Key Account Manager

at  Cipherwave

JOB PROFILE:

Job Title:
Key Account Manager
Division:
Sales
Subdivision:
None
Reports to:
Chief Sales & Marketing Officer

JOB SUMMARY:

Main purpose of position:
CipherWave is a South African Internet Service Provider (ISP) that provides growing businesses with a range of solutions to help them connect, communicate, and collaborate with their customers, employees, and suppliers We own and manage our own network infrastructure, which enables us to provide efficient, speedy service and support that our customers can count on 24/7
New business development and ensure that there is a relationship forged and maintained with every level that plays a role in the decision making at the customer sites within your allocated account base.

Responsibilities and duties:

• Ensure that a strategy and a daily tactical plan is in place to maximise cross-selling, upselling and retention opportunities so as to maintain a healthy sales pipeline, sales forecast and sales nett new closure of new business sales guided by your allocated new business sales target and allocated customer base
• Identify any possible threats, competitors and consultant influences that may cause the customer to consider any form of cancellation
• To consistently meet agreed nett of churn sales new business targets
• Weekly monitoring and reporting of contract renewal dates, overflow and analysis of industry trends in order to maintain extremely high customer service levels
• Utilise and incorporate competencies of the services of any of our “Sales Specialist” & “Product Managers” to ensure that we remain top of mind from a technology provider perspective
• Foster an atmosphere of self-study with regards to trends in the Telecommunications market so as to ensure that the company is viewed as a leader within our industry
• Ensure that daily face to face customer meetings is adhered to, followed by meetings minutes being compiled and shared with the customer post each meeting
• Ensure that you remain relevant within the operational, finance and support workflow process to support your customer via these touchpoints
• Attend all Sales and Relevant Internal meetings timeously
• Work attendance is to be in line with the company set out work timelines
• Must be able to develop and build a cross-sell matrix (white space report) against your account base as part of your account planning strategy and tactical approach
• Understand each customers business segmentation, industry and core line of business which will help in turn for you to be able to offer suitable advice and solutions to the customer
• Reporting via your sales forecast, sales pipeline and sales activity to be carried out and submitted to your reporting line on a weekly basis or whenever requested by your reporting line
• Must be able to work as part of the team and extended departments on special projects and initiatives
• Close positively on your agreed monthly sales targets as set out by your line manager
• Must have the ability to be able to compile well-structured meeting agenda when sending out internal and customer meeting invites
• Must be able to attend conferences and workshops when required
• Must be able to adhere to the company Vision, Mission, and values at all times in a responsible manner
• The above includes but is not limited to the required output

Desired skills & experience

• Knowledge of Telecommunications legislative changes
• Attention to detail
• Change management facilitation skills (not necessarily IT-specific)
• Effective time management skills

Minimum experience:

• Minimum of 3 years of Key Account Management experience required within the technology industry
• Minimum of 3 years’ experience and understanding of LAN services
• Minimum of 3 years’ experience in the ICT industry or Customer Service’s
• Must have experience managing more than 15-20 customers with multiple services
• Must have excellent written, verbal communication skills
• Must have experience working with teams

Minimum qualification:

• Grade 12

Additional requirements:
Must have own transportation and a valid driver’s license

• Ensure that a strategy and a daily tactical plan is in place to maximise cross-selling, upselling and retention opportunities so as to maintain a healthy sales pipeline, sales forecast and sales nett new closure of new business sales guided by your allocated new business sales target and allocated customer base
• Identify any possible threats, competitors and consultant influences that may cause the customer to consider any form of cancellation
• To consistently meet agreed nett of churn sales new business targets
• Weekly monitoring and reporting of contract renewal dates, overflow and analysis of industry trends in order to maintain extremely high customer service levels
• Utilise and incorporate competencies of the services of any of our “Sales Specialist” & “Product Managers” to ensure that we remain top of mind from a technology provider perspective
• Foster an atmosphere of self-study with regards to trends in the Telecommunications market so as to ensure that the company is viewed as a leader within our industry
• Ensure that daily face to face customer meetings is adhered to, followed by meetings minutes being compiled and shared with the customer post each meeting
• Ensure that you remain relevant within the operational, finance and support workflow process to support your customer via these touchpoints
• Attend all Sales and Relevant Internal meetings timeously
• Work attendance is to be in line with the company set out work timelines
• Must be able to develop and build a cross-sell matrix (white space report) against your account base as part of your account planning strategy and tactical approach
• Understand each customers business segmentation, industry and core line of business which will help in turn for you to be able to offer suitable advice and solutions to the customer
• Reporting via your sales forecast, sales pipeline and sales activity to be carried out and submitted to your reporting line on a weekly basis or whenever requested by your reporting line
• Must be able to work as part of the team and extended departments on special projects and initiatives
• Close positively on your agreed monthly sales targets as set out by your line manager
• Must have the ability to be able to compile well-structured meeting agenda when sending out internal and customer meeting invites
• Must be able to attend conferences and workshops when required
• Must be able to adhere to the company Vision, Mission, and values at all times in a responsible manner
• The above includes but is not limited to the required outpu