KEY ACCOUNT REPRESENTATIVE

SUMMARY:

The Key Account Representative works directly with the mobile network operator to understand their infrastructure development requirements and network expansion plans. Working with the Head of Sales, the Account Representative will develop the necessary account strategy, will prospect within his/her assigned accounts, develop strong and loyal customer relations and ensures consistent strategic and technical information flows between the customer and our operations, legal and finance teams. Specifically, the Key Account Representative will obtain detailed information on customer build plans, determine the appropriate infrastructure solution, qualify site licensing opportunities, executes site licenses, track the development of collocation and BTS sites from initial enquiry to site on-air, ensure that customer billing is accurate and is responsible for complete customer satisfaction.

ESSENTIAL DUTIES:

· Thorough knowledge of all Clients products and services offerings.

· Build and maintain solid relationships with RF engineering and planning, site development, CTO staff, network deployment and consultants for assigned mobile network operators in Nigeria.

· Interact with customer executives, directors, managers, engineers and technical staff via face-to-face meetings, teleconference, e-mails and selected customer events. Continue to develop new relationships and increase account penetration both vertically and horizontally.

·Advocate on behalf of the customer with the internal CLIENTS staff including sales, operations, legal, engineering, and project management personnel.

·Work with Project team to program manage the “collocation and BTS” process with customers from inquiry to site on-air by using CLIENTS’s program management tools, including the Clients Tracker.

·  Resolve all issues and disputes internally and externally to drive completion of customer collocations, new BTS sites, new products and commence revenue in a timely manner.

· Deliver signed site TLA’s/Schedules and secure incremental new revenues.

· Enter appropriate data or work with Sales Coordinator(s) into the collocation tracker for CLIENTS sites.

·  Provide timely and accurate new business forecasting.

·         Provide account plan updates, financial forecasting and feedback on Key accounts being managed.

· Secure contract renewals (if applicable) and additional business within allocated account base to meet CLIENTS revenue targets.

· Serve as primary contact for all client needs, requirements and expectations within accounts allocated. This includes but is not limited to; the preparation of formal proposals, management of change requests and responsibility for liaising with billing and credit control.

· Adept at initiating, organizing, planning, preparing and conducting customer meetings with consistent and timely customer follow-up.

· Work with Head of Sales and Customer Support to develop new business streams by pro- actively approaching potential new customers or introducing new products to existing customers.

· Provide accurate and concise reports, forecasts and customer data to the Head of Sales and Customer Support.

GENERAL RESPONSIBILITIES:

·The employee shall comply with the provisions of health, safety and environment legislation in Nigeria, and shall also comply with Clients’s policies and procedures including occupational health and safety and wellness policies, and any modifications to any policy that may be introduced from time to time.

· All employees must live CLIENTSs Core Principles and work proactively in a customer-related way in accordance with adopted procedures and best practice.

· To work co-operatively with colleagues and external stakeholders to promote Clients’s overall business objectives

· To ensure that confidentiality is respected and maintained always.

·  To perform any other duty as directed by line management.

COMPETENCIES:

· Experience in interfacing with internal and external customers at all levels of management.

· An active listener with the ability to represent and communicate customer opportunities to Key stakeholders.

·  A working understanding of wireless networks, their basic architecture, and the role of site selection, the construction and operation of wireless networks.

·  Successful experience working with and selling to current mobile network operators in Nigeria.

·   A basic understanding of the steps in the planning, construction, and operation of wireless networks.

·   An understanding of the Key links between reporting data, forecasting, business development and customer satisfaction.

·   Hunter first with account strategy, management and development skills.

·    Excellent customer service skills.

·    Strong program management skills.

·    Excellent written and verbal communication skills.

·    Strong presentation skills.

·    Strong analytical skills.

·    Strong computer skills including Microsoft Office suite.

·     Strong English communications and writing skills.

·     Detailed and result oriented.

·     Able to multitask and meet deadlines.

·Responsive to customer requirements.

· Ability to work with functional groups and different level of employees throughout the American Tower organization to effectively and professionally achieve business results

·Strong follow-up skills; ability to organize applicable department timelines and follow up with internal and external customer needs as needed

·Strong written and oral communication skills, including the ability to present ideas and suggestions clearly and effectively

· Strong organizational skills; ability to accomplish multiple tasks within the agreed upon timeframes through effective prioritization of duties and functions in a fast-paced environment

·Strong track record of building and maintaining solid relationships with both internal and external customers and vendors.

·Self-motivated, able to work both independently to complete tasks and respond to department requests as well as collaborating with others to utilize resources and knowledge in identifying high quality solutions

EDUCATION AND EXPERIENCE:

·University degree.

· Minimum 6 years’ experience in sales or equivalent field.

· Wireless and/or telecommunications sales experience preferred.

ENVIRONMENT:

Approximately 80-90% performed in climate-controlled internal office environment working under normal office conditions. Approximately 10% travel may be required in support of the position’s responsibilities.

While performing the duties of this job, the employee is regularly required to sit; stand; walk; use hands and finger to feel and handle; reach with arms and hands; talk and hear. While performing the duties of this job, the employee frequently is required to stoop, kneel, and crouch; lift weight or exert a force up to a maximum of 25 pounds.

ADDITIONAL:

Clients is a dynamic organization in a rapidly changing industry. Accordingly, the responsibilities associated with this job will change from time to time in accordance with the company’s business needs. More specifically, the incumbent may be required to perform additional and/or different responsibilities from those set forth above.

The above declarations are not intended to be an all-inclusive list of the duties and responsibilities of the job described, nor are they intended to be such a listing of the skills and abilities required to do the job. Rather, they are intended only to describe the general nature of the job.

The incumbent must be flexible as there may be workweeks that require more than 40 hours to ensure the position’s expectations and responsibilities are met.

Interested and qualified applicants should send their CVs to