Job Summary
Lead and oversee the sales and management of wholesale accounts, focusing on bandwidth services and MVNO partnerships. Responsible for driving revenue growth, fostering strong customer relationships, negotiating contracts, and managing key accounts across these two critical areas. This role involves strategic oversight, team leadership, and collaboration with other functions to ensure successful execution of the company’s sales and account management strategies.
The Day-To-Day Activities
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Wholesale & MVNO Account Strategy:
- Develop and execute the sales and account management strategy for both wholesale services i.e. bandwidth, network infrastructure, bespoke connectivity services and MVNO partnerships.
- Identify new business opportunities within both the wholesale and MVNO markets and ensure alignment with overall company objectives.
- Manage and grow relationships with key wholesale clients and MVNO partners to maximize account growth, profitability, and customer satisfaction.
- Lead and inspire the account management team to meet and exceed sales targets for both wholesale and MVNO services.
- Establish clear sales goals, KPIs, and performance targets for the team, and provide guidance and support to ensure those goals are met.
- Monitor and track account performance and adjust sales strategies as needed to ensure success.
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Account Relationship Management:
- Oversee the day-to-day management of key accounts, ensuring exceptional customer service and timely resolution of issues for both wholesale and MVNO clients.
- Build and maintain strong, long-lasting relationships with senior decision-makers and key stakeholders at customer organizations.
- Act as the primary point of contact for key accounts, ensuring they receive personalized, high-touch service.
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Contract Negotiation & Renewal Management:
- Lead the negotiation of contracts, terms, and pricing for both wholesale and MVNO agreements, ensuring mutually beneficial terms and compliance with regulations.
- Manage contract renewals, ensuring seamless transitions and identifying opportunities to upsell or expand service offerings.
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Collaboration with Product & Pricing:
- Work closely with the Head of Product & Pricing to ensure that the account management team is equipped with the latest product offerings, pricing models, and market insights.
- Ensure that the account management team is well-versed in product updates and able to communicate the value proposition of wholesale and MVNO services to customers.
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Team Management and Development:
- Manage a team of account managers, ensuring that they have the resources, support, and training necessary to be successful.
- Foster a culture of collaboration, accountability, and high performance within the team.
- Provide coaching and development opportunities to team members to help them advance in their roles and contribute to the success of the business.
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Cross-Functional Collaboration:
- Collaborate closely with the Heads of Product & Pricing, Wholesale Operations, Pre-Sales, and Business Planning to ensure smooth execution of contracts and successful delivery of services.
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Reporting and Forecasting:
- Develop and present regular reports on account performance, sales progress, and customer satisfaction to senior leadership.
- Provide sales forecasts and pipeline updates to ensure alignment with business planning and financial goals.