Job overview:

• growing revenues coming from the assigned to him/her portfolio of existing & prospect Major Corporate and Government Accounts of Telenor, in a profitable and sustainable manner;
• building and maintaining multiple relationships including VP/CXO level, identifying current and future needs and creating value for the customer;

Key responsibilities:

Sales Planning

• Search to uncover opportunities in every account from assigned portfolio;
• Prepare a sales plan for every account, be aware of potential setbacks and develop contingencies to overcome them;
• Update regularly the client relationship management tool and sales funnel;

Relationship Management

• Establish and maintain effective relations at different levels within each account;
• Attend relevant industry/customer events to meet and develop contacts;
• Set & strive to exceed customer expectations;
• Utilize adopted selling techniques to maximize the buying-in impact;
• Prepare and present in a professional manner the value offering;
• Aim for win/win deals;

Delivering results

• Focus on consistently renewal the contracts with existing customers.
• Meet/exceed voice/data related targets;
• Focus on profitability and revenues maximisation;
• Proactively seek opportunities to sell the entire suite of services to satisfy real customer needs;

In-depth Knowledge of Telenor brand value offering maintain a thorough knowledge of:

• the Telenor value proposition across all product lines;
• internal business rules and information provided through FL or emails;
• Adopted sales techniques;
• customer business operations, at least at industry vertical level;
• Competition offerings and how they relate to the Telenor ones.

Competences: The ideal candidate should possess

• High school, College Degree from Communication/Marketing or equivalent
• Minimum 1 to 2 year in a marketing and/or /business planning function
• 3-4 years successful B2B sales experience preferably in the mobile, fixed or internet/cloud
  • industry with a proven record of accomplishment in meeting quota and solution selling/account
  • management
• Excellent understanding of local market, trends and competition
• Fluent knowledge of English (Written & Verbal) required
• Proficiency with MS Office is essential
• Valid driver’s license
• Ability to travel

Personal attributes:

• Self-motivated individual who can think on their feet with little supervision
• Goal orientated with a proven track record of contract renewals with existing customers and over achieving sales targets
• Proven ability to sell value, as opposed to discounts, to hard negotiators
• Excellent verbal, written, presentation and interpersonal skills
• Impactful with C-level (executive) conversations and presentations
• Understanding of market behaviour, competition and business environment