REF: PAR/SM/DAR/217

JOB OPPORTUNITY

A MULTINATIONAL DEALING WITH TECHNOLOGY WITH BRANCH OFFICE IN DAR ES SALAAM / TANZANIA IS LOOKING FOR A SALES MANAGER
 

REPORTS TO: Commercial Regional Manager

ROLES & RESPONSIBILITIES

Account Management:
 
In accordance with the company’s commercial policies and strategy for Account Management, as defined by Commercial Regional Manager: 

  • Initiate, follow-up and lead all stages of the sales cycle from prospecting to closure of sales deals in order to meet or exceed the established sales targets, visiting/calling clients and performing product demos as required, liaising/coordinating the various company departments to ensure prospect support and satisfaction.
  • Build, develop and maintain structured relationships with account decision-makers in order to develop opportunities, retain, and expand business within the accounts, liaising/coordinating within the internal organization to ensure customer needs and requirements are met to a highest degree.
  • Build, develop and maintain relationships with the client to promote products, visiting/calling clients and performing product demos as required to maximize loyalty from the agents themselves.
  • Understand deep customer needs both at decision-makers level and channel this knowledge to Management and Product Management/ Marketing departments.
  • Liaise with Sales administration support, Product Management, Operations Management and Finance teams at critical phases during sales & account management process (especially negotiation and deal-closing phases) in order to ensure correct client activation and product and services delivery.
  • Manage new clients ensuring correct activation and customer profitability.
  • Assume full commercial responsibility for clients in portfolio.
  • Comply with objectives set by Commercial Regional Manager, achieving expected revenue, profitability, and satisfaction levels in portfolio.
  • Maintain a high level of current knowledge of the product portfolio and the benefits of specific products for each targeted customer segment as well as of other segment-relevant information (trends, strategy, competitors, pricing, etc.).

Internal Reporting & Knowledge Sharing 

  • Provide weekly planning and reporting on activities to Commercial Regional Manager using different tools.
  • Transmit relevant client, market and competitor information, as well as product functionality requirements to Regional Commercial Manager.

KEY METRICS

  • Acquisition
  • Development
  • Retention target (as percentage of total portfolio)
  • Profitability
  • Revenue Diversification targets
  • Migration targets

KNOWLEDGE, SKILLS & EXPERIENCE

Education: University Degree

Knowledge, Skills, experience:

  • Selling experience B2B in complex services / products of at least 4 – 5 years.
  • Language: English and local language fluent
  • IT knowledge functional level. Comfortable with IT jargon and on-line world
  • Solution selling (consultative selling)
  • Should have good relationship building skills and communication skills
  • Commercial skills with a systematic approach to sales
  • Business vision to understand client’s requirements.
  • PC skills

COMPETENCIES:
 


B - Beginning
M – Maturity
E – Excellent

 
INTERFACES

Commercial Management:

  • To obtain approval for commercial proposals, including on products and services offering, to customers
  • To obtain support in key customer negotiations

Product Management:

  • To ensure timely deployment of products and solutions for key clients when required.
  • To obtain a clear understanding of the product portfolio and the benefits of different products for each customer / prospect.
  • To ensure product related information and customer requirements are communicated for on-going improvement of products

Sales Support

  • To transmit client demands in order to formalize them in contracts.
  • To ensure the collection of product and service fees by part of the department.
  • To guarantee the resolution of all client implementation issues or questions that may arise.

Training/ Helpdesk

  • To transmit training needs and work with the training department
  • To communicate with Helpdesk to try and identify specific weaknesses in functional knowledge

IT Management

  • To coordinate with IT team to ensure the hardware and communications needs of the customer are met.

Finance & Admin 

  • To coordinate with finance team to ensure that customer invoices are being paid

This position will attract a competitive salary package.
 
Applicants are invited to submit their Resumes in sealed envelopes in person or via Post to the Africa Federation office, Dar-es-salaam and address to:
 
The Economic and Housing Development Board
C/O Africa Federation Secretariat Office
REF: PAR/SM/DAR/217
P.O Box 6710
Corner of Olympio Street/ Bibi Titi Mohammed Road
Dar-es-salaam, Tanzania.
 
Closing Date: 30th June 2015

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