Job Summary

• The successful candidate will join as an Account Manager for Financial Services Institutions in the AT Business Department. (S)He will report to the Sales Manager for Financial Services Institutions (S)He will safeguard and grow revenue from allocated Financial Services Institutions accounts nationally through account planning and opportunity management and relationship building meet annual targets for sales and revenues, profitability, and customer satisfaction.

Key Responsibilities

• Provide account data to the Sales Manager for developing a sales plan and monitoring its implementation.
• Develop close relationship with corporate brands to meet targets for profitability and revenues by selling AT’s solutions in fixed and mobile.
• Develop contact strategies and account development plans (ADP) for each of the allocated accounts.
• Develop a pipeline of prospects which are systematically qualified, managing the decision-making process within allocated accounts to ensure sales prospects are closed.
• Exercise thought leadership within the Financial Services Market, demonstrating an understanding of the business strategies and communications dependencies of the customer; and presenting the compelling value proposition of AT Business
• Identify sales training and development needs and manage skills enhancement for self.
• Ensure integrated channel management, supported by appropriate systems such as CRM; use knowledge management to increase the professionalism of account management.
• Full integration of quality management processes within all sales activities for the allocated accounts, ensuring effective deployment on a day-to-day basis
• Use relevant metrics and measures to routinely monitor progress against targets and take appropriate action to ensure targets are met or exceeded.
• Ensure customers both existing and new have updated contracts and to ensure service renewal after the contract anniversary.
• Ensure full compliance with telecommunications license provisions, sector regulations and competition laws.
• Maintain effective working relationships with internal and external customers and with account teams in AT Head Office

Key KPIs

• Total revenue target
• Base revenue management
• Achieve acquisition target.
• Customer satisfaction target

Qualification Required & Experience

• Business studies degree or equivalent
• Four (4) years’ experience of sales/account management in an enterprise solutions/business environment (preferably in Telecoms)
• Consultative-based selling skills
• At least 2 years driving experience.

CORE COMPETENCES

• Contribute to the AT Business sales strategy and decision-making processes, providing relevant inputs.
• Detailed understanding of the enterprise solutions needs of the financial sector – Universal Banks, FinTech’s, Insurance, Rural Banks etc.
• Ability to exercise “thought leadership” throughout AT Business and commercial space.
• Self-motivated and self-starting, with the resilience to drive sales opportunities through to their final successful conclusion leveraging on excellent communication, presentation and negotiation skills.
• A solid commercial understanding of how Enterprise Sales products can be applied to create commercial value in customers’ businesses.
• Ability to effectively represent AT Business Solutions.
• Ability to lead and manage a virtual account team, motivating others to achieve targets.
• Analytical thinker who can plan/execute action to exploit sales opportunities.
• Utmost professional integrity

Location: Accra