Corporate Business Solution Manager
Functional Responsibilities Achievement of the KPIs: new accounts’ acquisition, new accounts’ revenue, the number of acquired lines, active base, increase voice/non-voice revenue, customer satisfaction and service level, active subscriber base through retention and portfolio customers’ development, etc. New accounts’ acquisition • Establish relationships with new customers and secure contracts with new customers to achieve assigned sales targets • Drive the entire sales cycle from initial customer engagement to closed sales • Prospect for potential customers using various direct methods such as calling and face to face meetings, and indirect methods such as networking • Qualify prospects against company criteria for ideal customers and sales • Consult with prospect about business challenges and requirements, as well as the range of options and cost benefits of each • Maintain a high level of relevant domain knowledge in order to have meaningful conversations with prospects • Make presentations to senior managers and decision makers • Draft and deliver proposals • Work with technical staff and product specialists where required to address customer requirements Key Accounts retention • Key Account Portfolio management through achievement of set targets. • Regular visits to selected Key Accounts for the purpose of retention and prevention of the churn. • Searching and creating algorithm of retention and satisfaction for Key Accounts. • Increasing Key Accounts satisfaction of Company’s services and products. • Providing informational and service support to the Key Accounts. • Raising services and products usage and penetration within Key Accounts by providing targeted products, solutions and services. • Transferring Key Accounts requests and feedbacks to the related functions within Company. Key Accounts relationship development: • Playing an integral role in new business pitches and hold responsibility for the effective on-boarding of new clients. • Personal representation of Company for Key Accounts and control of service quality. • Building relationships, establishment of partnership and trustful collaboration with Key Accounts. • Introduce innovations and concepts to key decision makers within Key Account segments through relationship and stakeholder management. • Dealing with all aspects of campaigns for Key Accounts. • Organizing of Key Account connection: organizing and control of document flow and technical measures, informing necessary procedures of interaction with Company, providing full information on existing products and services of Company. • Act as the key interface between the customer and all relevant divisions. Cross-functional cooperation with other Company’s departments in order to implement and improve Key Account services. • Cooperation with Key Account Sales team members in order to achieve sales targets performance, short-term and long-term Company goals. Growing and developing existing clients: • Achieving revenue targets through up-sell & cross-sell • Developing and creating of special commercial offers in limits, indicated by the Company. • Delivering sales presentations to Key Account high-level executives. • Attending Key Account meetings. • Preparation of cost-efficient and profitable offers to Key Accounts according to negotiations to ensure retention. • Participation in price quotations/ tender procedures initiated by Key Account, to be performed with required analysis and actions. • Evaluate Key Account preferences, pricing, product terms and conditions to ensure that client requirements are met. • Forecasting performance within own responsibility on a monthly, quarterly basis. Analytics and reporting • Report on sales activity (daily, weekly) • Keep detailed notes on prospect and customer interactions (daily, weekly) • Provide forecasts on best case and most likely sales volumes over relevant time periods • Develop and maintain key account plans that identify opportunities for company to deliver value, strategic motivators, main stakeholders, buying processes and forecasted sales Collaboration • Work with delivery teams to proactively address problems • Cultivate strong relationships with third party and partner companies that may be required to deliver full solutions to customers • Work with marketing to plan and execute lead generation campaigns • Provide feedback to sales management on ways to decrease the sales cycle, enhance sales, and improve company brand and reputation • Provide feedback to company management on market trends, competitive threats, unmet needs, and opportunities to deliver greater value to customers by extending company offerings • Identify sales support requirements and work with marketing to develop improve sales tools lifecell Brand Promotion • Be a positive representative of the company and its brand in the marketplace • Conduct all sales activities with the highest degree of professionalism and integrity • Creation of positive Company’s image and increase of Company’s competitiveness Additional responsibilities • Full individual financial responsibility of received (accepted) goods, values and equipment • Compliance with existing procedures and Company policies
1. Education Level Higher Area Economics, Finance, IT, Communications 2. Working experience: More than 5 years in the field of sales 3. Other requirements Language skills English – fluent Ukrainian, Russian - fluent PC Skills Advanced user Driving license «B» Category 4. Specific knowledge/ experience areas • Consultative sales • Experience in delivering client-focused solutions based on customer needs • Excellent presentation and negotiations skills • Ability to communicate, present and influence credibly and effectively at all levels of the organization, including executive and C-level • Networking skills • A high level of self-motivation and self-discipline • Strong written and verbal communication skills • Ability to work independently with minimal supervision • Exceptional skills in resolving financial statistics with little supervision. • Experience in CRM and project management • Proven strong accounting management and relationship building skills.
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