Global Account Managers ? New York, NY
Manage the global customer relationship for between 10-15 Vodafone Multi-national customer accounts across Vodafone operating companies, affiliates and partners and drive profitable revenue contribution, customer satisfaction and increased market share from integrated product, service and mobile solution offerings.
Responsible for the strategic management of Vodafone Global Enterprise accounts and delivery of profitable, long term business of those accounts to Vodafone
? Identifies and pursues sales opportunities and leads which may come from meetings, clients, othersales force, vendors and others.
? Directs strategic account planning and leadership of 10-15 Vodafone Global Enterprise accounts
? Ensures account plans signed off following authorization process
? Analyses statistical data related to prospective clients? business and industry to identify market trends for global mobile products and services to assist with winning new customers.
? Evaluates customer preferences, pricing, product terms and conditions to ensure that client requirements are met; gather and analyze data regarding competitor pricing and products and ensure that Vodafone products and services fit customer requirements
? Formulates strategies to market for nominated Vodafone Global Enterprise accounts in conjunction with the Propositions and industry segments area
? Assesses customer and market trends and provides timely and accurate revenue forecasting.
? Drives accelerated revenue growth by identifying potential markets for new and existing products and services in targeted accounts
? Supervises others, assign work, establish and maintain schedules and integrate work into a coherent and quality deliverable.
? Delivers the necessary input to bid center to ensure on-time delivery of high quality bid proposals for managed accounts and prospects
? Develops partnerships on account strategies where there are customer or industry synergies and plans
? Works with Global Service Manager to optimize the customer relationship to assist in winning new accounts
? Develops an acquisition relationship plan for accounts
Ensures delivery of all financial targets including revenue, connections for voice and data, market share and net margin contribution
? Sets and manages all financial targets per account for national account managers for revenue, connections for voice and data, market share, net margin contribution, in conjunction with Vodafone Global Enterprise regional head.
? Sets and manages the P&L Vodafone Global Enterprise accounts and responsible for the delivery of the P& L
? Approves and accountable for setting targets and delivery of performance of nominated Vodafone Global Enterprise accounts
? Evaluates performance, risks in nominated accounts and revises plans where appropriate.
? Establishes appropriate relationships with Vodafone customers and leverages those relationships to win new business
? Key company liaison responsible for developing strong one to one long term relationships with key decision makers/ influencers up to C Level.
? Secure, manage and deepen the Vodafone customer relationship with the long term focus of expanding the overall footprint/ penetration and introduction of specific Vodafone Global Enterprise propositions as well as introduction of new products over an agreed time span
? Develops integrated and partnered sales, pre and post sales strategy for accounts which drive through all areas of the customers? business with Vodafone
? Ensures virtual team works collaboratively with all other functions within Vodafone to drive the Vodafone Global Enterprise agenda and ensure alignment with overall Group Marketing strategy.
? Maximizes internal network within Vodafone to get results for customers and to ensure effective problem resolution and problem management
? Works with Op-Co corporate sales areas and customer Fulfilment and delivery areas to ensure that international and national strategies are aligned, complementary and deliver to customers.
? Influences VF Account Sponsors, Op-Co Board and Group decision makers to secure appropriate resource and delivery to nominated customers within milestones and timeframes
? Provides input and feedback to line managers on people performance with responsibility for people management e.g. Head of Customer Service Fulfilment, Head of Pre and Post Sales
? Agrees and collaborates on reaching customer satisfaction target
Works collaboratively to ensure delivery of all agreed service requirements for nominated accounts
Provides direction by identifying customer requirements to VF , Op-Co and Partner Networks, agrees and ensure delivery of agreed service levels
? Provide leadership into the accounts on delivery of new propositions, products and services for the Vodafone Global Enterprise unit.
? Agrees and works in partnership to deliver performance targets set for service delivery
? Decides quality levels, functionality and capability of services for specific customers in conjunction with the Global Service Manager.
? Influences and collaborates on Group Marketing product development Strategy / IMP for nominated accounts specific propositions and pricing
? Develops outstanding customer behavior for specific customers within Vodafone using customer insight data and feedback to improve services
Inputs to decisions on new propositions, product mix and services for customers
? As part of Vodafone Global Enterprise team, responsible for representing customer view and insight for product decision mix and product and proposition mix roadmap for customers
? Introduces new products and propositions to key decision makers within the customer through relationship and stakeholder management at C level within all key customers. Understands up front through engagement at the right business level the customer?s strategic and operational issues.
Responsible for content of proposals submitted to customer, both in response to requests for proposal (RFP) and proactive (unsolicited).
? With the support of the Strategic Proposal Centre, actively participates in the development of high quality, strategic proposals which incorporate key propositions. Provides strategic message and information specific to the customer, to be incorporated into proposal.
? Responsible for any follow-up presentation associated with a proposal submission.
? Contributes to, oversees, reviews, approves and provides sponsorship for proposal efforts undertaken by Global Account Managers.
? Liaise with Vodafone Global Enterprise Regional heads and Global Director of Vodafone Global Enterprise as required for executive level sponsorship.