Team Lead, Strategic Accounts at IpNX Nigeria Limited

 Job ID   13
Department   Network Services Divison
Location   Lagos
Sub-department: Sales, Network Divison
Position level: Supervisor
Location:  Majorly, Western Region
Geographic scope:  Majorly Lagos
Reports to:  Head, Network Services  Division
Direct Reports:  Account Managers
Critical relationships:Division Head, Billing team, Service & Support team, Account Management teams, Customer Care team and potential Clients’.

Overall job purpose:   The Team  Lead, Strategic Account is responsible  for protecting revenue,  securing new revenue within ipNX’s existing clients’ portfolio of as well as seeking/hunting  out new clients & businesses within the assigned Strategic account sub-portfolio. The role ensures an excellent client experience/service delivery satisfaction at all times and works in collaboration with the account teams to ensure smooth transition of accounts into the business.
 
Key Result Areas

• Achieve set revenue growth.
• Establishes productive, professional relationships with key personnel in assigned customer accounts
• Achieve revenue/sales targets by generating new business with existing and potential clients within the Strategic Account Portfolio.
• Good performance defined:  Agreed revenue targets are met within defined timeframes,
• Ensure contracts are put in place for customers.
• Take a solutions and consultative sell approach to ensure clients’ needs are accurately met.
• Create and implement a structured plan to achieve set targets.
• Good perfomance defined:  Structured plan created and followed through to achievement of targets.
• Develop and implement sales strategies.
• Good perfomance defined:  Call targets met
• Undertake cold calling, ensuring that the number of calls meets call targets as set by management.
• Schedule and attend client meetings, ensuring that number of meetings meets targets as set by management.
• Good perfomance defined:  Attendance at industry related meetings/events and/or seminars
• Grow product sales.
• Actively and successfully manage the sales process: lead generation; credentials pitch; asking questions; solution pitch; negotiation; close; handover to the account management team.
• Work with product managers to prepare proposals and detailed costings and prepare contract documents for review
• Good perfomance defined:  Sales Tracker is 100% up to date and accurate at all times.
• Good perfomance defined: Accurate and current knowledge of ipNX’s products and services.
• Develop new business relationships.
• Present effective and professional presentations on ipNX products and services.
• Manage and maintain a pipeline and ensure all sales administration is kept current at all times using Sales Tracker software.
• Develop, maintain and apply a high level knowledge of ipNX’s portfolio of products and services.
• Report on sales, activity and performance.
• Ensure activities comply with legal and ethical standards as well as ipNX policies.
• Actively monitor market trends through personal contact with clients and industry associated meetings/events and Seminars. Provide feedback to Head of Division.

Weighting: 70%

Delivers an outstanding client experience:

• Deliver an excellent client experience at all times, ensuring client needs are met or exceeded.
• Good perfomance defined:  All clients are transitioned smoothly to the relevant account team.
• Proactive and responsive to clients and prospective clients.
• Deliver an outstanding sales process and sales support to clients.
• Proactively develop and improve processes to service clients.
• Transition new clients smoothly and successfully to the account management team at all times.
• Determine an efficient communication procedure to alerting account management teams of issues that impact client delivery or service.
• Offer assistance and explanation when difficulties arise ensure complaints are followed up and that satisfactory solutions are obtained for both the customer and ipNX.
• Weighting: 15%
• Works in collaboration with the team, developing good working relationships
• Work closely with business development team, sharing knowledge, discussing ideas and helping the team to achieve targets.
• Good performance defined:
•  Fosters good teamwork. Strength of working relationship with the team. Works in a collaborative way with team.
• Increased understanding of clients and their requirements and what makes our service valuable
• Contributes to healthy competition within the business development team.
• Develop strong and effective working relationships with the account management teams.
• Effectively communicate client information and insights to team.
• Ensure successful communication/works with all areas of the business.
• Develop strong relationships with clients and fellow ipNX employees.
• Accurate transfer of information from the prospect/client to the account management team.
• Long term career path focus to account management team, ensuring close relationships with the team & provide platform for learning and growth
• Weighting: 10%
• Ensures compliance with ipNX values, policies, and standards, and ensures compliance will all local statutory requirements.
• Complies with all local legislative requirements.
• Good performance defined:  Understands and complies with all company requirements. Can be relied upon to act respectfully and ethically.
• Adheres to company policies and procedures and the corporate Code of Conduct.
• Ensures personal adherence to workplace health and safety requirements and either address or brings to management’s attention when others are in breach of these requirements.
• Acts in an ethical way when dealing with company assets and other people.

Weighting: 5%
Job Specification

• Education:B.SC Marketing / Sales / related disciplines
• Technical Skills: Experience in a b2b sales environment; consistent track record of success in achieving and succeeding sales targets; proven ability in targeting new business opportunities; a confident negotiator with proven ability to close the deal; a positive and determined approach to researching and analyzing new business opportunities.
• Industry experience:Knowledge of the market, competitor behavior and strategy.
• Management skills:Must demonstrate supervisory capabilities
• Personal qualities:Ability to generate ideas and solutions; self-motivated and results driven; excellent relationship management skills; team player; innovative; a genuine interest in news and current affairs; excellent organizational and time management skills; attention to detail and ability to work under pressure. Proactive determined business hunter.
• Technology skills:Good Microsoft office suite competence, CRM competence
• Language skills:Fluent English
• Communication skills: Exemplary communication skills – both face to face and over the telephone. Ability to communicate effectively at all levels of an organization.