Account Manager  at IpNX Nigeria Limited

Purpose of the Job
The Account Manager will maintain and grow the business and client base on an ongoing and project basis, will create and maintain relationships with existing and potential clients, develop strategic solutions and plans that best fit the business needs. Build and maintain productive business relationships with key decision-makers to understand the Customers’ strategic direction and identify opportunities.

Deliverables

• Expected Key Results Key Activities
• Maintain Strategic Leadership within Key Accounts
• Develop and maintain strategic long-term trusting relationships with high volume clients to accomplish organic growth and long-term company objectives.
• Develop and implement marketing strategies and ensure that coherent and consistent strategies are employed in all serving and/or maintenance transactions and relationships.

• Interact with key decision makers, Initiate and bring
• forward strategic engagement plans to retain and grow
• business within key accounts.
• Provide annual plan on how to increase share of wallet and
• win new business within each allocated account.
• Develop and implement effective account strategies
• including relationship mapping, management of
• opportunity pipeline and generation of service offerings.

Accounts Maintenance

• Maintain knowledge and awareness of competing products/services, discount and pricing structures, and overall strengths and weaknesses in order to determine how best to service and motivate key accounts to stay with the business.
• Maintain data and information relevant to key accounts for the purpose of conducting analyses that influence account- specific decision making.
• Maintain, deliver and present forecasting models, metrics, reports, analyses, and dashboards to drive key business decisions within the Account.
• Maintain good public relations with current and prospective customers within the Accounts.
• Ensure that profitable sales volume and strategicobjective targets are met for the assigned key accounts. Co-ordinate with relevant technical and service delivery
• teams to ensure excellent service delivery to the customer.

Effective Project Management

• Collaborate with the Customer Care and Resource
• Management teams to meet account performance objectives as well as the key accounts’ expectations through complimentary cross-functional efforts.
• Define project scope, estimate and writing proposals, work with stakeholder in the creation of project specifications and time plans.
• Identify and develop target list of vertical markets to develop.
• Understand business objectives, challenges and opportunities of target and vertical markets.
• Responsible for framework vision, structure, and management while providing accountability, and development strategy.
• Develop in collaboration with the marketing team, innovative and / or differentiating products and services for the Region.
• Prepare pricing documentation for the business’s products/services and secure appropriate approvals prior to sending commercial proposals to key accounts.

• Develop cross selling relationships within assigned accounts and develop value propositions for differentiating product offerings.
• Collate and manage robust Industry data for analytics.
• Provide Management with the necessary sales reports, budgets, sales plan, and market analysis for the sector.
• Co-ordinate with relevant technical and service delivery teams to ensure excellent service delivery to the customer.
• Drive business opportunities that will give the organization a larger share of the Customers’ wallets within the sector.
• Lead database analysis to predict product usage, potential market penetration and new opportunities.
• Ensure timely response to client-initiated Request for
• Proposal (RFP), Request for Information (RFI) and Request for Tender (RFT).
• Thorough Understanding of Customers’ needs
• Structure and support to account teams through management information, market insight, knowledge sharing and meeting preparation.
• Work with all internal departments to develop integrated solutions and expand the services the business provides to the end user.
• Maintain and develop prospective client and key strategic stakeholder network.
• Develop integrated marketing strategies and tactical plans to meet and exceed the business goals and objectives.
• Generate and drive insight for internal and client audiences around media, brands, consumers, and experiences (support from Marketing Team).
• Business Development Understand and Lead the client’s account planning cycle and ensure that the client’s needs and expectations are met by the business.
• Grow and develop existing framework accounts and provide market research, analyses and insights into latest industry trends.
• Provide strategic CSR thought leadership and expertise to expand business relationships.
• Influence cross-functional internal partners to create and execute effective research, analysis, and strategy.
• Represent the business at conferences, seminars, conventions, exhibitions.
• Accurate reporting of relevant internal and external market information that may impact on the business within accounts (e.g. competitor activity, account challenges, market opportunities etc.) and development of action plans to maximize opportunity or minimize negative impact.
• Drive and participate in meetings and offer valuable ideas contributing towards the growth of the business.
• Understand industry trends and competition/competitor’s analysis for decision making.
• Drive business engagements and initiate high level meetings within the specific accounts.

Relationship Management

• Research key customer wants and needs and suggest solutions that answer client’s needs and wants.
• Dedicate time to relationship affinity, exploring, understanding and determining customer needs and providing solutions to meet identified customer needs, utilizing various support functions within the organization.
• Provide useful feedback to management on the perception of customers about procedures, service delivery and quality of products and services.
• Conceive, organize, and implement various sales strategies designed to deepen existing relationships.
• Ensure financial strategies are kept current and appropriately aligned with client objectives.
• Handle all client’s inquiries effectively and resolve complaints appropriately for quality Customer service delivery and relationship management.
• Build and maintain productive business relationships with decision makers to understand the Customers’ strategic direction and identify opportunities.
• Oversee formal funnel / pipeline management and diligence on proactive and reactive opportunities.

Budget Achievement

• Coordinate, facilitate, and oversee the achievement of budget for specific accounts.
• Participate in the strategic account planning process in which specific financial targets, performance objectives, account management standards, and critical milestones over specific periods of time are decided upon.