About the Role

Division/Department: B2B/Corporate Sales
Job Title: Account Manager
Reports to: Key Accounts Manager 

Job Purpose:

The Account Manager is responsible for managing and growing relationships with a portfolio of Government, NGOs, Corporate and SME clients within assigned market segments in Sudan, as well as actively generating new sales opportunities. This role involves understanding the unique communication and technology needs of these businesses, promoting Zain Sudan's comprehensive suite of mobile, broadband, cloud, and ICT services, achieving sales targets through both account growth and new client acquisition, and ensuring high levels of customer satisfaction through proactive account management and effective CRM practices.

Key Tasks/Accountabilities:
-    • Account Management and Relationship Building:

- Serve as the primary point of contact for assigned Corporate and SME accounts,

building and maintaining strong, long-lasting relationships with key

stakeholders.

- Develop a deep understanding of each client's business objectives, challenges,

and communication/technology requirements.

- Proactively engage with clients to understand their evolving needs and identify

opportunities to provide relevant Zain Sudan solutions.

- Act as a trusted advisor to clients, providing insights and recommendations on

how Zain's services can support their business goals.

- Ensure timely and effective resolution of client issues and inquiries, escalating

complex matters as needed.

• Sales and Revenue Generation (Account Growth & New Acquisition):

- Achieve and exceed assigned sales targets for mobile services, broadband,

cloud solutions, and ICT services through both expanding business within

existing accounts and acquiring new Corporate and SME clients within the

assigned segments.

- Identify and pursue opportunities for upselling and cross-selling Zain Sudan's full

range of B2B offerings to existing clients.

- Actively prospect and identify potential new Corporate and SME clients within

the assigned market segments.

- Develop and present compelling sales proposals and presentations tailored to

the specific needs of both existing and prospective clients.

- Negotiate pricing and contract terms in line with company guidelines.

- Maintain a strong sales pipeline for both account growth and new acquisitions

and accurately forecast sales opportunities.

• Segment Penetration and Market Awareness:

- Contribute to the penetration of assigned Corporate and SME market segments

by identifying and engaging potential new clients, in addition to growing existing

accounts.

- Stay informed about industry trends, competitor activities, and the specific

challenges and opportunities within the assigned market segments.

- Provide feedback to the Key Account Manager on market insights and client

needs to inform segment strategies for both retention and acquisition.

• CRM Activity and Reporting:

- Utilize the CRM system diligently to record all client interactions, sales activities

(including new lead generation), opportunities, and account information

accurately and in a timely manner.

- Maintain up-to-date client profiles and account plans within the CRM system,

including tracking progress on new business opportunities.

- Generate regular reports on account performance, sales activities (including

new sales efforts), and pipeline status as required by the Key Account Manager.

- Ensure accurate forecasting of sales opportunities, encompassing both existing

account growth and new client wins, within the CRM system.

• Coordination with Presales Team:

- Provide leads and coordinate meetings with the presales team for customized

solutions.

- Act as the bridge between the sales team and the presales team, ensuring clear

communication and alignment on customer requirements.

- Share technical proposals for standard products that do not require

customization, and escalate to the presales team when customization is

needed.

• Payment Collection & Reporting:

o Ensure timely collection of payments from Corporate and SME accounts

and update the system as per Zain's business processes.

o Report all sales and cash activities to Key account manager on a weekly

basis.

• Collaboration and Internal Coordination:

- Collaborate effectively with internal teams, including technical support,

customer service, marketing, and product development, to ensure seamless

service delivery and customer satisfaction for both new and existing clients.

- Communicate client needs and feedback (from both current and prospective

clients) to relevant internal stakeholders to inform product and service

improvements.

- Work closely with the Key Account Manager to develop and execute account

strategies and achieve team targets for both account growth and new customer

acquisition.

Typical Performance Measures (KPIs):

• Sales & revenue Targets: Meet and exceed agreed-upon sales targets for

revenue, retention, and product penetration.

• Team Performance: Ensure each Account Manager meets their individual sales

targets and KPIs.

• Customer Satisfaction: Achieve high levels of customer satisfaction and

retention through effective account management.

• CRM Accuracy: Ensure the CRM is updated with accurate and comprehensive

customer data by the team.

• Innovation: Drive the adoption of ICT solutions and encourage innovation within

the team.

• Collaboration: Effective coordination with the presales team and other cross[1]functional departments.

• Payment Collection: Ensure timely collection of payments from SME and SoHo

accounts.

-Dimensions & Performance measurement:

-      • Sales Leadership: Lead and manage a team of Corporate Sales Account

Managers to achieve sales targets and drive revenue growth.

• Customer Retention: Oversee the development and implementation of

retention strategies to minimize churn.

• ICT Sales: Drive the adoption of ICT solutions within the corporate sales team.

• Cross-Functional Collaboration: Work closely with other departments to

ensure alignment on sales strategies and customer solutions.

• Reporting & Analysis: Monitor and report on team performance, sales.

achievements, collection and customer satisfaction.

What We Need From You

PERSON SPECIFICATION

• Bachelor's degree in Telecommunications, Marketing, Business Administration,

  or a related field; Master's degree preferred.

  • Minimum of 3 years of experience in corporate sales, experience in NGOs well be

  preferred

  • Proven experience in Account management and achieving targets, preferably in

  the telecommunications or ICT industry.

  • Solid working knowledge of B2B market segments, ICT solutions, and corporate

  customer needs.

  • Must own a personal car for business use.

Additional Information for Internal Employees