International Account Manager

Role Detail

Position Title: International Account Manager
Location: East Coast preferred, USA
Company: Vodafone US Inc.

Role Description

To manage global customer relationship for Vodafone Business International (VBI) accounts aligning operating companies, affiliates and partners and to drive profitable and long-term revenue contribution, customer satisfaction and increased market share from integrated product, service and mobile solution offerings.

Key accountabilities

Impact on the business

• Ensures delivery of all financial targets including revenue, connections for voice and data, market share and net margin contribution
• Establishes appropriate relationships with Vodafone customers and leverages those relationships to win new business
• Ensures virtual team works collaboratively with all other functions within Vodafone to drive the Vodafone Business International agenda and ensure alignment
• Works with OpCo corporate sales areas and customer fulfilment and delivery areas to ensure that international and national strategies are aligned, complementary and deliver to customers

Customers, supplier and third parties

• Key company liaison responsible for developing strong one-to-one long-term relationships with key decision makers/ influencers up to C Level.
• Supports new product, services and mobile solutions into account. Works in partnership with Customer Fulfilment and pre and post sales areas to ensure seamless introduction of new product services and propositions to accounts

Leadership and teamwork

• Leads the opportunity-driven account teams.
• Ensures customer representation at key VBI sounding boards such as Customer Advisory Board (CAB) and other key hospitality events (F1)
• Introduces new products and propositions to key decision makers within the customer through relationship and stakeholder management at C level within all key customers. Understands up front through engagement at the right business level the customer’s

Strategic and operational issues.

• Decides quality levels, functionality and capability of services for specific customers in conjunction with the Global Service Manager; ensures Service Improvement Plans are followed-up upon and that NPS targets are met.
• In conjunction with Marketing develops a go-to-market strategy as indicated in Account Plan based on an appropriate understanding of customer situation, its needs and industry trends.

Innovation and change

• Acts as Voice of the Customer within VBI to ensure that customers views and needs influence our marketing mix including product / proposition
• Supported by Innovation Workshops, introduces new products and propositions to key decision makers within the customer through relationship and stakeholder management at C level within all key customers. Understands up front through engagement at the right business level the customer’s strategic and operational issues.

Communication

• Actively participate in preparation of customer meetings designed for customer C level
• Liaise with VBI Senior Management as required for executive level sponsorship program

Typical Outputs

• Account Plan which is shared within Vodafone and ideally with customer
• Set-up long-term relationship strategy including involvement of Vodafone C-levels; this includes C-level briefings and de-briefings
• For each relevant opportunity a Winning Complex Sales (WCS) opportunity roadmap
• Regular Revenue Assurance to ensure all customer’s global revenues from all it’s subsidiaries are correctly reported
• Setup and maintain Share-of-Wallet report together with customer contracts and expirations (incl. competition contracts)

Core Competencies

• Deep understanding of the customer’s business, it’s market and industry alongside key decision-makers and influencers in account organization
• Ability to translate customer’s objectives and strategy into relevant VBI propositions

Key Qualifications

Essential

• 2 yrs+ successful global accounts/enterprise solution selling
• 6 yrs+ sales experience
• Demonstrated ability to influence at c-level
• University Degree
• Ability to lead and manage an international and distributed team.
• International – lived and worked abroad or worked in a global account management role for large amount of time.

Desired

• Ability to think strategically and drive sales transformation programs
• Deep work experience in Telecommunications / IT Industry
• MBA desirable
• Excellent communicator

International Account Manager