Account Manager (B2B)

Digicel

About Digicel

Enabling customers to live, work, play and flourish in a connected world, Digicel’s world class LTE and fibre networks deliver state-of-the-art mobile, home and business solutions.

Serving 10 million consumer and business customers in 25 markets in the Caribbean and Central America, its investments of over US$5 billion and a commitment to its communities through its Digicel Foundations in Haiti, Jamaica and Trinidad & Tobago have contributed to positive outcomes for over 2 million people to date.

With the Better Connected ethos at the heart of everything, its 5,000 employees worldwide work together to make that a powerful reality for customers, communities and countries day in, day out.

Digicel also delivers news, sports broadcasting, digital media and financial services in several of its markets

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Job Title :

Account Manager (B2B)

Primary objective of the job :

The B2B Account Manager will work within the Digicel Business B2B Team to grow the business and meet specified sales targets focusing on the Government & Corporate space.

The successful candidate will be accountable for the fulfilment of sales revenue targets and market shares in the ICT and Corporate Mobile sectors. As a key member of the team, your role is to execute sales strategies, explore business opportunity and maximize all sales prospect. You will also establish and maintain excellent relationship with potential and existing customers as well as to provide world-class customer service to strengthen customer loyalty, partnership and market penetration.

The incumbent will need to demonstrate a track record of achievement in previous sales roles and a hunger for achievement. The position will involve all aspects from pre and post ICT and corporate mobile Sales including prospecting, presenting, designing solutions, signing up customer contracts, as well as post-sales account support.

The B2B Account Manager will be a confident and driven, self-starter who acts as a team player in all interactions; provides a high level of customer service at all times, projects and maintains a positive image with those contacted in the course of their work & develops and maintains collaborative and respectful working relationships with team members and customers.

Main Duties and Responsibilities :

• Achieve specific sales revenue targets as stipulated by the Sales and Commission Policy.
• Keeping accurate sales forecasting and reporting records driven by Salesforce.
• Compete and win back business from competitors into current accounts and develop future business growth, ensuring that targets are exceeded each month.
• Contribute fully to the future growth of the business area via innovative sales methods and business drivers.
• Ensure effective coverage of all identified accounts and spends the majority of sales time in face to face activities with key decision makers and influencers within the defined customer base.
• Promote the Digicel Business ‘brand’ by exceeding customer expectations and ensuring high levels of customer satisfaction in the sales experience; maximizing solution sales and customer retention.
• Ensure all forecasting and pipeline management is accurate and reflects the reality of the opportunities open within your pipeline.
• Understand the customers’ key business drivers and strategic requirements and align our ICT solutions and offerings to provide maximum value to the client supporting their business growth.
• Develop, maintain and update appropriate account details on Salesforce and Account Development plans to maximise share of wallet to Digicel.
• Ensure you liaise and collaborate with the pre-sales technical team to ensure that the solutions developed meet and exceed your customers’ expectations
• Ensure all customer contact information is gathered and accurately inputted into customer database.
• Provide competitor feedback and industry insight to Sales and Marketing management.
• Maintain and improve knowledge on all new and existing products and services and on competitors’ offerings.
• Develop each sales opportunity to its maximum potential, ensuring we are focused on selling the full solution which removes future competitive activity to Flow Business ICT or core product offering.
• Cross and up sell all Digicel Business products and services wherever possible
• Create new revenue and profit streams by selling existing products to new customers and new products to existing customers.
• Ensure your product knowledge on both existing and planned new products is to the required standards to support your customers both directly and through other sales team functions.
• Cover and maintain Sales revenues into all accounts in absence of other teams members.
• Undertake action plans for customers / propositions in line with sales / marketing strategies.
• Maintain regular and focused contact with members of the virtual team including business development, Pre-Sales, Sales Operations and Customer Support teams.
• Manage & control own WIP pipeline, to minimize the time between order and completion of work.
• Ensure all sales are closed and billed on time.
• Conduct ongoing needs analysis of the customers’ current and future ICT requirements to establish selling opportunities. This will include identification of potential new technology introductions.
• Document all customer visit details by completing the relevant forms and activity logs in Salesforce.
• Complete any other duties as required by the Director of Operations and Digicel Business commensurate with the role.
• Participate in company events as assigned including trade shows and other events.
• Perform any other duties related to the job as assigned by the Corporate Sales (HOD).

Academic Qualifications and Experience Required :

Functional Skills :

DISCLAIMER :

This job description indicates the general nature and level of work expected of the incumbent. It is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities required of the incumbent. Incumbent may, and probably will be asked to perform other duties as required. Each employee, regardless of classification, is required to maintain a safe, orderly and clean workplace, using safety precautions and observing safety rules at all times.

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