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Key Account Manager

We share the same values

At Cellnex we are a multicultural and committed team with one purpose:
to foster progress and knowledge, enabling connectivity between people and their environment.

At Cellnex we like innovative people with a universal vision who can help us evolve
and give value to our clients, so that we keep leading our future.

We connect people.

 

For our commercial Business Unit MNO’s/TIS (Mobile Network Operators/Telecom Infrastructure Services) within Cellnex Netherlands we are expanding our team and are looking for an experienced:

Key Account Manager MNO

 

to lead the execution and deployment of all commercial activity with full dedication on one specific MNO. This role reports directly to the Deputy Country Managing Director/ Head of BU MNO TIS.

 

BACKGROUND FOR THIS SPECIFIC ROLE; DEDICATION TO TMNL

· TMNL is, due to the recent addition of Cignal portfolio to Cellnex NL, the largest (anchor) customer for Cellnex Netherlands;

· TMNL is being sold and as a result of that TMNL management time will have to be dedicated on TMNL organization. TMNL therefore needs to be able to have a smooth and trusting relationship with Cellnex to be able to focus on their priorities, core business and own organization.

· TMNL and Cignal have in place a complex MLA with regard to services Cignal will provide to TMNL. SLA’s (schedule 7), KPI’s and other conditions and commitments e.g. with regard to Replacement Sites and 180 Build To Suit roll-out, etc. agreed to in the MLA will need to be closely monitored and managed;

· TMNL and Cellnex have other existing contractual relationships through a number of MLA’s related to the various portfolio’s acquired by Cellnex over the course of the last 10 years;

· The merger of TMNL and Tele gives opportunity to harmonize and optimize remaining MLA’s which have not been served notice for by Tele2;

· Cellnex is constantly expanding its portfolio, with Build To Suit projects for e.g. KPN as well as exclusivity agreement with ProRail for Build to Suit on ProRail land. These projects will also benefit TMNL;

· The Cellnex and Cignal portfolios might have overlap and we will analyze if it could also benefit TMNL to move from one site to the other;

· To be able to service TMNL as best as possible, TMNL’s annual roll out plan will be carefully analyzed together with Cellnex to be able to provide timely solutions for TMNL;

· And last but not least Cellnex seeks to further develop the relationship together with TMNL and actively jointly look for other business opportunities that will bring value to both companies.

 

IN THIS ROLE YOU ARE RESPONSIBLE FOR

Customer relation

· Building and extending MNOs relationships by executing professional account management across various departments within the MNO organisation;

· Identifying customer needs following a consulting and proactive approach;

· Proposing to customer innovations that address their needs based on all available and potential Cellnex products and services portfolio;

· Leading (re-)negotiations with customer and reach contractual agreements, potentially simplification and harmonisation if and where necessary or possible;

· Maintaining customer relationship and monitor requests response time, SLA’s, KPI’s and all other contractual commitments and obligations arising from the various existing contracts in place.

Internal coordination with stakeholders

· Internally proposing pricing alternatives based on value creation, willingness to pay, alternatives and technical area costs and capex specifications;

· Elaborating Business Cases complying with Cellnex Business Rules;

· Leading internal discussions on a Business Case prior to the presentation to the client;

· Take, as principle contact, ownership and responsibility of the customer and ensure internal departments are informed and briefed on customer expectations and deliverables.

Account planning and development

· Responsible for annual the account strategy, annual sales plans, budgets and business plans.

· Keep up to date at all times of Customer roll out plans in order to be able to plan accordingly.

· Together with other internal commercial and marketing areas, Identify marketing requirements specifically for the MNO segment.

· Identify and create business opportunities which benefit the company as well as the customer.

· Ensure all customer contact and relevant documentation is available in the relevant tools such as Sales Force.

· Attend relevant industry events.

 

YOUR PROFILE

· You have an Engineering University Degree (preferably in Telecommunications);

· Supplemented with MBA specialization courses or comparable training and education (e.g. in Economic & Financial appraisal techniques);

· Besides your natural commercial talent, with good interpersonal skills, you are able to establish long lasting relationships and develop new contacts;

· You have followed Sales techniques training and know all intricacies of the sales profession;

· You will not manage a team, therefore you need to be a self-starter and a genuine doer.

 

YOUR EXPERIENCE

· A background in selling customized solutions and services to MNOs;

· Experience in small adaptive companies rather than with large telecom contractors;

· Experience in sales consulting approach;

· Access and capacity to deal with senior management and decision makers of Strategy, (B2B) Sales, Purchasing and (Network) Operations areas in Dutch MNO organisations;

· Acknowledgment in at least one service of Cellnex portfolio: Tower Colocation (TIS), DAS, MC/PN, Connectivity, Data Centres;

· Fluent in Dutch and English, spoken and written;

· Knowledge of Spanish is an advantage;

· Competences:

  • Creative thinking
  • Effective communication and leadership
  • Active listener and able to understand the clients’ needs
  • Teamwork and People Management
  • Goal-achievement orientation
  • Do-it-yourself attitude
  • Service and Business orientation
  • Systemic vision
  • Able to engage and share ideas with colleagues internationally within Cellnex from different cultures

 

WHAT WE OFFER

· Be part of a highly effective and multidisciplinary team within the fastest growing and main infrastructures and telecommunications operator in the European market;

· Join a dynamic organisation in the Netherlands with multiple chances to use and further develop your skills;

· Work in an environment in which personal and professional development is well promoted and customer orientation and teamwork are keys for success;

· A working culture that focusses on our commitment to sustainability and innovation;

· An new office in Utrecht where you will meet your colleagues and work in a dynamic and attractive environment on projects together;

· Flexible working hours and good travel conditions (company car, mobility plan, home office policies);

· Competitive salary and employment conditions;

 

INTERESTED?

Is this job profile exactly what you are looking for as a next step in your career? Let us know by sending your resume and motivation to: organization.nl@cellnextelecom.nl

If you would like some more information first, you are more than welcome to send us an e-mail.