Safaricom is the leading provider of converged communication solutions in Kenya. In addition to providing a broad range of first-class products and services for Telephony, Broadband Internet and Financial services, Safaricom seeks to uplift the welfare of Kenyans through value-added services and support for community projects.
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Capacity & IP Sales Lead (Sales Lead – Wholesale Carrier Business)
- Job TypeFull Time
- QualificationBA/BSc/HND , MBA/MSc/MA
- Experience3 - 5 years
- LocationNairobi
- Job FieldSales / Marketing / Retail / Business Development 
Detailed Description
This role will report to the Wholesales Lead.
Role purpose
- Grow Wholesale International Capacity & IP revenues.
- Develop an effective retention strategy to minimize churn.
- Optimal Capacity Asset Management.
- Manage Key relations & partnerships.
- Identify and scope Business Opportunities at key networking events regionally & internationally.
Key accountabilities and decision ownership
Grow Wholesale International Capacity & IP revenues
- Achieve set revenue targets as per capacity objectives.
- Development of a 12-month rolling sales pipeline.
- Identify global growth prospects and specific opportunities with EA region for Fiber, Satellite, Microwave.
- Identify and analyze operator capacity needs and requirements and ensure operator needs are fully understood and correctly dimensioned.
- Work with International Data/IP partners or providers to meet the needs of the business by developing a clear annual review calendar that can identify areas of collaboration and potentially new revenues.
- Use a clear and well –documented process methodology for locking business to avoid delayed implementation and poor client engagement.
- Weekly prepare a report showing various engagement milestones of operator on- boarding process to ensure ease of billing for services required.
Develop an effective retention strategy to minimize churn
- Work to develop and execute customer ring fencing strategies.
- Develop and share periodic reports on customer concerns on products.
Manage Key relations & partnerships
- Prepare and maintain an effective annual calendar that optimize the relationships with various operators, partners, Satellite & outsourced roaming providers to enhance competition.
- Develop an effective framework for monitoring effective partnerships.
- Explore new partnership opportunities that create opportunities for growth.
Attend Key networking events
- Identify and plan for all known key events touching on IP& Capacity, Satellite, Interconnect and SMS.
- Attend at least one key networking event annually.
- Document and implement learnings for the benefit for the business.
Core competencies, knowledge and experience:
Business Competencies
Working With Others
- Consciously takes steps to make the most of every conversation/interaction.
- Identifies people’s needs, interests and motives to be able to influence the decisions they make.
- Communicates simply to excite and engage people.
- Pro-actively adapts own style and approach to build rapport, and work with others more effectively.
- Builds and maintains strong relationships and networks.
Operational Excellence
- Targets effort and resources on high-value, high impact activity.
- Focuses on achieving maximum performance and driving continuous improvement .
- Thinks about processes and problems cross-functionally and end-to-end.
- Uses knowledge of products, technology, process, systems and policy to solve problems.
Creativity and Innovation
- Finds creative ways to exploit opportunities and solve problems.
- Takes risks and pushes what is possible.
- Experiments with unorthodox approaches.
Business Know-how
- Uses data and research to make decisions that are competitively and financially robust.
- Balances current and future needs.
- Thinks and acts like an owner of the business.
- Acts in line with legal, regulatory, professional and ethical standards.
Working With Change
- Responds flexibly to changing situations
- Manages the business and people aspects of change to drive performance.
Project and Programme Management
- Defines scope and deliverables in terms of time, cost, quality and business benefit.
- Schedules activity and identifies resource needs, dependencies and synergies.
- Evaluates progress, mitigates risks and addresses issues.
Functional Competencies
Products, Services and Technology Knowledge – Enterprise
- Understands our portfolio - technology, features and benefits.
- Understands customer needs and sxplains the impacts and value of Safaricom solutions compared to our direct and indirect competitors.
- Explains Safaricom’s strategy and direction, and how it benefits the customer.
Business Development & Sales Planning
- Forecasts future sales, revenues and risks.
- Plans sales activities for stores, accounts or territories to maximise sales and grow revenues.
- Identifies and qualifies opportunities to develop new business.
Solution Selling
- Wins and retains Customers by identifying their needs or business challenges, and matching them to Safaricom products and services.
- Identifies opportunities to win more business by up-selling and cross-selling.
Negotiation
- Responds positively and professionally to objections, and addresses the Customer’s needs to successfully close the sale.
- Uses a range of techniques and approaches to make agreements that add value for Safaricom and our Customers.
- Understands customers' commercial drivers and leverages them in negotiations.
- Applies commercial acumen to maintain a healthy profit margin.
Competing to win
- Brings energy and passion to work and always aims to beat the competition.
- Knows what the competitors are offering, how our offer compares and uses market data to drive decisions.
Key performance indicators
- 100% achievement of Wholesale Data & IP Capacity revenues provided against business revenue objectives.
- Documented existence of Sales pipeline within the SLA’s. Ensure pipeline is build up with new potential account, and new order prospects.
- Provide evidence of business growth through execution of the sales strategic and tactical plans when required.
- Predicting vertical trends, bases annual sales forecasting.
- Ensuring defence of existing market share through customer retention and effective sales strategy implementation.
- Commercialize at least 2 unique wholesale capacity solutions in the Financial Year.
- Consistent feedback to management on the market needs for the portfolio under management.
- Identifying, contacting & facilitating tie-ups with Carriers, Telco’s, Internet service providers, Application service providers, Local and International along with the top management. I.e. CXO level.
- Satisfactory performance ratings for the staff in the section(Meets expectation).
- Develop and implement a sales incentive plan for the team.
- Develop and execute initiatives to build team cohesion.
- Create a differentiated customer experience, controlling revenue churn and maximizing revenue by evolving innovative and new products and services.
- Preparation of weekly management reports on activities around Capacity Business.
- Preparation of strategic product positioning presentations to clients.
- Ongoing development of relationship matrices and engagement model for the key accounts and industry influencers.
Qualifications
- A recognized University Degree in a Business-related field; Master of Business Administration degree is an added advantage.
- Experience and technical skills in telecommunications industry and sound knowledge of International Telecommunications Services is a mandatory requirement.
- At least 3-5 years’ work experience in the telecommunications sector which must include establishing and managing international carrier relations and interconnection arrangements.
- At least 3 years sales experience. Experience in projects management is an added advantage.
- Strong relationship-building and customer retention skills preferably from a major blue-chip company and Internet Service Providers.
- Ability to inspire and manage a sales team.
Method of Application Interested and qualified? Go to Safaricom Kenya on egjd.fa.us6.oraclecloud.com to apply
