Airtel Nigeria (Airtel Networks Limited), a leading mobile telecommunication services provider in Nigeria and a member of Airtel Africa Group, is committed to providing innovative, exciting, affordable and quality mobile services to Nigerians, giving them the freedom to communicate, rise above their daily challenges and drive economic and social development. The company made history on August 5, 2001 by becoming the first telecoms operator to launch commercial GSM services in Nigeria and has scored a series of many “firsts” in the highly competitive Nigerian telecommunications market including the first to introduce toll-free 24-hour customer care; first to launch service in all the six geo-political zones in the country; first to introduce affordable recharge denominations; first to introduce monthly free SMS and first to introduce monthly airtime bonus.
A truly innovative company, Airtel has showed resilience, charting new paths in meeting the demands and needs of its esteemed stakeholders and enhancing distribution as well as providing affordable services to empower more Nigerians.
In Nigeria, Airtel is working tirelessly to live up to an ambitious vision of being the most loved brand in the daily lives of Nigerians as it offers a superior brand experience and a portfolio of innovative products & services ranging from exciting voice solutions to inventive data packages and mobile broadband.
Senior Manager: Public Sector Accounts (Entreprise)
Location: Lagos
Job Purpose
To develop strategies that drives the sales of enterprise products for prospective and existing Public Sector accounts such as Educational institutions, healthcare providers, NGO’s, Religious Bodies, Government etc. with added focus on increasing Airtel’s market share within the Public Sector.
To develop, plan, manage and implement all activities required to successfully achieve the Regional Public sector sales target.
These strategies are to identify and drive strategic market opportunities by developing and growing Public Sector revenue opportunities from enterprise accounts within the nation for prospective and existing accounts.
Key Accountabilities
- Effective development of Public Sector Sales strategy
- Design and drive the implementation of acquisition & retention strategies for prospective and existing Public Sector Accounts
- Liaise with the Regional enterprise sales teams in driving sales initiatives targeted at enhancing profitability.
- Work with marketing teams to develop appropriate sales collaterals for enterprise products
- Recruitment of strategic public sector brokers to facilitate accounts acquisition.
Performance Management
- Provide strategic support to enhance the delivery on Public sector sales targets.
- Develop procedures for setting and communicating sales targets and monitoring performance.
- Deploy relevant metrics to routinely monitor progress against targets and recommend appropriate remedial actions to ensure targets are met or exceeded
- Provide sales performance data to support management decision making
Cross Functional Engagement and Support
- Act as the Single Point of Contact for all Enterprise Sales related engagement across stakeholder departments in head office.
- Provide support to the Regions on the sale of complex to large enterprise organizations by developing counterpart relationships with these organizations.
Customer Relationship Management
- Establishes appropriate relationships with Public Sector accounts.
- Develop and maintain excellent relationships with key customers in organization and prepare various vertical market strategies to enhance growth.
- Key company liaison responsible for developing strong one-to-one long term relationships with key decision makers/ influencers.
- Identify key brokers that will help strengthen the relationship and accounts acquisition.
Delivery of Financial Targets
- Ensures delivery of all Public Sector financial targets including revenue, connections and data, market share and net margin contribution.
- Work with customer fulfilment and delivery areas to ensure that all strategies are aligned and delivered to customers
Market and Customer insight
- Leverage market research to get insights into consumer behaviour and preferences and drive future programs and promotions.
- Participate in various industry events and conferences and assist to implement all projects effectively and enhance growth in sales
Effective Competitor analysis and Intelligence
- Effectively liaise with Marketing in analyzing competitor’s activities as well as relevant market development and proposing pre-emptive counter measures
Major Challenges
- Driving exponential business growth and sales transformation programs within the Public Sector.
- Limited IT capabilities of data management and segmentation of this segment
- Creating visibility of Airtel products and services
- Effective delivery and timely communication of all schemes and product launches to existing and potential Public Sector accounts
- Identifying key brokers in critical sub sectors
Key Decisions
- Responding to market dynamics and recommending measures to increase sales and revenue.
- Identify key business issues and balance conflicting interests
Key Contacts
- C-Level Management (internal and external)
Job Requirements
Required Experience: 7-10 year(s)
Desired Courses: Not Specified
Educational Qualifications
- 5 – 8 years IT enterprise sales experience to Public Sector clients and agencies.
- 5 years’ experience in effectively leading a cross functional team of technical, services and partner personnel in complex enterprise sales.
- Government contracting and channel partner experience
- an MBA would be desirable
Functional / Technical Skills
- Product Management, Business Analysis and Planning, Product Development, Strategic Sales Management, Channel management, Key account management, Presentation, Business Case Development.
- Proven sales hunter who can open doors, gain access and network into new opportunities.
- Ability to use market research gap analysis to develop profitable products and services.
- Ability to translate customer’s objectives and strategy into relevant Airtel propositions
- Knowledge of the Public Sector, Regulatory and ICT markets
- Ability to exercise “thought leadership” throughout Airtel and customer organizations.
- Ability to lead and manage a virtual Sales and product management team, motivating others to achieve targets.
- Analytical thinker who can plan/execute action to exploit business opportunities.
- Ability to present compelling business cases for investment in in-life products and services development.
Relevant Experience
- 8+ years of varied experience in Sales & Marketing with at least 4 years at middle management level handling independent businesses.
- An in-depth knowledge of enterprise systems is highly desirable
- Relevant experience in Telecom industry is desirable
Personal Characteristic & Behaviour
- Communication Skills
- Global team leadership and management skills
- Business and Financial acumen
- Relationship management skills
- Strategic vision and planning capabilities
- Problem-solving capabilities
- Cultural empathy
- Selling skills
- Innovative
- High drive for results
- Good presentation skills
- Strong decision making skills
- savvy in dealing with public sector leaders
- ability to diplomatically influence cross functional team
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