LANDOLPH SCHUTZ
Valmary park Durbanville
Summary
Enterprise Sales Executive with 20+ leading multinational telecom and ICT revenue growth across enterprise and global accounts, with accountability for strategic client portfolios, executive stakeholder engagement and high performing sale teams. Proven track record of achieving financial targets (R80-R100million per annum targets) and enhancing customer satisfaction. Expertise in mobile telephony, network management, and market research supports a deep understanding of corporate telecommunications needs. Career goal: To continue as Head of Sales driving business growth by applying comprehensive knowledge of national and international telecommunication trends. Results-driven Sales and Business Development Professional with extensive experience in Mobile and ICT solutions. Delivered significant business growth through strong technical expertise and strategic thinking, while managing high-performing teams and fostering long-term client relationships. Demonstrated adaptability and self-motivation, leading efforts to analyse challenges and implement effective solutions that enhance business performance.
Overview
34
34
years of professional experience
Work History
Senior Sale Consultant
SwiftTech
Durbanville
06.2023 - Current
- Sales consultant for SwiftTech Globix
- Sales Training to SwiftTech team
- Advised customers on product range, price, delivery, warranties and product use.
- Gathered customer feedback on products and services, informing improvements and innovations.
- Actively participated in weekly sales meetings, offering insights and strategies to drive sales forward.
- Studied competitors to identify next strategies and areas requiring improvement.
- Monitored sales performance metrics to identify areas for improvement and action plans.
Senior Manager – Global Account Manager
MTN Group MANCO – GROUP ENTERPRISE BUSINESS UNIT – Large Enterprise Division
02.2018 - 04.2022
- Increased the wallet share by (25%)managing a group of selected global MNC accounts throughout their lifetime with MTN (existing and potential prospective clients)
- Maintained and grew the account base by managing 12 account managers in 9 countries by ensuring service delivery and customer satisfaction alongside a diverse team (sales, pre-sales/solution architects, and service managers)
- Delivered account planning and management pipeline through the use of statistical data related to clients and industry trends
- Defended accounts through understanding competitive intelligence and understanding customer’s needs
- Cross-sold and up-sold existing clients to grow account revenues and wallet share
- Closed new accounts by pursuing sales opportunities and leads
- Delivered on all financial and operational targets
- Manage interaction with Local Account Managers and other virtual team members across all relevant functions
- Managed organisational resources to meet administrative and operational needs whilst adhering to budgetary guidelines and meeting quality and schedule demands.
- Managed crisis situations, mitigating risks and maintaining business continuity during challenging periods.
- Managed budgets and financial planning, achieving cost savings without compromising on quality.
- Monitored staff performance and developed improvement plans.
Key Account Manager – Direct Sales – Key Accounts
MTN Group MANCO – GROUP ENTERPRISE BUSINESS UNIT – Large Enterprise Division
01.2015 - 01.2017
- Managed a portfolio of 10 Key Accounts throughout their lifetime with MTN.
- Be fully responsible and accountable for the managed accounts and resources revenue targets of between R5m and R15m per annum.
- Ensured account planning and manage pipeline through the use of statistical data related to clients and industry trends
- Ensured delivery of financial and operational targets
- Partner with bid management organization to build out detailed RFP responses and contract development
- Developed and maintained strong long-term relationships with the key account decision-makers
- Work collaboratively to provide direction on the service relationship for the nominated account
- Remain responsible for quality bid and proposal management, identifying and reporting on key risks and issues
- Developed relationships to guarantee understanding and involvement in the connectivity RFPs issued by his/her managed accounts to increase the chances of conversion for MTN
- Interlocked with supporting departments to ensure billing customer service centres are supporting the nominated accounts.
- Incorporated retention policies into the sales cycle
- Maintain a level of product knowledge under corporate differentiators
- Develop promotional plans and ensured measurement at the account level
- Developed and implement account strategies
- Met budgeted sales targets through new and existing account penetration
- Conduct customer needs analysis and action recommendations including Account analysis, usage patterns, and optimizations
- Develop existing accounts to their maximum by introducing market and industry solutions
- Ensure accountability and ownership of the customer relationship through supervision and consistency
- Ensuring key account management principles are applied to the business customer as a retention and acquisition tool
Senior Account Manager – Direct Sales – Large Accounts
MTN Group MANCO – GROUP ENTERPRISE BUSINESS UNIT – Large Enterprise Division
03.2008 - 12.2014
- Managed a team of 8 Account Managers throughout their lifetime with MTN (existing and potential prospective clients) and across and beyond MTN footprint
- Took full responsibility and accountability for the managed accounts and resources revenue targets
- Ensured team account planning and manage pipeline through the use of statistical data related to clients and industry trends
- Revenue growth, account planning, pipeline management, MTN account decision-making and relationship maps, as well as customer service and satisfaction
- Senior Account Manager of the year
- Consistent achievement of monthly/annual target
- Consistent achievement of quarterly sales awards
Corporate Account Advocate
Dimension Data
01.1998 - 01.2008
Key Account Manager
Xerox
01.1992 - 01.1998
Education
Higher Teaching Diploma - Teacher
OUDSHOORN TEACHERS TRAINING COLLEGE
Knysna01-1984
Senior Certificate (Matric) - High School Student
Knysna High School
01-1980
Skills
- Strong negotiator
- Relationship development and management
- Collaborative Mindset
- Change Agent
- Excellent at networking
- Team orientated
- Proactive
- Innovative
- Customer centric
- Integrity-based value system
- In-depth understanding of corporate telecommunications needs and existing solutions
- Knowledge of national / international telecommunication trends and requirements
- Business sales and market methodologies
- Key Account management
- Risk management
- Financial management
- Understanding of ROI
- Human Resource management
- Mobile telephony and communications
- Customer retention strategies
- Target achievement focus
- In-depth account management knowledge
- Terrestrial Broadband
- Cellular Technology
- Network Management
- Project Management
- Client Liaising
- Customer relationship management
- Sales strategy development
- Data analysis
- Market research
- Deal closing strategies
- Sales forecasting
- Contract negotiation
- Presentation skills
Accomplishments
- Over-achieved target 4 years in a row
- MTN Senior Account Manager of the year 2009, 2012, and 2014
- Crucial Conversations Facilitator (with Group L&D) (2014)
- Crucial Accountability Facilitator (with Group L&D) (2014 - 2015)
- Consistent implementation and achievement of strategy into tactical plans for segments and teams nationally and multi-nationally (2008-03-01 to 2022-04-01)
Languages
English
Afrikaans
References
- Tumi Chamayou, Group Executive (MTN), 083 200 5772
- Magatho Mello, GM: Global Account Management (MTN), 083 212 8166
- Clayton Codd, Senior Manager: Global Accounts - Team Lead, 083 209 0192
Custom Section
- LAMP
- Winning Account Strategies
- Strategic Account Plans
- Crucial Conversations
- Crucial Accountability
- Handset Manufacturer Training
- MTN Product Training (Mobile and Fixed)
- Selling Skills
- Presentation Skills
- Negotiation Skills
- PC (Microsoft) Courses
- Effective Key Accounts Management
- Project Management
- Cisco Fundamentals (Torch Telecoms)
- MTN Network Solutions training
- Network Fundamentals training
Timeline
Senior Sale Consultant
SwiftTech
06.2023 - Current
Senior Manager – Global Account Manager
MTN Group MANCO – GROUP ENTERPRISE BUSINESS UNIT – Large Enterprise Division
02.2018 - 04.2022
Key Account Manager – Direct Sales – Key Accounts
MTN Group MANCO – GROUP ENTERPRISE BUSINESS UNIT – Large Enterprise Division
01.2015 - 01.2017
Senior Account Manager – Direct Sales – Large Accounts
MTN Group MANCO – GROUP ENTERPRISE BUSINESS UNIT – Large Enterprise Division
03.2008 - 12.2014
Corporate Account Advocate
Dimension Data
01.1998 - 01.2008
Key Account Manager
Xerox
01.1992 - 01.1998
Higher Teaching Diploma - Teacher
OUDSHOORN TEACHERS TRAINING COLLEGE
Senior Certificate (Matric) - High School Student
Knysna High School