proven successful account acquisition and development in a telecom environment- desirable
  • Demonstrated success in networking and relationship management skills.
  • Deep knowledge of mobile enterprise and fixed enterprise business in sales, business development, operations, technical sales

     

Attitude

  • Ability to effortlessly communicate anywhere and with anyone
  • Healthy level of self confidence
  • The right sales outlook
  • High level of self-motivation and self-accountability

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