Client Executive: Enterprise - N/A10548
Code/Reference:
N/A10548
Applications accepted until:
2020-03-29
Number of Openings
1

Company Overview

A subsidiary of Econet Global, Liquid Telecom is the leading independent data, voice and IP provider in eastern, central and southern Africa. It supplies fibre optic, satellite and international carrier services to Africa's largest mobile network operators, ISPs and businesses of all sizes. It also provides payment solutions to financial institutions and retailers, as well as award winning data storage and communication solutions to businesses across Africa and beyond. Put simply, we connect people.

We started out by questioning the way things are done and being single-minded in our determination to improve them. Everything we do is driven by a simple yet powerful belief that everyone in Africa has the right to be connected. Over the last decade, this vision has helped us change the face of communications in the region.

Our future-focused approach to new product development makes our services enduringly adaptable.

€œWe have to focus on services of the future and new revenue streams not as a side show to infrastructure but as the main show leveraging off the infrastructure which we have.€ - Nic Rudnick

Our flexible and dynamic business model keeps us at the forefront of telecoms innovation. And by listening to customers, we ensure that our solutions are constantly evolving to meet their needs. In June 2017, Liquid Telecom raised $700m in a bond and term-loan issue that will help Liquid Telecom refinance debt and provide a war chest for further acquisitions.

Our Beliefs

At the very core of our business is our belief that every individual on the continent has the right to be connected. We believe that the power of technology will create better and brighter lives for everyone.

We're for everyone - Being connected shouldn't just be for the privileged few. We believe it's for everyone and this was recognised at the AfricaCom Awards 2013 when we won an award for Best Cost Efficiency Solution. The sense of doing the right thing runs through every aspect of our business.

Integrity - Having integrity in everything we do has made us what we are today. We are all encouraged to play our part and take responsibility for doing things right €“ and doing the right thing.

Only The Best Will Do - We're constantly striving to deliver the best communications technology to everyone €“ from the smallest communities to the biggest businesses in the region.

Don€™t Talk Do - We listen carefully to our customers, then we deliver beyond their expectations. This €˜can do' attitude is key to our success.

In It For The Long Run - We've invested heavily in our own network and technology. We created the largest single fibre network in the region, which stretches over 18,000km across borders to connect people locally, nationally and internationally. We're not stopping there €“ we're continuing to invest so we can connect people all over Africa.

Further information can be found at www.Liquidtelecom.com

Paterson Grade:

D5

Location

Johannesburg

Job Purpose:

The Client Executive is accountable for overall business acquisition management for targeted identified accounts.  The role is focused on acquiring blue chip accounts, growing listed accounts, delivering targeted Contracted Revenue and margin growth. Creating and driving solution driven and strategic sales opportunities within the nominated Blue Chip accounts.

Minimum Requirements of Job

Formal Qualifications Required

Essential / Desirable

Must have appropriate 3-4yr technical / professional qualifications.

Essential

MBA or appropriate Post Grad degree

Desirable

 

1.1           Experience

 

Job Related Experience Required

Time Span

Essential / Desirable

Proven track record of target driven sales achievement in financial services, resources/mining or retail markets

8 Years

Essential

Complex and Solution Sales experience (Digital is an advantage)

5-8 years

Essential

Key Outputs:

1 - Key Performance AREA (Objective): Weight:   %

 

Sales Management

 

Key Performance INDICATORS

Performance Standards/Targets

 

Identifies and pursues large strategic solution sales opportunities and leads.

 

 

Directs strategic account planning and leadership in all prospective targeted accounts within Blue Chip account list.

 

 

Ensures account plans are presented in accordance to the Big Deal process.

 

 

Analyses statistical data related to prospective client€™s businesses and industries to identify market trends for products and services to assist with growing and winning new business.

 

 

Formulates strategies to market for nominated accounts in conjunction with the propositions and industry vertical.

 

 

Drives accelerated revenue growth by identifying potential markets for new and existing products and services in acquisition accounts.

 

 

Delivers the necessary input to bid centre to ensure on-time delivery of high quality bid proposals for prospects.

 

 

Develops partnerships on account strategies.

 

 

Develops an acquisition relationship plan for accounts.

 

 

Accountable for CRM input and strategic account and deep dives.

 

 

Drive innovation programmes and customer events.

 

 

Direct virtual teams during sales process, including unsolicited proposals and business case proposals to clients

 

 

Facilitate account relationships at CXO level

 

 

Assist KAM€™s in transforming the value proposition to include digital solution selling.

 

 

 

2. Key Performance AREA (Objective): Weight: %

 

Ensures delivery of all financial targets

 

Key Performance INDICATORS

Performance Standards/Targets

 

Evaluates performance, risks in nominated accounts and revises plans where appropriate.

 

 

Establishes appropriate relationships with Liquid customers and leverages those relationships to win new business.

 

 

Secure, manage and deepen the Liquid customer relationship with the long-term focus of expanding the overall product suite and the introduction of specific propositions as well as introduction of new products over an agreed time span.

 

 

Ensure cross divisional functions work collaboratively within Liquid Telecom to drive the sales agenda and ensure alignment with overall customer strategy.

 

 

Pre and post sales fulfilment in areas to ensure seamless introduction of new products, services and propositions to Blue Chip accounts.

 

 

 


3. Key Performance AREA (Objective): Weight: %

 

Responsible for content of proposals submitted to customer, both in response to requests for proposal (RFP) and proactive (unsolicited).

 

Key Performance INDICATORS

Performance Standards/Targets

 

With the support of the Bid Office, actively participates in the development of high quality, strategic proposals which incorporate key solutions.

 

 

Provides an executive summary that is customer specific, to be incorporated into the proposal.

 

 

Responsible for the follow-up presentation associated with a proposal submission.

 

 

Oversees, reviews, approves and provides €œC€ level sponsorship for proposal undertaken by bid team.  

 

 

 

 

 

 


4 Key Performance AREA (Objective): Weight: %

 

Ability to ensure partner successfully with prime and subcontractors within the listed Blue Chip accounts to ensure that Liquid Telecom are able to participate with success.

 

 

 

 

Introduce, vet, lobby for service providers to be used in preparing holistic proposals for clients in order for us to compete successfully

 

 

Ability to contribute and provide business cases to €œC€ Blue Chip accounts prior to RFP releases in order to avoid the lengthy RFP process and increase the win ratio.

 

Equity Statement:

In line with our company transformation policies, preference will be given to EE candidates.