Senior Representative - Executive Accounts Manager Public Sector Yde.Enterprise Business Unit

We at MTN Cameroon are a purpose and value-led organization.

At MTN Cameroon we believe that understanding our people’s needs and aspirations is key to creating experiences that delight you at work, every day. We are committed to fostering an environment where every member of our Y’ello Family is heard, understood, and empowered to live an inspired life. Our values keep us grounded and moving in the right direction. Most importantly, they keep us honest. It is not something we claim to be. It is in our DNA.

As an organisation, we consider it our mission to create an exciting and rewarding place to work, where our people can be themselves, thrive in positivity and ignite their full potential. A workplace that boosts creativity and innovation, improves productivity, and ultimately drives meaningful results. A workplace that is built on relationships and achieving a purpose that is bigger than us. This is what we want you to experience with us!

Our commitments go beyond an organisational promise. It is in our leadership and managerial ethos to meaningfully partner with our employees, customers, and stakeholders with a vision to realise our shared goals. 

Our values dubbed, LIVE Y’ello, are the cornerstone of our culture.

Lead with Care

Can-do with Integrity

Collaborate with Agility

Serve with Respect

Act with Inclusion

Staff Leadership and Management

• Ability to work in a team

• Responsible for self-learning and development with guidance from the Manager

• Ensure cohesive working with the CoE

• Accountable for meeting and prioritising own targets / deadlines

• Provide information to the Manager on work accomplishments, individual / team challenges 

• Lead team meetings and contribute on specialist / technical areas when required

• Review performance metric dashboards prepared on various performance metrics and provided input to the manager

   

Governance

Adhoc and Operational Meeting

• Participate and provide inputs in operational meetings as and when required

• Set up and manage adhoc meetings for day-to-day operational requirements as and when required

Escalations

• Timely notification of escalations to the Line Manager, and the CoE

• Resolve escalations as per defined escalation / resolution procedures

Opco Operational

• Participate and provide inputs in project status meetings

• Propose operational changes and provide associated user impact assessment

Performance

• Ensure effective execution of day-to-day operations at the CoE and at the Opco and resolve operational issues

• Improve productivity and quality through leading practice initiatives

Reporting

• Provide inputs to the Line Manager (as required) relating to progress made within the sub-division and in accordance with the measurement metrics set by the organization

Operational Delivery 

• Search for new clients who could benefit from MTNC products in a designated sector of activity, size of company or region 

• Travel to visit potential clients 

• Establish new, and maintain existing relationships with customers 

• Manage and interpret customer requirements 

• Provide Account Plans for each account to provide consultation on products and services that would best serve customer needs Develop the overall sales strategy for a given account and ensure that all sales activity is compliant with the sales strategy

• Continuously learn about products and become subject matter expert on products and services in the Business Services portfolio

• Persuade clients that a product or service will best satisfy their needs 

• Calculate client quotations 

• Work on tenders launched by customers

• Negotiate terms and conditions of contracts 

• Negotiate and close sales by agreeing terms and conditions 

• Perform cost/benefit analysis while working on tenders’ offers 

• Prepare reports management (sectorial report, monthly/quarterly roadmap)

• Meet regular sales targets 

• Record and maintain client contact data 

• Be present in GSM, ICT/Data, Cloud & IT forums, or any other business-related events to approach clients and present offers

• Make technical presentations and demonstrate how a product will meet client needs 

• Liaise with other technical experts to gather additional knowledge/inputs where necessary to complete an offer 

• Be able understand client problems to provide the support team with the exact feedback on the issue facing by the client

• Assist in the design of custom-made products 

• Provide training and produce support material to the client where necessary

• Achieve sales targets as well as collections’ targets 

• Ensure no loss of revenue/accounts in current data base

Key Performance Indicators

1. Financial Perspective – Value created by optimizing business projects/activities:

• Value created by saving cost 

• Value created by increase in customer base, product sales, etc. for products and services.

1. Internal Perspective - Value created from improving processes: 

• Value created & cost-effectiveness achieved by process optimization, new initiatives and improved operations/ways of work etc.

1. Customer Perspective – Value created from Customer Engagements & Ecosystem 

• Impact include positive companywide engagement indices (Net Promoter Score), customer insight management & engagement (traditional & new business)

• Being a Brand Ambassador and MTN advocate 

• Benefits accruing to MTN/Telecom industry from specific actions. Benefits can be in form of contributions during stakeholder workshops etc. 

• Deliberate ecosystem management to achieve business objectives (value creation), brand value & corporate positioning 

1. People (Learning & Growth) - Value created through demonstrating the expected values and behaviours and sustaining an engaged workforce 

• always Speaking in complete candor, being completely accountable, driving a collaborative work culture, getting the job done with Company Pride & Passion thereby enhancing MTN’s profile as employer of choice. 

Key Performance Indicators 

• % revenue increase 

• % retention

• % collection

Education:

• Minimum of 3-year degree in telecommunications, IT or Electrical Engineering with a commercial related field
• Master’s or postgraduate qualification is advantageous

Experience:

• At least 3 years in selling to Large Organizations and Public Sectors with minimum of 3 years in a sales position in the IT or telecommunication sector
• Min 3 years relevant industry experience with
• Min 3 years in enterprise products
• Experience in ICT and specifically Cloud solutions sales would be an advantage
• Experience in supervising others is an advantage 

• Experience working in a medium to large size organization

Functional Knowledge: 

• Information Technology
• Data solutions
• Product Management
• Product and services training
• Solutions sales
• Sales and negotiations skills
• Leadership skills Training
• Induction to Marketing
• Relevant industry certifications in IT, security, and/or IP networking (e.g. ITILv3, CISSP, vendor-specific certifications)

• Financial analysis for non-financial

• Sales skills

• Project management
• Market and industry knowledge
• New product development and management
• Telecoms industry, technology, products and services
• Managed networks
• Cloud computing
• Data center solutions
• IP communications
• Managed security
• Fixed-mobile convergence
• M2M
• Planning and budgeting
• Knowledge of principles and methods of management
• Technical implementation and support
• Fluent in French and English (verbal and writing)
• MS Office

Skills:

• Interpersonal, Communication and active listening skills 
• Team spirit and collaboration skills 
• Must be able to understand and apply the principles of change management 
• Negotiations and Persuasion skills 
• Must be able to manage multiple priorities 
• Able to create enthusiasm and cooperation for projects 
• Customer service and time management skills 
• Social Perceptiveness 
• Operations Analysis 
• Analytical Thinker 
• Problem Solver 
• Operational Value Creator 
• Culture and Change Champion 
• Supportive People Manager 
• Relationship Manager 
• Results Achiever
• Operationally Astute

Behavioural Qualities:

• Attention to detail
• Management skills, creativity, innovation, prevision 
• Open minded 
• Service Orientation
• Adaptable 
• Strong ethical standards 
• Ability to work with various groups of individuals and organizations 
• Targets oriented
• Directs people
• Manages time