Vacancies at IpNX Nigeria Limited

Reporting to: Territory Manager
Purpose of the Job
The Account Manager will maintain and grow the business and client base on an ongoing and project basis, will create and maintain relationships with existing and potential clients, develop strategic solutions and plans that best fit the business needs. Build and maintain productive business relationships with key decision-makers to understand the Customers’ strategic direction and identify opportunities.

Deliverables

• Expected Key Results Key Activities
• Maintain Strategic Leadership within Key Accounts
• Develop and maintain strategic long-term trusting relationships with high-volume clients to accomplish organic growth and long-term company objectives.
• Develop and implement marketing strategies and ensure that coherent and consistent strategies are employed in all serving and/or maintenance transactions and relationships.
• Interact with key decision makers, Initiate and bring forward strategic engagement plans to retain and grow business within key accounts.
• Provide an annual plan for increasing wallet share and winning new business within each allocated account.
• Develop and implement effective account strategies including relationship mapping, opportunity pipeline management and service offerings generation.

Accounts Maintenance.

• Maintain knowledge and awareness of competing products/services, discount and pricing structures, and overall strengths and weaknesses in order to determine how best to service and motivate key accounts to stay with the business.
• Maintain data and information relevant to key accounts for the purpose of conducting analyses that influence account-specific decision-making.
• Maintain, deliver and present forecasting models, metrics, reports, analyses, and dashboards to drive key business decisions within the Account.
• Maintain good public relations with current and prospective customers within the Accounts.
• Ensure that profitable sales volume and strategic objective targets are met for the assigned key accounts.
• Coordinate with relevant technical and service delivery teams to ensure excellent service delivery to the customer.

Effective Project Management

• Collaborate with the Customer Care and Resource Management teams to meet account performance objectives as well as the key accounts’ expectations through complimentary cross-functional efforts.
• Define project scope, estimate and write proposals, and work with stakeholders in the creation of project specifications
• and time plans.
• Identify and develop a target list of vertical markets to develop.
• Understand business objectives, challenges and opportunities of target and vertical markets.
• Responsible for framework vision, structure, and management while providing accountability, and development strategy.
• Develop innovative and/or differentiating products and services for the Region in collaboration with the marketing team.
• Prepare pricing documentation for the business’s products/services and secure appropriate approvals prior to sending commercial proposals to key accounts.
• Develop cross-selling relationships within assigned accounts and develop value propositions for differentiating product offerings.
• Collate and manage robust Industry data for analytics.
• Provide Management with the necessary sales reports, budgets, sales plans, and market analysis for the sector.
• Coordinate with relevant technical and service delivery teams to ensure excellent service delivery to the customer.
• Drive business opportunities that will give the organization a larger share of the Customers’ wallets within the sector.
• Lead database analysis to predict product usage, potential market penetration and new opportunities.
• Ensure timely response to client-initiated Requests for Proposal (RFP), Request for Information (RFI) and Request for Tender (RFT).
• Thorough Understanding of Customers’ needs
• Structure and support to account teams through management information, market insight, knowledge sharing and meeting preparation.
• Work with all internal departments to develop integrated solutions and expand the services the business provides to the end user.
• Maintain and develop prospective client and key strategic stakeholder networks.
• Develop integrated marketing strategies and tactical plans to meet and exceed the business goals and objectives.
• Generate and drive insight for internal and client audiences around media, brands, consumers, and experiences (support from Marketing Team).
• Business Development Understand and Lead the client’s account planning cycle and ensure that the client’s needs and expectations are met by the business.
• Grow and develop existing framework accounts and provide market research, analyses and insights into the latest industry trends.
• Provide strategic CSR thought leadership and expertise to expand business relationships.
• Influence cross-functional internal partners to create and execute effective research, analysis, and strategy.
• Represent the business at conferences, seminars, conventions, and exhibitions.
• Accurate reporting of relevant internal and external market information that may impact the business within accounts (e.g. competitor activity, account challenges, market opportunities etc.) and development of action plans to maximize an opportunity or minimize negative impact.
• Drive and participate in meetings and offer valuable ideas contributing towards the growth of the business.
• Understand industry trends and competition/competitor’s analysis for decision-making.
• Drive business engagements and initiate high-level meetings within the specific accounts.
• Educational Qualifications & Functional Skills:
• A bachelor’s degree in Sales, Business Management, Communications, Marketing, Customer Relationship Management, Business Administration or any other related field (2.2/Upper Credit)
• Ability to penetrate accounts and meet with stakeholders within accounts/sectors
• Capability to be a structured thinker with a strong analytical approach.
• Excellent research, problem-solving, and analytical skills, including excellent PowerPoint and Excel capabilities, with impeccable analytical and business judgment
• Understanding the local dynamics of the region
• Ability to bring intel that will lead to increased sales
• An expert understanding of best practice account management with the ability to implement both strategic and tactical initiatives
• Creative, upbeat and innovative and be able to effectively communicate key business messages to a diverse audience
• A proven track record in business development and client relationship management in a highly competitive, Business to Business (B 2B) environment