Senior Account Specialist (KAM)

A. ROLE PROFILE

Role Title: Senior Account Specialist
Reporting to: B2B Manager (LE)
Division: B2B & Wholesale 
Department / Section: B2B & Wholesale 

B. CONTEXT

Context: Enterprise business is evolving rapidly in Myanmar with customers upgrading to latest technologies and solutions available elsewhere. In order to keep pace with the changes, its important for U9 business to adapt itself through an agile and responsive team. A team that appreciates the customer requirements and offers relevant products and services to the end customers.

Purpose: B2B and Wholesale Department sets the strategic direction and runs the day-to-day operations of all B2B and Wholesale product development, marketing and sales activities. It focuses on selling integrated B2B and Wholesale solutions based on data-driven approach to pricing.

Key Account Manager (KAM) role will be responsible for sales and service to identified large accounts, ensuring maximum share of wallet from these accounts. The team member would be accountable for ensuring width and depth of product presence in accounts allocated to him. The role will also entail moving the account to a solution led account, differentiating from basic connectivity sales offered by other operators.

C. ROLE ACCOUNTABILITIES

Essential Job Functions

• Sell B2B product portfolio to Large enterprise customers basis customer segment and requirements
• Ensure U9 business has the maximum share of wallet in top identified Myanmar enterprises.
• Increase U9 business customer count as per companys business plans
• Upselling in every account and drive for maximum revenue.
• Drive business as per company ways of working funnel management, regular business updates
• Ensure customer requirements, including post sales are met
• Sell end to end solutions to Enterprise customers

Non-essential Job Functions

• Meet customers regularly as per company policies 12 accounts Sale plan/day including phone calls and 4 Face to face appointments/day.
• Meet senior most business representatives in a confident and convincing manner
• Strong presentation delivery skills
• Attend local company events, and network within the business community at every opportunity.
• Provide feedback to management on issues in the field including Client condition, market updates, competitor activity, pricing, marketing and product acceptance

D. KEY PERFORMANCE INDICATORS

• Achievement Vs Targets weekly/ monthly/ quarterly basis
• Revenue performance base on Gross Add and links
• Churn Control
• New customer accounts added
• product performance at account level
• Fixed connectivity - Solution sales mix

E. WORKING RELATIONSHIPS & DECISION MAKING

Interacts with:

Internal: Marketing, S&D, Digital, Product, Technology, Legal, Service Ops, Senior Management, Finance

External: Customer, IT, Purchase, Administration

Decision Making

• Vertical based product positioning
• Commercial recommendations basis competitive and overall market scenario
• Monthly account wise planning to ensure targets are achieved

F. EXPERIENCE AND QUALIFICATIONS

Minimum Experience & Essential Knowledge

• B2B experience 3-5 years in Myanmar market
• Outbound B2B sales experience
• Preferred experience in selling IT / related field
• Building account Relationship
• Strong communication and convincing skills
• Ability to learn technology knowledge fast
• Sales Planning and Forecasting
• Able to Speak English at a reasonable level
• Strong Negotiation skills
• Self-driven and result oriented

Minimum Entry Qualifications

Bachelors degree in Business Administration, Sales, Marketing, ICT, or a related field