General Manager: Indirect Channels at MTN

To develop, lead and execute MTN SA Enterprise Business Indirect Sales strategy in order to achieve the sales and market share targets to drive business growth. To lead the MTN SA Enterprise business Indirect channel development and optimisation across all sales segments and verticals namely, Large Enterprise and Public sector with a regional focus. To increase market share and achieve business growth through carrying the responsibility of a sales and revenue targets and will be required to grow all existing and new indirect channels.

Key Performance Areas: Core, essential responsibilities / outputs of the position (KPA's)

Strategy Development and Implementation

•  Develop and implement the Business Development Strategy and annual Business Development Plan  for the Indirect Channels business to deliver superior sales performance through efficient  allocation of resources and managing priorities to deliver against set performance goals. 
•  Define the commercial vision, set the direction, and develop the go-to-market strategy for the  Indirect Channel business.
•  Hold overall responsibility for designing, developing and delivering the sales management  strategic planning approach. 
•  Participate in the development of the overall strategy for the Indirect Channel business by  providing input into initiatives that drive revenue and market growth.
• Driving Profitable Growth for MTN Business 
•  Ensure weekly / monthly / annual sales targets for the Indirect Channel are achieved
•  Direct appropriate resources to best opportunities to maximise returns
•  Achieve Indirect Channel market share targets 
•  Manage and reduction of Churn
• Focus on providing exceptional Client Experience
•  Ensure delivery of exceptional client experience for Indirect Channel
•  Conduct regular CSAT surveys to monitor client satisfaction across Indirect Channel 
•  Be the overall custodian for customer engagement across the segment 

Ensuring a culture of Operational Excellence

•  Develop sales strategy, i.e. sales tactics, messages, value proposition, for individual sub- segments, i.e. regions, sectors
•  Manage and develop Indirect Channel
•  Develop and execute sales effectiveness improvement programs.
•  Ensure education of sales channels.
•  Manage performance of channels.
•  Ensure accurate and timely sales forecasting process for Indirect Channel  
•  Ensure a balanced Indirect Channel organisation structure to enable better customer experience.
•  Ensure the right Indirect Channel enablement processes and procedures.
•  Ensure the CRM sales tools are kept updated and accurate for all Indirect Channel clients and  targets.
•  Provide on-time and accurate Indirect Channel reporting 
•  Continuously recommend incentive schemes to align the sales effort i.e. commission incentive  structure
•  Ensure that a process is in place for seamless handover between pre-sales / sales / operations  / finance etc.
•  Effective budget management

Instilling appropriate Employee Excellence 

•  Lead, develop and coach the Indirect Channel team on-the-job.
•  Improve the employee engagement through the GCA action plan.
•  Ensure the attraction, development and retention of Indirect Channel talent
•  Build a professional Indirect Channel team.
•  Ensure a culture of continuous evaluation and improvement.
•  Drive a culture of high performance, accountability, and consequence management.
•  Meet and exceed annual employment equity targets.

Leadership and Direction

•  Lead the definition and sizing of target market segments and regions, customer base and key  alliances and partnerships.
•  Identify, evaluate and structure key partnerships and alliances to ensure continued financial  health and maximum value creation. 
•  Manage complex enterprise contract negotiations, in cooperation with Segment and Regional sales  leaders and the legal services team.
•  Build and manage a highly talented solution sales team, focused on driving adoption and market  penetration.
•  Prepare and provide regular business reviews to the Indirect Channel business leadership  regarding strategic initiatives, segment, regional and overall sales performance against goals.  Highlight successes, challenges, roadblocks and actions.
•  Hold direct reports accountable for the achievement of business plans and take corrective  actions where necessary to ensure achievement of business objectives.

Business Development

•  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 Channel Commercial, to influence both strategic and  tactical decision-making.
•  Partner with Segment and Regional sales leaders to drive core Indirect Channel Operations  processes such as territory planning, quota development, sales performance management and sales  incentive programs.
•  Possess exceptional depth and breadth across all Indirect Channel offerings, 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.
•  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.

Education: 

•  Minimum of 4-year tertiary degree. 
•  An MBA or masters is advantageous.
•  Fluent in English and language of country preferable.

Experience:

•  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.
•  Strong leadership skills and experience leading a team of sellers focusing on enterprise  accounts.