The Commercial Manager is responsible for revenue generation in assigned accounts through developing multi-tiered relationships using a consultative sales approach. This involves understanding the customers’ business needs and providing professional account management in the creation and execution of an account plan which meets the annual targets for sales, revenues, profitability and customer satisfaction. The Commercial Manager is also responsible to create appropriate propositions including pricing in pursuit of company goals.

Responsibilities
• Ensure customer intimacy by building and nurturing vital business relationships with influencers within named accounts in line with strategic account plans
• Develop a pipeline of opportunities which are systematically qualified, by managing the accounts decision-making process to ensure closed sales
• Prepare, present and negotiate, solutions, specifications, and proposals in a professional format in order to secure value accretive deals. This includes building business cases and pricing in support of the proposals.
• Consistently achieve quarterly and annual sales objectives through securing signed tenant licenses, contract renewals and additional business
• Provide accurate and timely account pipeline reports forecasts and inputs for the budgeting process.
• Exercise thought leadership at company level to demonstrate an understanding of the customers’ business strategies
• Develop and coordinate a contact strategy, primed by yourself, between ATC and the customer
• Advocate on behalf of the customer with the ATC account team and relevant cross functional departments
• Proactively resolve all issues and disputes internally and externally to drive completion of customer collocations and build to suits
• Effectively position ATC in the mind of the influencers to achieve long term business growth through appropriate engagements and thought leadership
• Ensure effective cross functional teamwork in a multinational matrix environment

Person Specification
Education, Training, Skills & Experience Qualifications
• An understanding of the needs of telecommunications business in Uganda
• An ability to exercise “thought leadership” throughout customer organizations, ATC and to lead and manage a virtual account team, while motivating others to achieve targets
• An analytical thinker who can plan/execute action to exploit sales opportunities
• An active listener who present compelling business cases at CxO level for capital investment and sales opportunities
• Experience in interfacing with internal and external customers at all levels
• An understanding of the key links between reporting data, forecasting, business development and customer satisfaction.
• Excellent customer service, organizational, written and verbal communication
• skills
• Proactive, detail orientated, self-motivated, able to work in a team and independently
• Able to influence and motivate others and work with the utmost integrity Education and

Experience
• University degree required
• Valid driver’s license
• 7 years consultative selling and account management
• Technical, ICT knowledge or wireless networking preferred
• Computer literate (MS Office)