Executive Head: Mobile Products at Vodacom

Role Purpose/Business Unit

• To define, evolve and execute the Mobile Voice & Data portfolio PNL to deliver best in class value and experience for our customers and revenue and profits for the business. The EHOD will be responsible for ensuring the profitable growth across verticals. Defining overall execution of strategy and definition of the action plan to achieve the overall targets.
• Drive continuous improvement in the performance of the portfolio across both customer experience and profit and revenue improvement opportunities.
• The successful candidate is a strong sales, product, customer obsessed and commercially savvy PNL owner, that thinks strategically and executes effectively. Required to lead the impact of Mobile market trends and activity across a diverse competitive landscape and our business strategy. The successful candidate must have the ability to translate data and insights into customer level execution plans with ease. The candidate must be a seasoned professional with extensive B2B knowledge, particularly in Large Enterprises, Public Enterprises, SME.
• They must be able to create a high-performing cross-functional team necessary to deliver against our strategy. The candidate must be able to navigate ambiguity and be comfortable to challenge the status quo across business units and support areas.
• This role will require establishing strong working relationships with the direct and indirect distribution channel for Mobile value propositions and products roll out.

Your Responsibilities Will Include
Strategy Formulation & Execution:

• Define and enable an omnichannel MOBILE Value Propositions strategy that will drive and enable the MOBILE Sales, Revenue, Customer Experience targets and objectives
• Clearly define the MOBILE target market and personas that will be targeted
• Translate Organisational strategy into meaningful operational targets and strategic focus areas for the business unit under management.
• Define and execute on the MOBILE propositions strategy & relevant sales, revenue and margin targets per distribution channel
• Identify and define Prioritisation parameters for the management of all MOBILE products, ensuring that the Prioritisation parameters are in alignment with the MOBILE and overall Business strategic objectives

IBRO Management & CVM

• Manage the mobile PNL through the IBRO (Inflow, Retentions, Base and Outflow Methodology)
• Manage Inflow volumes and revenues by target across all sales channels
• Drive Base and Retentions reveneues by target through the CVM practice, enabling accretive upgrades and retention of the existing base.
• Manage outflow (churn) revenues by target across integrated, RBD and APN portfolios.
• Work with and manage the CVM team and sales, across retentions, base and churn initiatives to make sure that we achieve all PNL targets across the entire CVM value chain

Sales & Distribution Management

• Work with the sales channels in the areas of Large Enterprises, Public Enterprises and SME’s
• Work with distribution in Direct Sales, Telesales, Retail Stores, Inside Sales, Partnerships, Digital Channels, etc. where applicable
• Set and manage sales targets through various channels on a day by day basis
• Present to customers and strategic partners on value proposition strategy
• Drive strategic deals with customers through new propositions developed to support PNL growth targets
• Develop strategic partnerships to scale the sales of developed propositions with channel partners and extract the required sales/revenues.
• Drive the closure of the first few deals of new propositions, to enable the sales teams to understand the USP and to scale the sales in the market
• Track and manage the weekly, monthly and yearly sales and revenue targets across all sales channels for MOBILE, working with the respective sales channels
• Develop a dashboard with all customer pipeline per channel, converted sales, in year revenue, revenue vs. budget, sales vs. budget, pipeline cover, velocity and conversion
• Track sales by product tower on a daily, weekly, monthly basis vs. targets
• Track the sales pipeline and in year revenue across all channels, working with the respective channels
• Run the weekly sales cadence to track MOBILE pipeline, sales and in year revenue targets through weekly reporting

Value Propositions Management

• Based on customer insights/needs, design and implement the proposition in line with MOBILE business strategy and sub-segment.
• Ensure that each proposition highlights its unique differentiation, benefits and advantages
• Grow the MOBILE business market share by sub segment (SME, Large Enterprise, Public Enterprose), in performance and revenue, by product/channel vs. budget Customer NPS by subsegment
• Drive revenue growth and market penetration together with the respective distribution channels to meet PNL targets
• Primary ownership of MOBILE value proposition and product strategy and interworking with distribution across all channels.
• Develop a deep research and customer Business Intelligence practice with Dashboards, weekly trends, competitor analysis, etc. to inform the Value Proposition strategy.
• Ensure successful MOBILE product roll out through partnerships with different channel owners.
• Develop KPIs and analytics to support pricing and P&L growth
• Manage sales and revenue execution of various value propositions across the various distribution channels, embed value propositions into the various channel sales plans
• Mobile Segmentation, insights, market/revenue share achievement
• National: Sales, Revenue & Margin achievement
• Distribution channels sales and coverage target achievement
• Customer Satisfaction scores for the segment ( NPS )

GTM Design

• Working with sales in defining channels to market
• Define the GTM strategy to achieve sales, revenue, profit targets
• Work with marketing in designing campaigns to drive the required demand
• Drive market awareness campaigns that position the MOBILE mindshare of Vodacom being the partner of choice for MOBILE
• Negotiate for marketing budget to launch particular propositions

Operations Management

• Work with terminals, the warehouse, etc. and manage operational delivery of stock to customers as per acceptable SLA’s
• Manage forecasting and procurement of devices with terminals to manage operational delivery following sales
• Track the operational turnaround times for Fulfilment, Assurance and Support, based on the defined journeys and address challenges were SLA’s are not met
• Drive the delivery of insights Dashboards and reporting that manages the entire IBRO analysis and provides reporting on a Day by Day, Week by Week and Monthly reporting.
• Drive reporting on the entire FAB process, keeping to fulfilment, assurance and billing SLA’s timelines.

Delivering Through People

• Oversee the activities of the team to ensure effective delivery of business outcomes.
• Supports and enables the team to succeed by encourage frequent knowledge sharing between team members amongst other enablement initiatives.
• Create fit for future organization capability through skills development informed by skill gap analysis in line with business strategy and ensuring that the identified skills gaps, are addressed through training.
• Develop a high performing team by embedding formal performance management process, informal coaching through continuous 1:1 performance discussion
• Embed the Spirit of Vodacom by living the Spirit behaviours and ensuring consistent Spirit engagement initiatives.
• When required, initiate disciplinary processes for team members calling on support from HR when required
• Resolve grievances raised by team members and escalate only if required
• Motivate team members and ensure that their efforts are recognised by using Vodafone Stars platform.

Stakeholder Management

• Collaborate, champion and enable effective leadership and cross-functional working relationships to create a unique, superior customer experience based on leadership practice. Connect and leverage the skills of various functional teams to generate synergy across all the different customer touch points
• Collaborate with industry vertical leads and teams on Sales Strategies and Plans to unlock growth in scaling industries and/or strategic accounts
• Present to customers/partners on Value Propositions to close strategic / high value deals
• Internal and External stakeholder engagement and partner management related to growth of segment
• Establish and monitor healthy, diverse internal and external relations and implement remedial actions where required, in the achievement of organisational goals.
• Develop and maintain key account relationships with channel partners, ensuring that channel partners are aligned to the customer experience expectations and to the sales partner strategy framework.

The Ideal Candidate For This Role Will Have

• B Degree/Equivalent in Sales/Marketing/Business/Commerce/Engineering or related field
• A Post Graduate Degree in Sales/Marketing/Business/Commerce/Engineering or related field an advantage
• Commercial degree, engineering, or equivalent qualification would be essential
• Masters degree in commercial, business would be advantageous
• 8-10 years’ experience in the Telco, ISP, or related ICT services industry.
• 6-8 years management experience
• 6-8 years sales experience in large enterprise
• Achievement of ambitious sales targets within changing internal environments and external market conditions
   

Technical Competencies

• Strategic mind set and out of box thinking
• Experience in solution selling within enterprise customers
• Experience in setting up and managing MOBILE distribution channels
• Strong track record in having taken MOBILE propositions to market with demonstratable results
• Deep understanding of the customer’s business, it’s market and industry alongside key decision-makers and influencers in account organisation
• Ability to translate customer’s objectives and strategy into relevant Vodacom Business propositions
• Robust understanding of account P&L
• Experience working in multinational matrix organisation
• Successful track record of managing multi- industry sales teams and demonstrate profitable revenue growth
• Strategic Thinking: Effectively delivers against assigned strategy, exceeding expectations. Translates strategy into clear areas of focus and priorities for
• In depth understanding of segmentation strategies and proposition management
• Effective Communication and stakeholder management. Must have the ability to influence and challenge decisions
• Analytical Thinking and Problem Solving
• Solid understanding of digital platforms to challenge and/or optimise output when required to drive high quality execution and improve business efficiency
• Proven track record growing a digital platform/capability in at least one area: Content, e-commerce, self-service adoption, data enablement, automation

Behavioural Competencies

• Customer Focus: Prioritizing customer needs and delivering excellent service
• Accountability: seeks feedback and identifies opportunities for improvement or innovation
• Collaboration: Actively fosters collaboration, seeks input and effectively partners
• Resilience: Actively seeks opportunities for growth, demonstrates a strong commitment to self-improvement and has a growth mindset
• Flexibility: uses various techniques to influence others (lobbies, approaches decision makers, finds sponsors)
• People Management: Ensure team work together to deliver on their responsibilities creating accountability and ownership
• Organizational Savvy: Demonstrates strong understanding of assigned strategy for the Business/ Function and creates strong team alignment to the strategy.

Closing date for Applications: 17 December 2025.