Jobs at this level are responsible for maintaining and expanding relationships, driving sales operations forecasting demand, formulating short and long term strategies, developing partners, negotiating partnerships, driving quality audits and improving distribution effectiveness for major scale accounts. Also, they are responsible for leading the customer account(s) planning cycle and ensuring assigned customers’ needs and expectations are met by the company
Develop relationships with major accounts and major businesses in the Banking, Finance, Insurance, Energy, Construction, Industrials, Media, IT, Telecom, Health & Education and other verticals and act as a single point of contact for all provided services.
Negotiate client’s contract/services including but not limited to duration, commitments, discounts and opportunities closures to increase STC revenues and reduce costs.
Develop detailed account sales strategies and plans for all provided services) regarding respective managed accounts.
Identify opportunities and also liaise with Business Development to pursue new opportunities, lead and improve RFP responses.
Develop different businesses/services to drive revenue growth for the managed/key accounts.
Develop and update account plans based on client needs and requirements.
Provide input on sales plans and performance to Product Management, Marketing, Sales Planning and other related stakeholders to support in new products/services development.
Drive successful identification and capturing of customer requirements and follow up on customer orders to ensure delivery within requirements.
Drive major scale tender processes and establish appropriate contractual agreements by coordinating with Regulatory and Corporate Affairs Sector and Legal General Directorate work units.
Oversee delivery of solutions tailored to customer needs and ensuring client satisfaction with service provided.
Oversee and follows-up on logistical contract activities with the client.
Review documentation pertaining to major scale proposal development, ensuring inputs from all relevant personnel is taken into consideration, in order to maximize win rate.
Develop detailed short and long term plans by coordinating with relevant work units, based on current and future needs of STC’s products/services.
Support devices supply chain operations including order, procurement and delivery.
Monitor implementation and activation of services to customers during all products/services delivery stages.
Oversee resolution of any technical, operational or logistic issues with the customer that might arise during activation.
Monitor trouble tickets regarding customer issues and/or complaints and disputes, including billing related, and input them in the CRM.
Monitor orders in the service activation lifecycle and takes necessary action on any pending issues or potential delay in implementation in coordination with relevant stakeholders.
Artifact the services sales strategy in coordination with other account/key managers, influences new product/services development and ensures delivery of tailored solutions.
Support the delivery of necessary training to relevant own and partner sales staff.
Monitor work processes to identify potential areas of quality improvement and recommends them.
Monitor performance against key performance indicators, pre-empting issues and identifying corrective actions.
Bachelor’s degree in Business Administration/Sales/Marketing
Master’s degree in Business Administration/Sales/Marketing
Years of Experience
8 – 10 years of experience working in sales or managing large/key account roles at technology / telecommunication industry
Desired Skills & Knowledge
Advanced proficiency in business acumen
Advance understanding of customer segmentation and satisfaction
Advance command of sales/account management strategy development and implementation
Advance proficiency in STC’s products/services
Advance proficiency in sales planning and process