Purpose of the Job

• The Account Manager’s primary responsibility is to maintain and grow the business and client base on an ongoing and project basis.
• The role involves creating and maintaining relationships with existing and potential clients, developing strategic solutions and plans that best fit the business needs within the Lagos Island.
• The Account Manager will build and maintain productive business relationships with key decision-makers to understand the customers’ strategic direction and identify opportunities.
• The focus will be on growing and developing existing clients, exploring and driving business opportunities that will give ipNX a larger share of the customers’ wallets.

Deliverables
Expected Key Results:

• 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 to ensure coherent and consistent strategies in all serving and 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 on how to increase share of wallet and win new business within each allocated account.
• Develop a deep understanding of the client’s priorities, strategies, and ensure ipNX adds value across the broader organization.
• Develop and implement effective account strategies, including relationship mapping, opportunity pipeline management, and generation of service offerings.
• Maintain knowledge and awareness of competing products/services, discount and pricing structures, and overall strengths and weaknesses to best service and motivate key accounts.
• Maintain data and information relevant to key accounts for analyses influencing account-specific decision-making.
• Provide 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 profitable sales volume and strategic objective targets are met for the assigned key accounts.
• Co-ordinate with relevant technical and service delivery teams to ensure excellent service delivery to the customer.
• Collaborate with Customer Care and Resource Management teams to meet account performance objectives and key accounts’ expectations through cross-functional efforts.
• Define project scope, estimate, write proposals, and work with stakeholders to create project specifications and time plans.
• Identify and develop a target list of vertical markets for business development.
• Develop innovative and 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 necessary sales reports, budgets, sales plans, and market analysis for the sector.
• Drive business opportunities to increase the organization’s share of the customers’ wallets within the sector.
• Understand and drive the understanding of clients within the account and have a thorough understanding of how to manage and grow relationships between ipNX and the client for opportunities and profitable growth.
• Work with internal departments to develop integrated solutions and expand the services provided to the end-user.
• Generate and drive insight for internal and client audiences around media, brands, consumers, and experiences.
• Drive the understanding of customers’ needs and provide solutions that answer their needs and wants.
• Dedicate time to relationship affinity, exploring, understanding, and determining customer needs and provide solutions to meet identified customer needs, utilizing various support functions within the organization.
• Provide useful feedback to management on the perception of customers about procedures, service delivery, and quality of products and services.
• Build and maintain productive business relationships with decision-makers to understand customers’ strategic direction and identify opportunities.
• Oversee formal funnel/pipeline management and diligence on proactive and reactive opportunities.
• Coordinate, facilitate, and oversee the achievement of the budget for specific accounts.
• Participate in the strategic account planning process to decide upon specific financial targets, performance objectives, account management standards, and critical milestones.
• Drive new business growth and maximize revenue generation across ipNX’s products.
• Lead new business pitches and be responsible for the effective onboarding of new clients.
• Ensure all clients are onboarded appropriately, including required documentation completeness and accuracy.
• Achieve performance targets for specific accounts and the allocated sector through partnerships within the industry and region.
• Demonstrate (Key Competencies):

Educational Qualifications & Functional Skills

• Bachelor’s Degree in Sales, Business Management, Communications, Marketing, Customer Relationship Management, Business Administration, or related field (2.2/Upper Credit).
• Ability to penetrate accounts and meet with stakeholders within accounts/sectors.
• Structured thinker with a strong analytical approach.
• Excellent research, problem-solving, and analytical skills, including excellent PowerPoint and Excel capabilities.
• Understanding of the local dynamics of the region.
• Ability to bring intel that will lead to increased sales.
• Expert understanding of best practice account management with the ability to implement strategic and tactical initiatives.
• Creative, upbeat, and innovative with effective communication skills.
• Proven track record in business development and client relationship management in a highly competitive Business to Business (B2B) environment.

Work Experience:

• At least 5 years of Key Account Management experience.
• 5-7 years of experience in managing strategic accounts.
• Proven experience in driving opportunities through to revenue.
• Strong commercial acumen in managing pipeline and coaching teams through the sales process.
• Strong knowledge of Pursuit or another relationship/sales methodology.
• Exhibits sound business judgment, ability to influence others, and a proven track record of data-driven analyses.
• Experience working in large matrixed environments with cross-functional collaboration.
• Experience in the region and selling various product portfolios.
• Experience in strategic Key Account planning and building strong relationships with Key Accounts stakeholders.
• Leadership experience with a strong business acumen and knowledge of the technical market landscape.
• Experience in Client Management & Growth Strategies of an assigned portfolio of clients.
• Proven results in successfully closing new business, ideally selling to blue-chip companies in the region.

Other Requirements:

• Customer Focus
• Tech-savvy
• Action orientation
• Drive results
• Cultivate Innovation
• Ability to optimize work processes
• Resilience
• Self-Development
• Nimble Learning
• Ensures Accountability
• Develops Talent
• Drives Engagement
• Drives Vision & Purpose
• Excellent Decision Quality