General Manager - Indirect Channels Enterprise Business Unit at MTN

Job Description

• To lead MTN SA’s indirect and direct channels  strategies including account management operations, transforming the business into the premier solutions partner for SMEs in South Africa.
• To lead the MTN SA Enterprise business indirect channel development and optimisation across indirect and direct sales segments with dedicated account managers and verticals namely, large enterprise and public sector with a regional focus.
• Drive sales growth, market share expansion, and client satisfaction through the development and optimisation of indirect sales channels, including the integration of direct sales and account management functions.
• Build and own relationships with priority clients and industry leaders especially for specific industries.
• Build targeted and actionable plans to pursue key clients which includes client portfolio growth strategies.

Responsibilities
Strategy Development and Implementation

• Develop and execute on the business development strategies to achieve sales and market share targets within the large enterprise and public sector, focusing on indirect and direct channels with a dedicated team of account managers through efficient allocation of resources and managing priorities to deliver against set performance goals.
• Drive sales growth, market share expansion, and client satisfaction through the development and optimisation of indirect sales channels, including the integration of direct sales and account management functions.
• Hold overall responsibility for designing, developing and delivering the sales management strategic planning approach.
• Identify and capitalise on market opportunities and trends within the large enterprise and public sector to inform indirect and direct sales strategic planning and decision-making.

Business Operations Leadership

• Drive the development of the business pipeline by engaging with prospects, partners and key customers.
• Lead the development of segment and regional-specific messaging and collateral materials that effectively communicate the MTN value proposition for enterprise fixed solutions, could computing, security and IoT.
• Use data to produce forecasting models, metrics, reports, analyses and dashboards to drive key business decisions across the indirect and direct channel commercial, to influence both strategic and tactical decision-making.
• Partner with segment and regional sales leaders to drive core indirect and direct channel operations processes such as territory planning, quota development, sales performance management and sales incentive programs.
• Possess exceptional depth and breadth across all sales channels, view business issues from multiple expertise angles and leverage deep expertise to offer commercial propositions and solutions.
• Build and maintain accurate sales forecasts against key performance indicators for the direct and indirect sales teams and account managers.
• Collaborate with segment and regional sales leaders to identify and partner with strategic prospects, with an aim to converting them into clients.
• Oversee the sales solution team to ensure high-level execution at every stage of the pipeline development and sales process.

Financial Leadership and Cost Control

• Develop and manage the annual budget for the indirect and direct channels segment.
• Ensure weekly/ monthly/ annual sales targets for the indirect and direct channels are achieved
• Monitor financial performance, including revenue, expenses, and profitability, and implement cost control measures.
• Conduct financial analysis and forecasting to support strategic decisions and business planning.
• Identify and pursue opportunities to improve financial performance and achieve financial targets.

Product Leadership (End-to-End)

• Collaborate with product development, marketing, and sales teams to ensure product offerings meet market demands and customer needs.
• Drive innovation in product development to maintain a competitive edge in the market.
• Monitor product performance and customer feedback to inform product enhancements and new development.

Governance, Policies and Procedures

• Develop and enforce governance policies and procedures to ensure compliance with corporate standards and regulatory requirements.
• Implement risk management strategies to identify, assess, and mitigate business risks.
• Maintain accurate and transparent documentation of business activities and decisions.
• Conduct regular reviews and audits to ensure adherence to governance policies.

Stakeholder Management

• Engage with key SME segments stakeholders to build and maintain strong relationships.
• Represent the large enterprise and public sector segment in executive meetings and industry forums.
• Communicate effectively with internal and external stakeholders to align expectations and objectives.
• Manage stakeholder expectations and address concerns promptly and effectively.
• Develop partnering relationships with senior executives throughout the MTN SA Enterprise business unit building high levels of professional credibility and mutual trust and ensuring that internal clients have access to high-quality advice and guidance to support in delivering business strategy and plans.
• Engage with the Legal, Finance and Risk Departments within MTN SA to understand the regulatory requirements when developing products and services for SME segments, to ensure appropriate compliance across jurisdictions.

People Leadership /Management

• Lead, mentor, and develop a high-performing team of professionals within the SME segment, indirect and direct channels.
• Set integrated goals and objectives for the direct and indirect channel teams to achieve a future-focused, future-fit high-performing organisation.
• Foster a positive and inclusive work environment that encourages collaboration and innovation.
• Attract, develop and retain appropriate talent. Build talent by identifying and developing new leaders for the respective environment
• Manage diversity, develop, and embed an Employment Equity plan for the business area
• Set clear performance expectations and provide regular feedback and coaching to team members.
• Develop and implement talent management and succession planning strategies to ensure long-term success.

Qualifications

• Minimum of 4-year tertiary degree
• Masters/ MBA Degree preferred
• Fluent in English and language of country preferable
• Minimum of 10 years of sales experience with 5 years in sales leadership for the Indirect Channel vertical segment within the business
• 5 years senior management experience or more; with at least 3 years in relevant sector/ industry (understanding emerging markets advantageous).
• Work experience across diverse cultures and geographies is advantageous.
• Direct sales expertise and sales management experience - leading a team of sellers focusing on enterprise accounts.
• Experience in Market Penetration and business development