Senior Key Account Manager - TELECOMS EXPERIENCE

The Focus Group; Cape Town; On-site; ZAR 600,000 - 900,000; Full time

Job summary

The Focus Group in Cape Town is seeking an experienced telecoms managed services sales professional to maximise revenue by building long‑term relationships with key customers and executing effective sales strategies that position the company as the data centre partner of choice.

You will hunt new clients, nurture existing accounts, manage end‑to‑end sales processes from lead to closure, and collaborate across departments to ensure service delivery, billing and growth.

Qualifications

• Diploma is essential and relevant to the role.
• Minimum of 5 years sales experience with a proven track record.
• Proficient in MS Office and enterprise business concepts.
• Solid data centre services knowledge and solution selling ability.

Responsibilities

• Generate leads and build a pipeline for the target market.
• Develop account plans for new customers and nurture existing ones.
• Engage in hunting and farming to secure new business opportunities.
• Manage end-to-end sales processes from lead to closure.
• Coordinate with delivery, billing and marketing to ensure client satisfaction.

Skills

Negotiation

Communication

Project management

Presentation skills

Proposal writing

Business acumen

Planning and organising

Multitasking

Education

Diploma

Tools

MS Office

Job description

DO YOU HAVE EXPERIENCE SELLING TELECOMS MANAGED SERVICES

Main Purpose

To maximize revenue opportunities through establishing, developing and maintaining long-term relationships with key customers as well as defining and executing sales strategies that focus on increased sales and profitability. To effectively position COMPANY to be the Data Centre partner of choice in the market by cultivating relationships, identifying opportunities and consultatively selling company services and solutions that meets the client’s requirements. Achieving and exceeding sales targets for assigned portfolio per segment. 1.Key

Performance Areas

Managing Pipeline and Achieving Sales

• Generate leads and develop a pipeline for the target market segment
• Arrange presentations, visits, and workshops to develop solutions
• Convert leads to opportunities, and drive to closure to achieve sales
• Provide pre-sales and after-sales assistance in bid / tender processes
• Support the end-to-end process of selling, delivering, billing services

Securing New Customers (Hunting)

• Keep abreast of market changes and have a broad understanding of the Data Centre business, services and technologies
• Have a good understanding of the target segment and requirements
• Gain an in‑depth understanding of the target customers’ businesses
• Identify and establish relationships with new customers in the segment
• Develop account plans for new customers within the context of the customers’ business objectives and segment strategy

Nurturing Existing Customers (Farming)

• Identify key role players within customers and maintain a personal professional network with relevant decision makers
• Maintain an in‑depth understanding of the customers’ businesses, and conduct regular meetings / workshops with customers
• Develop and maintain account plans within the context of the customers’ business objectives and segment strategy
• Understand the customers’ requirements and implement customer business growth strategies together with other departments
• Be the primary contact, taking full accountability for account health

Managing Customer Relationships

• Manage customer relationships with existing and new customers, building trust and credibility working with other departments
• Initiate and manage customer escalations within the business, and assist with account queries, billing corrections or credit notes
• Conduct business professionally and ethically by adhering to all company policies, procedures and business ethics codes
• Develop customer relationships by initiating social events or team building events with customers, with support from marketing
• Keep accurate records of discussions and correspondence with customers, and share with relevant departments where required

Key Decisions:

• Decides on customer call cycle
• Decides on customer account plan
• Decides on appropriate proposals for respective customers

Accountable for:

• Accountable for customer relationships with allocated and new customers
• Accountable for generating leads and developing a pipeline for assigned sales segment/s
• Accountable for tracking and recording sales activities on assigned or new accounts
• Accountable for customer engagement on assigned accounts
• Accountable for achieving of assigned sales targets

Qualifications

Relevant Diploma - Essential

Experience

• 5 years knowledge and proven track record in Sales - Essential

Knowledge Areas

• Proficient in MS Office - Essential
• General understanding of enterprise business - Essential
• Technical and product knowledge of Data Centres - Essential

Skills

• Negotiation skills
• Verbal and written communication skills
• Project management skills
• Proficient in MS Office
• Presentation skills
• Proposal writing skills
• Business acumen
• Planning and organising skills
• Multitasking