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Senior Account Manager B2B

2 months ago

Phillipsburg, United States Liberty Latin America Communications, Inc. Full time

What's The Role

The Senior Account Manager (Sint Maarten) is responsible for creating, and growing revenue for the top business market in Government or Enterprise and is engaged in structurally pursuing potential new business and opportunities to increase the share of wallet, by influencing and advising CEOs, senior management, decisionmakers and stakeholders mainly in n.

To fulfill the telecommunications needs of the top business market the Senior Account Manager Eastern Caribbean deploys all techniques (. consultative selling) to understand the concrete and latent needs of the businesses. He/she understands the companies and industries they are working in and has the talent to identify and create business opportunities. He/she has a deep understanding of the C&W business portfolio and is able to identify and create business opportunities with new and existing customers. He/she creates conditions for the sale of the top business market services and products and ensures the quality of delivery of telecommunications products and services from this target group. He also takes care of increasing market share, minimizing risks and optimizing the return on the portfolio for this target group.

What You'll Do

Responsible for mapping and completing the customer's needs in the short and long-term, both for existing customers as for prospective customers Defines account plans in which the strategic /tactical approach is described how to capture and address the opportunities for (prospective) customer accounts. Has regular visits to (prospective) customers Works within the framework as set out in the department plans, sales targets and working procedures and guidelines of C&W. Makes independent decisions about the spending of its budget, the content of tenders up to a certain amount, the content of the sales and service contracts to be concluded up to a specified amount. The Senior Account Manager EC provides input to the Management Team for strategic decisions related to the top business market, acting in the spirit of this strategy and carries it out. Reports to the B2B Sales Manager regarding the achievement of the set sales targets and the concluded contracts with customers. Follows, studies and analyzes developments in the marketplace at potential customers and in relevant sectors and other top companies, aimed at commercialization, and initiation of commercial opportunities; Identifies short and long-term opportunities for clients and prospects and develops ideas to approach customers and prospects; Establishes telecommunications plans from the identified needs of (potential) customers about the possible supply of telecommunications services and discusses technical feasibility with C&W operations; Creates strategic account/prospect plans and arranges (prospective) customer visits; Reaches, based on formulated (sales) goals, agreement on planning within the Account teams and controls the realization of the planning; Deploying a consultative selling approach in which the Senior Account Manager:
Identifies prospective customers; Collects and analyzes data on the strategy, market developments, and the direction of development of the prospects of potential customers;Proposes a selected prospect to analyze the telecommunications facilities of their company and gives advice.Can convince customers based on facts how certain IT and telecommunications solutions can help reach customer goals Builds and maintains contacts with decision makers and influencers of prospects, within the Eastern Caribbean market area, and offers opportunities and business management for the area of telecommunications infrastructure and services or telecommunications services; Provides presentations about business solutions to the (prospective) customer, in which C&W products and services are incorporated Gaining insight into the customer's business processes in order to provide appropriate advice that meets the needs of the customer; thereby cross- and upselling C&W solutions and its affiliated companies. Deploying a consultative selling approach to identify and develop the customer’s need Being responsible for managing the client's and C&W expectations; Being in active contact with all relevant stakeholders of the company about developments and possibilities of telecommunications facilities aimed at obtaining improvements within the organization of the customer; Being the contact point for the customer and managing the overall relationship Maintains contact with existing and potential customers from the top business market about providing information about C&W’s possible product and service, negotiation of contracts and maintaining the relationship. Maintains contact with C&W central team and suppliers about product developments and possible new applications for customers. Maintains contact with the C&W central team and operations department on cooperation between the departments regarding projects and installations; the agreed SLAs and on the introduction of new products. Maintains contact with the departments Customer Service and Billing and Collection regarding service queries or billing / payment queries.