Job Description

Role Purpose
Implement the Enterprise Sales strategy and plan for growing revenues and sales order values for designated strategic and corporate accounts

• To safeguard and grow revenue from allocated Strategic and Corporate Accounts nationally through account planning and opportunity management and relationship building
• To meet annual targets for sales and revenues circa GHS 11m,
• Drive profitability margins and customer satisfaction

Key Accountabilities

• Provide account data to the Sales Manager for developing a sales plan and monitoring its implementation
• Leadership/membership of virtual account teams to meet targets for profitability and revenues
• Develop regional contact strategies and regional account development plans (ADP) for each of the allocated accounts
• Develop a pipeline of prospects which are systematically qualified, managing the decision-making process within allocated accounts to ensure sales prospects are closed
• Exercise thought leadership at Board level within the allocated accounts, demonstrating an understanding of the business strategies and communications dependencies of the customer; and presenting the compelling value proposition of Vodafone Enterprise Sales
• Identify sales training and development needs and manage skills enhancement for self and the virtual account team
• Ensure integrated channel management, supported by appropriate systems such as CRM; use knowledge management to increase the professionalism of account management
• Full integration of quality management processes within all sales activities for the allocated accounts, ensuring effective deployment on a day-to-day basis
• Use relevant metrics and measures to routinely monitor progress against targets and take appropriate action to ensure targets are met or exceeded
• Provide sales performance data to support management decision-making
• Ensure full compliance with telecommunications licence provisions, sector regulations and competition laws
• Maintain effective working relationships with internal and external suppliers and with account teams in Vodafone Ghana Head Office

Educational And Technical Requirements

• Business studies degree or equivalent
• 5 years’ experience of sales /account management in an enterprise solutions (preferably in Telecoms)
• Consultative-based selling skills
• Completed and certified in Vodafone Way of Selling (VWoS)
• Contribute to the Vodafone Ghana sales strategy and decision-making processes, providing relevant inputs
• Detailed understanding of the enterprise solutions needs of the regional corporate
• Ability to exercise “thought leadership” throughout Vodafone Ghana and customer organisations
• Self motivated and self starting, with the resilience to drive sales opportunities through to their final successful conclusion
• A solid commercial understanding of how Enterprise Sales products can be applied to create commercial value in customers’ businesses

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