As a Key Account Principle you will have a great aptitude for building and maintaining customer relationships. You will also possess excellent planning and leadership abilities to coordinate, advise and lead virtual Teams. You are skilled in developing strategic relationships. You enjoy building and implementing customer business plans.
The Key account team in Vodafone sit within the Enterprise Large Sales Team and look after Vodafone’s Largest National Corporate Customers. You will report into the Head of Key Accounts and will work alongside five other account principles and a team of sales specialists.
The next challenge for you:
As a Key Account Principle you will be expected to deliver on the following:
• Impact on the business
• Deliver and exceed against all targets
• Revenue, Hero Products, NPS, Contribution margin, Churn across product lines
• Drive Fixed, Mobile Solution’s and product penetration
• 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, Account Development Planning and Vodafone Product Academy
• Customers, supplier and third parties
• Act as a management consultant and discussion partner by the top level management in account base.
• Develop and implement a Buying Centre for each account with a Stakeholder Engagement Plan that develops relationships across and through each organisation right up to CEO level and that leverages key Vodafone stakeholders
• Increase customer satisfaction across our Top Accounts
• Leadership and teamwork
• Identify and understand all Corporate customer business requirements across all functions and use this to develop a successful sales strategy and plan that clearly demonstrates the value and partnership that Vodafone with its product and 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 relationship
What you need:
• Ability to build strong internal relationships with key stakeholders in support of the Sales Plan
• Sales Professional with 5 years’ plus experience in a strategic/key sales role in a highly competitive environment
• Proficient in Microsoft Word, Excel and PowerPoint
• Strong communication/influencing skills
• Previous experience in Winning Complex Sales Methodology
What else should you demonstrate:
• Business acumen and excellent problem solving ability, looks for ways to overcome blocks and implement solutions
• Third level qualification, in a Business related discipline is desirable
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