Job Title: Senior Manager, Senior Global Account Management (GAM)
Location: Lagos, Nigeria
Mission/ Core Purpose of the Job
- The Senior Global Account Manager is the highest level of seller in the GAM community, the role will manage a group of selected global premium MNC accounts (1 to 6 accounts) with a prime focus on increasing share of wallet across our footprint and beyond. Directly, the Senior GAM will lead 1 or more Sellers to deliver exceptional service and growth for these premium accounts, to minimise churn, whilst accelerating penetration in the accounts especially in the ICT field, to support the MNC strategy for revenue growth, whilst achieving world class customer satisfaction globally.
- The role will achieve this through the indirect leadership of the Local account managers, Global Solutions and Manager, Global Service Manager and commercial, innovation and service teams at regional and local level, integrating a cross functional and geographical virtual team.
- The Senior Global Account Manager will work with a diverse team (including but not limited to Sales, Pre-Sales/Solution Architects, Service Managers) to maintain and grow account base and ensure service delivery and customer satisfaction
Context (Global influences, environmental / industry demands, organisational mission etc.):
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- MTN is entering a new phase, under new leadership in its lifecycle where operational and commercial excellence has become critical for success.
- The urgency for change has become more heightened amidst increased competitive intensity across all markets in which MTN operates.
- The Senior Manager : Senior GAM must therefore ensure the successful delivery in context of:
- MTN positioning as the best connectivity provider in Africa
- MTN decision to centralise the management and solution creation of Global MNC accounts
- Rapidly changing ICT environment
- The geographic complexity of MTN’s foot print across Africa
- Management of executive and local shareholder expectations across all 21 OpCos
- Achievement of top quartile operating efficiency and effectiveness through scale and common processes
- Driving growth through business intelligence and standardization to maximize business impact
- Management of customer and supplier expectations
- Enhance MTN position as a leading network and system provider
- Constant dynamics and local challenges in the economic, regulatory and legal environments
Job Requirements (Education, Experience and Competencies)
Education:
- Minimum 4-year Academic Degree (Sales & Marketing / Finance / IT)
- Post graduate qualification (MBA/CA/Masters as advantage)
- English, French and Arabic (as advantage)
Experience:
- 15+ years sales experience in ICT industry focussed on the ISP/Telecommunications sector
- Gold Certified Seller as per MTN Sales Academy Certification process – within 12 months in the role
- Experience with Multinational Accounts and growing accounts into large revenue accounts
- Experience in managing sub-ordinates and ability to elevate account management
- Ability to manage virtual teams to optimize virtual collaboration and performance
- Knowledge of sales performance reporting
- Excellent communication skills across verbal, written, and presentation and experience of presenting to senior customers
- Worked across diverse cultures and geographies advantageous
- Experience in global/multinational enterprise, coupled with working in emerging markets
- Proven track record of performance against sales targets
- Fluency in French (desired)
- Deep understanding of MTN products and solutions
- Ability to share knowledge about the different solutions to address the demand with client and account team (without necessarily the need of pre-sales and specialist team)
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Deadline: February 9, 2021
Job Features
Job Category | Manager |