Key Account Executive

Purpose of the Position

To develop, win, maintain, and expand relationships with Channel Partners across Ethiopia to continuously drive revenue growth (Acquisition and Retention). 

Key Accountabilities and Contacts

Internal:

Marketing, Commercial Sales, Customer Care, Customer Operations, Digital Enablement, Customer Value Management, Customer Experience & PMO, Strategy, CII, Legal, Regulatory, Finance, HR; BTD

External:

Retailers, Distributors, Decoder Manufacturers, Installers, Agencies, Hospitality Industry and other businesses.  

Key Performance Objectives

Sales Target'

• Ensure achievement of sales target
• Implement Sales plan
• Meet assigned sales quotas and cover designated targeted market segments
• Understand the business environment in which the company finds itself and assists in collating marketing information where necessary that might be useful for strategic planning efforts.
• Maintain awareness of sales activities in assigned territory.
• Give feedback of competitor’s activities and changes experienced
• Implement Sales plan within assigned territory

Development of New Markets

•  Identify business opportunities
• Prospect leads and initiate contact with the leads
• Supports supervisor in developing new market opportunities in the designated territory or market
• Maintain a database of sales leads and assign to the other team mates
• Identifying prospects and ensure adequate follow up to generate business opportunities.

 Development of New Markets

• Identify business opportunities
• Prospect leads and initiate contact with the leads
• Supports supervisor in developing new market opportunities in the designated territory or market
• Maintain a database of sales leads and assign to the other team mates
• Identifying prospects and ensure adequate follow up to generate business opportunities.
• Arrange markets with potential customers; challenge their objections to ensure their buy-in.

Strategy Formulation and Execution

• Manage the whole Channel Partner network in Ethiopia
• implement strategy and initiatives to grow the Channel Partners
• Achievement of Budgeted sales through Channel network
• Promote productivity of the field force
• Competition tracking and penetrate where competition exist
• Develop and maintains promotion programs
• Performs routine audits/satisfaction surveys 

Channel Management

• Implement/monitor Channel Partner Growth Strategy
• Identify Channel partners.
• Work with distribution partners to build sustainable channels, both depth and breadth to support subscriber growth expectations.
• Implement a channel enablement framework throughout all territories.
• Onboard new key account customers  

Budget Management

• Manage budgets and maintain accurate and up to date channel plans 

Relationship Management

• Develop a strong collaborative working relationship with the Channel partners.
• Respond quickly to requests, work collaboratively to solve business problems, and communicate regularly with internal and external stakeholders.
• Establish direct communication with channel partners, providing supports and advise. 

Reporting and Analysis

• Analyze the business and service performance, providing insight that will help Channel Partners and grow the business in accordance with set goals.
• Monitor competitive effects and trends in the channel
• Ensure that each report is accurate, concise, and timely.

• Bachelor’s Degree in Marketing, Business administration or management
• A minimum of 6 years in a commerce, business administration or sales and marketing leadership role
• Strong financial acumen and experience in channel partner management
• Deep sales & distribution knowledge

Functional Competencies

The incumbent is required to have the following functional competencies:

• Commercial Acumen
• Financial Management
• Negotiations Skills
• Customer Relationship Management
• Developing Value Proposition
• Product/Brand Knowledge
• Financial Management
• Risk Management
• Governance and Compliance

Behavioral Competencies

• Strategic Thinking
• Networking
• Risk Management
• Negotiation Skill
• Future Oriented