Jobs at this level are responsible for maintaining and expanding relationships, forecasting sales operations demand, formulating short and long term strategies, developing partners, negotiating partnerships, managing quality audits and improving distribution effectiveness for large 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 and manage relationships with accounts and large 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, duration, commitments, discounts and opportunities closures to increase STC revenues and reduce costs.
Develop and manage detailed account sales strategies and plans for all services regarding their managed accounts.
Manage different businesses/services to drive revenue growth for the managed/key accounts.
Update and manage 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 and supports new product/service development.
Identify opportunities and also liaise with Business Development to pursue new opportunities, lead and improve RFP responses.
Manage successful identification and capturing of customer requirements and follow up on customer orders to ensure delivery within requirements.
Manage large scale tender processes and establishes appropriate contractual agreements by coordinating with Regulatory and Corporate Affairs Sector and Legal General Directorate work units.
Ensure delivery of solutions tailored to customer needs and ensuring customer satisfaction with services.
Follow-up and ensure logistical contract activities with the client.
Review documentation pertaining to large scale proposal development, ensuring inputs from all relevant personnel is taken into consideration, in order to maximize win rate.
Manage developed short and long term strategic plans by coordinating with relevant work units, based on current and future needs of STC’s products/services.
Handle devices supply chain operations including order, procurement and delivery.
Manage the implementation and activation of services to customers during all products/services delivery stages.
Resolve any technical, operational or logistic issues with the customer that might arise during activation.
Manage trouble tickets regarding customer issues and/or complaints and disputes, including billing related, and input them in the CRM.
Manage orders in the service activation lifecycle and warns the sales manager of any pending issues or potential delay in implementation.
Enhance sales strategy services in coordination with other account managers, influences new product/services development and ensures delivery of tailored solutions.
Deliver necessary training to relevant own and partner sales staff.
Review work processes to identify potential areas of quality improvement and recommends them.
Manage and ensure 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
6 - 8 years of experience working in sales or managing large/key account role 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
Advance proficiency in recognizing needs and targeting customers