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Local Account Manager Paris

Fecha: 12-feb-2019

Ubicación: PARIS, FR

Empresa: Telefónica S.A.

AREA DESCRIPTION:

You integrate the local sales team of Telefonica Business Solution (TBS) France, which belongs to TBS multinational business unit. 
TBS France is a joint venture between Telefonica and Bouygues Telecom French telco operator. 
This  team is composed of local account managers, a bidmanager and a Head of Sales, it is responsible for winning and looking after TBS France biggest and most valuable multinational customers. 
Since launching in June2015, Telefónica Business Solutions has grown into a multimillion euro business, Sales is central to this success and we’re determined to make our team the best it can be. 
The team works closely with  the presale and post-sale teams of Bouygues Telecom based in France,  pricing specialists and other opertional support teams in Bouygues Telecom
Local account managers must also engage with  Global sales  in France within the Joint Venture and Bouygues Telecom, and with Telefonica most important partners present in France. 

 

MISSION:

The Local Account Manager maintains and expands relationships with strategically important large customers. Assigned to a limited number of customers, the Account Manager is responsible for achieving sales quota and assigned strategic account objectives. The Account Manager represents the value proposition for Bouygues Telecom, and leverages the capabilities of the Telefonica Group.
While leading the customer contacts, he/she will create a confidence & value creation based relationship rather than a transactional based relationship.

 

MAIN RESPONSIBILITIES:

BUSINESS :
- Lead a local account team made up of pre-sales, service managers,princing manager, experts, global sales team in France 
- Hit revenue and sales targets and other performance measures synergy with French Global sales team and other countries in TBS
-  Work with the local account team on strategy, approach and planning: build  and update solid local account plans and opportunity reviews
- Spot and create new opportunities to develop the existing accounts and prospects, make sure our customers take up as many of our value-added services as possible
- Negotiate and complete complex business deals, often face-to-face with senior customers
- Solve problems to help develop our business, guided by our drivers and objectives.
- Talk to, brief and manage executive sponsors across Telefónica and Bouygues Telecom when necessary
- Update regularly senior management on how the business is performing.
- Create contingency plans in case performance doesn’t reach the levels you expect
- Take responsibility for your personal development plan

CUSTOMERS:
-Work with customers at the most senior level to understand their objectives and what drives their business.
-Build a virtual support team including pre-sales engineers, Service Managers, pricing manager, technical experts,...
-Work with Global Account Managers to identify additional opprtunities 
-Make sure all your customers are happy with Telefónica & Bouygues Telecom

TEAM:
-Make the development of your virtual team’s sales skills a priority, all coaching is productive and
enjoyable so that team members perform at their best.
-Create, present and deliver account development plan
-Always log customer information on the appropriate marketing and commercial databases. This includes information like key contacts, revenues, bespoke projects, future opportunities for growth (pipeline), minutes of meetings and global account development plans.
-Follow and respect the bid process: bid qualification, financial proposal sign off, Legal evaluation, …
-Decide which global customers to prioritize and how to get to them with the team.
 

NATURE OF PROBLEMS:

Bouygues Telecom is a challenger on the Large Account BtoB market with very good success in the past years. The challenge is to make prospects aware of Bouygues telecom & Telefonica capabilities,to open new multinational accounts and renew contracts with existing customers and increase Bouygues Telecom's share of vallet

 

EDUCATION:

Business school BAC +4 /5 or  similar university degree

 

SPECIFIC SKILLS:

Good presentation and communication skills
Knowledge of following areas: Data network, voice and mobile services, Unified communication, Netowrk and Cyber security, 
Understanding of our market and  competitors
Understanding of business cases, analyze different financial scenarios and defend them

 

TECHNICAL KNOWLEDGE:

Basic IT skills
Microsoft Office: good knowledge of Excel or habilities to create clear/nice looking PPT presentation is a plus
Sales Force advanced skill is a plus
Collaborative tools Good understanding and usage of social media such as linkedin is a plus

 

EXPERIENCE:

6-12 years in sales preferably  in the telecommunication or IT ndustry

 

LANGUAGES:

French mandatory !!! English Fluent, Spanish knowledge is better, if possible another european language

 

If you join Telefónica

 

You join almost 100 years of history, you join a team of 106 nationalities present in more tan 35 countries. You join a team that works to connect people wherever they are. We are leading the digital revolution with the enthusiasm of the first day in all our businesses, creating the best digital ecosystem for our clients: network, IoT, cloud, security, innovation etc. Here, at Telefónica you count with everything you need to be the best you. We need people like you that wants to take this challenge of creating the Telefónica of tomorrow.

 

#WeChooseEveryone

 

Our diversity makes us stronger and competitive. There is a place for everyone as we are. At Telefonica we work over 125.000 people from 106 different nationalities, seize and this opportunity. We choose it all… and yes, we choose everyone.

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