Orange Kenya Head of Corporate Sector Job Vacancy

Sep 20, 2016

Orange Kenya

Position: Head of Corporate Sector
Reporting to: Managing Director – Enterprise Division
Range: R1L
Department: Enterprise Division

Role Purpose: This is a senior management position responsible for providing strategic leadership to a team that contributes in growing and retaining revenues in a B2B environment. 

The holder will provide transformative leadership, develop value propositions and maintain strong customer relationships in a multi-stakeholder environment. 

It is responsible for the overall direction of the Corporate Sales Department with the aim of keeping and growing revenue from key enterprise customers.

It is charged with designing and executing growth-oriented sales penetration and customer relationship strategies across multiple vertical markets through a segment and sector approach.

Key Duties and Responsibilities:
  • Provide strong leadership to a team of highly skilled Sector Managers and Key Account Managers in order to generate long term mutual beneficial value towards the customer and the organization.
  • Define a sales and customer relationship management strategy geared towards growth for the existing portfolio of customer.
  • Develop and implement long-range sales and retention operational plans, objectives, tactics and pull-through programs to maximize results and manage all aspects of sales and retention.
  • Evaluate and implement appropriate sales and retention initiatives to increase the company’s overall sales and retention volume, recommending enhancements to improve win ratios and revenue growth.
  • Ensure that the team is managing contract renewals and proposal responses to RFPs & RFQs. Develop and deliver unsolicited renewal proposals with clearly articulated value propositions to the customers.
  • Oversee that billed revenues translate to cash through accounts reconciliation, settlement, accelerating dispute resolution.
  • Periodically define and improve the key accounts list and key account assignment to the Sales Teams.
  • Ensure that the team is able to meet and exceed new sales, retention, collections, and customer engagement objectives.
  • Update the Management on the direction of all sectors and the impact of company policies on the relationship within different accounts or verticals or segments involved.
  • Ensure the right training and development is availed to the entire team.
  • Ensure the right processes and tools are availed to the team so as to improve efficiency and effectiveness.
  • Internal Stakeholder Coordination: Manage and work with other teams to provide overall sales & retention strategy.
  • Be the principal sales and retention expert with a view to reviewing, developing and implementing enterprise business best practice and TKL enterprise business competitive advantage.
Academic / Professional Qualifications
  • Degree in Business, Finance, ICT or other relevant field.
  • 5 + years senior leadership experience in high dollar value consultative selling and relationship management preferably within major accounts
  • Knowledge of the Telco industry and good understanding of Enterprise business
Key Competencies:
  • Excellent leadership and stakeholder management skills.
  • High end sales generation, closing, and customer retention ability.
  • Excellent communication, presentation & business reporting skills
  • Strong product understanding, P&L understanding and contract negotiation skills.
  • Strong organizational & planning skills
  • Excellent problem solving & team management skills
  • Strong financial skills by understanding the costs to serve and its impact on the Profit & Loss (P&L).
This position is open to Kenyan citizens only. 

If you fit the required profile, please apply highlighting how your qualifications, experience and career aspirations match the requirements for this position. 

Application should be sent by latest 4th October 2016. Please provide an updated Curriculum Vitae (CV) including details of your current telephone contacts and names of three referees. 

Apply through and quote the job title in the subject field. 

Only shortlisted candidates will be contacted.


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