Head of B2G & Special Accounts Development

WATANIYA TELECOM ALGERIE - OOREDOO -

Missions

Strategic Analysis of Customer Needs:

Anticipate the needs of public clients and special accounts.

Carry out a sector watch (public contracts, calls for tenders, budgets).

Analyze customers' purchase histories and future projects.

Identify key opportunities and interlocutors (public buyers, CFOs, etc.).

Development of the Trade Action Plan:

Build and execute a business plan to achieve goals.

Define quarterly/annual KPIs (turnover, conversion rate).

Prioritise actions (prospecting, loyalty, cross-selling).

Adjust the plan based on results and feedback from the field.

Commercial Animation & Participation in Events:

Represent the company at customer events.

Organize/participate in trade shows, open days.

Prepare presentation materials (technical files, brochures).

Ensure post-event follow-up (lead follow-up, reporting).

Customer Portfolio Monitoring and Optimization:

Manage the performance of the B2G portfolio.

Update the CRM (follow-up of contracts, key dates, scopes).

Develop dashboards (retention rate, turnover per customer).

Propose recovery plans for at-risk accounts.

Responding to Calls for Tenders & Negotiation

Convert opportunities into contracts.

Monitor platforms (BOAMP, TED, marchés-publics.gouv.fr).

Write response files (specifications, financial offers).

Negotiate contractual terms (deadlines, prices, legal clauses).

Customer Inventory Management:

Ensure product availability for B2G customers.

Coordinate with logistics to align inventory and customer demands.

Anticipate shortages (consignment orders, safety stocks).

Inform customers of supply deadlines and constraints.

Administration and Reconciliation of Files:

Ensure administrative fluidity with the back office.

Transmit purchase orders, contracts and invoices to the relevant department.

Check the concordance of files (deliveries, payments).

Handle discrepancies with the accounting/billing teams.

Claims & Disputes Management:

Resolve sensitive situations within a tight deadline.

Serve as an escalation point for customer complaints (delays, defects).

Collaborate with the legal/quality department for complex disputes.

Capitalize on customer feedback to improve processes.

Development of Influence Network:

Expand a network of strategic contacts.

Participate in public buyers' clubs or sectoral associations.

Maintain relationships with prescribers (consulting firm, ministries).

Report market insights to internal teams (marketing, R&D).

Profile

Minimum of 3 years in direct sales.

Master work processes and tools (Office automation, CRM).

BAC + 2 Commercial/ Finances.