General Manager: Multinational Sales at MTN

Mission/ Core purpose of the Job

• The General Manager is responsible for managing the centralised MNCs organisation within MTN Group Enterprise Business Unit, including sales, pre-sales and post-sales support. The role is responsible for the leadership, P&L, account relationship and team motivation of the MNC area by leading the development and execution of the to be formed MNC unit.
• The role will be responsible to manage a team of sales managers, including sales support, solutioning, service management and administrative support. This is to ensure that the sales targets for MNC accounts are met and prioritised, ensuring account satisfaction and NPS targets are increased. The General Manager will ensure account strategies and plans are in place and executed.
• The role will also supervise the Bid management resources ring-fenced to support MNC and Tier 2 / Tier 3 OpCo bids, ensuring prioritisation and qualification of bids and managing and coordinating the output delivered by the bid management team

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

• The General Manager: Multinationals Sales function will be accountable to achieve the following objectives:
• Devise overall MNC strategy in terms of unit mandate and implementation guidelines, taking other business head needs/ observation as input
• Provide oversight of all MNC activities, manage day to day operations and approve requests for sales training
• Coordinate account management strategies, including account planning and sales pipeline management for MNC accounts
• Coordinate and prioritise the efforts of the Business Development managers by identifying the right accounts to targets and providing strategic support
• Assist in institutional relationship development with the key MNC customers and seek executive management support and escalation when required to maintain or win large accounts
• Deliver against annual targets on Revenue and TCV while keeping operational expenses of team to budgeted levels
• Ensure the sales team is aware of and trained on the MTN product portfolio, sales promotions and sales communications
• Guide and assist subordinates articulate own role and accountabilities
• Shape the direction of multiple teams and enable talent to grow by creating opportunities in the sales and pre-sales environment
• Ensure the sales team is aligned to the MTN sales playbook and that the sales practices are aligned to the MTN way of selling
• Ensures Net Promoter Scores (NPS) for accounts are met/ exceeded
• Attract and enable sales talents to grow by creating opportunities in sales team
• Ensure sales teams are motivated and that accounts and opportunities are allocated to maximize revenue growth

Role Deliverables

• MNC sales and growth targets
• MNC accounts NPS score
• MNC account allocation to account managers
• MNC accounts account planning and sales pipeline
• Improved bid win ratio
• Commission scheme and individual revenue and TCV target setting
• Talent Acquisition and Development
• Career Development Planning

Role Dependencies

• Oversight of OpCo local account managers as support of the global account managers operating model
• MTN South Africa Bid Management team organisation

Job Requirements (Education, Experience and Competencies)

Education:

• Minimum 4-year Academic Degree (Commerce, Engineering, Computer Science)
• Post graduate qualification MBA/Masters (Economics, Engineering /Computer Science) preferred
• English, French and Arabic (as advantage)

Experience:

• 8+ experience in leading sales teams
• 5 – 8 years of proven sales success
• Experience with managing big and multinational accounts
• Experience in the telecommunication industry, selling both fixed and mobile products
• Experience with managing budget
• High commitment to results (self-starting, opportunity grabber)
• Proven experience in management of multi-cultural teams
• Knowledge and experience in mobile and fixed multi-country sales

Competencies:

• Good communication and presentation skills with the ability to influence
• High business acumen and strong execution skills
• Be able to work under pressure

Other:

• Regional and international travel