Nokia is a global leader in the Technologies which connect people and things. With state-of-the-art software, hardware and services for any type of network, Nokia is uniquely positioned to help communication service providers, governments, and large enterprises deliver on the promise of 5G, the Cloud and the Internet of Things. Serving customers in over 100 countries, our research scientists and engineers continue to invent and accelerate new technologies that will increasingly transform the way people and things communicate and connect.
MISSION
To lead and manage the Customer Team (CT) Airtel for Africa, to deliver Nokia products and services to the customer Airtel, manage customer satisfaction as well as achievement of Nokia’s key performance indicators.
As a senior sales professional, you will be responsible for the end to end and management of the CT including Sales, operations, stakeholder relationship management, internal processes including alignment with the CT team in India.
MAIN RESPONSIBILITY AREA
- Develop and sustain strong relationships with customer, including CxO level across the sub-region (beyond the CTO) to enable successful positioning and sales of Nokia products and services
- Be responsible for the business strategy as well as the coordination of Nokia contacts with the customer.
- Develop and articulate the overall sales strategy and lead account planning focused on key market segments and for the customer
- To maintain effective internal communications and networks with appropriate stakeholders and to galvanize support, maximize Nokia’s effectiveness and meet customer expectations
- Accountable for business execution, operations, post sales and managing the account including all internal processes (e.g. strategy, demand planning, project execution, sales and resource management
- Provides goals and strong leadership for the team of sales professionals working in the CT and ensures that they have the appropriate skills, training and knowledge to position and value sell Nokia’s products/services/solutions to our customer and that the CT works efficiently.
- Proactively provides CT cash collection and credit control
- Ensures compliance with Nokia risk management, SOX/policies, procedures and reporting for the account
- Controls OPEX, inventory and receivables of the CT
KEY COMPETENCIES
The role requires senior sales leadership skills, solid experience in handling an account/customer of comparable size and complexity.
Deep understanding of Nokia’s product & solution and overall telecommunications market, trends and related regulations
Strong Leadership skills to be able to lead the Account, Delivery & Sales Development teams
Strong negotiation, communication and good interpersonal skills
Experience with a multi-country operator, handling headquarter and opcos
Ideally previous experience in working with Bharti India or Airtel Africa
Manage a large P&L and Multi BG Sales and delivery teams.
Ability to have a good understanding of the customer’s business/competitive situation/strategy and an understanding of the drivers of customer profitability to drive Nokia business targets for the CT
Ability to build strong relationships with influential stakeholders in the market
Develop/execute strategies addressing all stakeholders
Influence buying decisions at the customer centrally on market-wide deals
Ability to provide leadership and guidance during critical deal making process and collaboration with BGs
Financial and risk management skills to support forecasting and the qualification of opportunities
Experience with contract management, financial terms and conditions
Good understanding of project management
INTERFACES AND REPORTING
Works closely with
- GCBT/CBT
- Pre-sales in BGs
- CO HoS across BGs
- Delivery in BGs
- Head of Technologies
- Strategy & Sales Ops
- Pricing Manager
- Legal
- F&C
- Customer CxO
- Customer procurement
Reports to
- Market Unit Head (Solid Line)
- Global CBT Head (Dotted line)
Qualifications
- At least 10+ years relevant experience
- Telecoms or IT background is a must
- Proven track record in business development
- Relevant university degree in telecommunications, technical, business or similar qualification.
- Strong leadership profile with presence and credibility in the market
- Systematic thinker and a winning mindset
- Having worked with the customer before and having a good network within the Indian market will be a huge advantage
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