Specialist: Key Account Sales

Job description

The Specialist: Key Account Sales at Bayobab Zambia is a strategic commercial partner responsible for driving revenue growth and managing key customer relationships across the fixed infrastructure wholesale segment. This role plays a critical part in expanding the company’s market presence by delivering tailored connectivity solutions to both internal customers (MTN Group OpCos) and external customers (3rd parties, e.g., global carriers, ISPs, MNOs, and digital players).

This role ensures commercial success through proactive account management, solution-based selling, and strong stakeholder engagement. It involves identifying new business opportunities, negotiating high-value contracts, and ensuring customer satisfaction while aligning with Bayobab Zambia’s broader strategic and operational goals.

Key Responsibilities

1. Strategic Sales Leadership

Drive the Zambia FibreCo wholesale business by capturing incremental revenue from both internal (MTN OpCos) and external (global carriers, ISPs, MNOs, digital players) customers.
Define and execute strategic sales plans to increase market penetration and customer acquisition.
Develop and maintain executive-level relationships with key clients, providing consultative support and thought leadership.

2. Customer Relationship Management

Manage the full customer lifecycle, from acquisition to post-sales support, ensuring high satisfaction and retention.
Lead the development of tailored solutions that meet customer needs and align with Bayobab’s infrastructure capabilities.
Conduct onboarding and education sessions for new clients to ensure optimal use of services.

3. Sales Operations and Delivery Coordination

Ensure timely implementation and delivery of sold services by coordinating with internal implementation and managed services teams.
Track and manage all customer transactions, ensuring accurate billing and timely revenue collection.
Monitor service delivery performance and resolve escalations within agreed SLAs.

4. Market Intelligence and Commercial Strategy

Monitor market trends, competitor activity, and pricing dynamics to inform sales strategy and product positioning.
Provide feedback to pricing and product teams to ensure competitiveness and relevance of offerings.
Contribute to the development of the wholesale business plan and commercial forecasts.

5. Cross-functional Collaboration

Work closely with technical, product, and finance teams to manage solutions, supplier relationships, and commercial terms.
Support procurement and capacity planning by providing customer demand insights and sales forecasts.
Collaborate with the credit team to ensure timely payments and manage customer credit exposure.

6. Performance Management and Reporting

Track and report on key account performance, revenue growth, and customer satisfaction metrics.
Provide regular updates to leadership on sales pipeline, market opportunities, and strategic account developments.
Recommend actions to improve sales effectiveness and customer engagement.

7. Professionalism and Continuous Improvement

Stay informed on industry developments, emerging technologies, and best practices in wholesale telecom sales.
Uphold the highest standards of ethics, professionalism, and customer service.
Continuously seek opportunities to improve sales processes, tools, and customer engagement strategies.
Any other duties assigned.

Education:

Grade 12 Certificate
Business/Marketing or equivalent professional Diploma
Degree is advantageous

Experience:

3 years’ experience in a sales environment, at least 1 Experience in Telecommunications
Experience working in a global/multinational enterprise with a good understanding of emerging markets
Demonstrated track record as a relationship builder
Corporate Sales & Marketing
Customer Relationship management
Products and services training
Key Account Strategies
Effective oral and written communication skills
Negotiation Skills

Candidates are mandated to answer the below on their cover page to the hiring Manager.

Values are the core of Bayobab Zambia’s culture. Our five values called ‘Live Y’ello’ is the force that unites and inspires each one of us to make an impact that matters in the world. So, tell us: Which one of our five Live Y’ello Values resonates most with you and why? (limit 250 words)

 Lead with Care
Can-do with Integrity
Collaborate with Agility
Serve with Respect
Act with Inclusion