The role involves the management and development of our strategic top tier Public Sector customer segments. You will be responsible for the building and implementation of vertical segment business and strategic account development planning, from generation to closure and management of all opportunities for ICT services.
Impact on the business.
Deliver and exceed against all targets .
Revenue, NPS, Contribution margin, Churn across product lines
Drive ICT Solution Sales
Manage vertical P&L and Budgeting
Manage contract renewals
Drive core and new business revenues
Cover buying centre and drive CXO to CXO Engagement
Carry out regular Sales & Service reviews
Qualify in the Vodafone Way of Selling
Customers, supplier and third parties
Act as a management consultant and discussion partner by the top level management of a strategic vertical account base.
Develop account plans per customer and at an overall vertical level also implement a Buying Centre with a Stakeholder Engagement Plan that develop relationships across and through each organisation right up to CEO level and that leverages key Vodafone stakeholders
Increase customer satisfaction across the top vertical accounts.
Leadership and teamwork
Identify and understand all Public Sector customer business requirements across all functions and use this to develops a successful sales strategy and plan that clearly demonstrates the value and partnership that Vodafone with its ICT solution set can bring to the customer
For each major business opportunity create an internal cross functional team/virtual account management team to engage with all customer stakeholders to deliver the Sales Strategy
Innovation and change
Be a driving force in the process of developing new product functionalities to address future customer needs.
Knowledge and experience
A strong B2B sales experience and ability to extend our reach into the organisation and deliver solutions that deliver value to the customer
Experienced at developing multi-faceted relationships that enable a deep understanding of the issues and needs of our customer and how Vodafone can assist them
Communication
Act as a strong customer advocate within enterprise to ensure that all internal stakeholders understand the key challenges in the marketplace
Identify and understand the decision making process within each account to ensure our engagement strategy identifies and builds relationships with all key decision makers and influencers.
Engage through all levels and functions to develop key account relationships.
The successful person will ideally have some or all of the following Skills & Attributes:
Essential
Ability to build strong internal relationships with key stakeholders in support of the Sales Plan
Sales Professional with at least 5 years’ experience in a strategic/key sales role in a highly competitive environment
Proficient in Microsoft Word, Excel and PowerPoint
Strong communication/influencing skills
Desired
Third level qualification, in a Business related discipline
Business acumen and excellent problem solving ability, looks for ways to overcome blocks and implement solutions
The Vodafone Behaviours are key to everyone’s success:
Customer Obsessed - We are passionate about exceeding customer expectations
Work relentlessly to really understand the customer
Look at decisions through the customer’s eyes
Take personal accountability for the customer experience
Innovation Hungry - We create and deliver new products, services and ways of working that delight our customers
Take risks and push what is possible
Look for improvement all the time
Do things in better ways
Ambitious & Competitive - We bring energy and passion to our work and always aim to beat the competition
Deliver best in class
Review our own performance and then improve it
Be lean and cost effective every time
One Company, Local Roots – We work across Vodafone to achieve the best outcome for customers, employees and shareholders
Value our differences and act inclusively
Make the best decision for Vodafone, not just for one part of the business
Communicate and use best practice
Speed - We drive speed to market. We relentlessly prioritise and pursue the outcomes that matter to our business
Make RAPID business decisions
Deliver with urgency
Analyse fast, execute faster
Simplicity – We make things simple for our customers, partners and colleagues
Focus effort and stop ineffective activity
Communicate in a way that is easy to understand
Challenge complexity and provide simpler solutions
Trust - We are reliable and transparent to deal with. We deliver for others and trust others to do likewise
Do what you say you will do
Trust others to deliver
Support decisions once made, regardless of personal view
Now submit your application online and subscribe to email or follow us on twitter to get similar jobs in the future.
Posts
