Senior Key Account Manager – Ooredoo , Kuwait

Role Purpose:
To defend existing customer contract base (farming)
To grow existing customer contract base (farming)
To acquire new customers (Hunting)
To achieve revenue targets set by the sales leadership.
To achieve total contract value (TCV) targets set by the sales leadership (if appropriate)
To perform basic sales disciplines (sales hygiene) in keeping with the practices and guidelines described by “The Ooredoo Way” and outlined herein.

Key Accountabilities & Activities:
Proactively identify, qualify and win and new accounts
Develop a strategy to win back targeted major accounts
Determine key client requirements and communicate internally to develop a winning proposition
Participate in marketing and product development discussions in order to better analyse customer and market needs
Keep abreast of the market changes & development, proactively predict and utilize market opportunities towards future business growth.
YTD Billed Revenue Achievement must be greater than or equal to 100% of YTD Billed Revenue Target.
Monthly Billed Revenue Forecasts must be plus or minus 5% accurate.
The weighted Annual Contract Value of pipeline opportunities must greater than or equal to 3 times the annual New Revenue target.
Stalled Opportunities must represent no more than 10% of the pipeline (by volume)
The Coaching Session Fulfilment Rate must be greater than or equal to 90%.
Be the first point of contact for large specialised, high end or multinational corporate enquirers that have been referred and qualified by Corporate Lead Management
Develop on-going relationship with product managers, solution specialist and network development team to identify opportunities for growth within the specific target segments
Support the Service Account Managers in B2B Sales who have the personal contacts to deal with large multinationals, with technical issues and relationship management, as required.
Providing on the job coaching to Service Account Managers, as required to ensure that knowledge is shared and sales skills are developed.
To work to meet (or exceed) agreed billed revenue targets throughout the financial year.
To provide monthly billed revenue forecasts, in keeping with locally prescribed forecasting schedule, within +/-5% accuracy.
To maintain sufficient sales pipeline coverage whereby the weighted Annual Contract Value of the pipeline is at least 3 times the annual New Revenue target.
To ensure that no more than 10% (by volume) of open opportunities have existed in the sales cycle for more than the locally prescribed number of days.
To use the prescribed Sales Force Automation tool (SFA) or standard Excel Template to record sales opportunities and to ensure that these are:
To attend a formal sales performance coaching session with the Sales Leader (Coach) once a month ensuring that 90% or more of these sessions are attended over any given 12 month period.
complete
up-to-date
accurate
To use the Ooredoo Way of Opportunity Management (The 5 Gate process) to manage sales opportunities through the sales cycle.

Qualifications & Requirements:
Required 4 years of experience in sales related to solutions or services, including at least 2 years in Kuwait.
Excellent presentation skills.
Well connected in the business community with strong networking potential and the ability to relate to people at all levels.
Fluent verbal/written communication in both Arabic and English.
Bachelor degree in Business or a related discipline from a recognized tertiary institution.
Microsoft Office
Technical telecoms development experience.

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