Manager - Commercial Modelling Consumer at MTN

Mission/ Core purpose of the Job:  

• To develop, implement and monitor the modeling framework for the consumer division in MTN SA, ensuring product feasibility and profitability, aligned with the customer centric model. The incumbent is responsible to ensure that new and current product pricing structure translates into revenue growth and market penetration.
• To define and drive the development and execution of the  modelling strategy, maximizing MTN SA’s growth, profitability and market share, and in alignment with objectives of MTN SA, enhance overall business strategy and related best practices.

RESPONSIBILITIES
Context: 

• Highly dynamic and fluctuating telecommunications industry
• Positioning of MTN as leading telecommunications player in the market
• Within the dynamic legal, regulatory and commercial environment of South Africa
• Highly competitive market with new and established competitors
• Fast moving industry
• Ongoing technology advancements
• Changes in customer behaviour
• Dynamic business environment
• Well established MTN Brand
• Key Performance Areas: 

Task Complexity:

• Operational Planning
• Reporting Analysis
• Provide analytical and statistical data and reports in support of forecasting, planning and budgeting, controlling, reporting and modelling of commission plans Consumer
• Perform ad hoc analysis.
• Partner with Finance in the compilation of sales force performance metrics.
• Assess effectiveness of sales compensation plan incentives by analyzing plan results, such as earnings vs. target plans, quota attainment distribution, pay to performance relationships, etc.
• Perform other ad hoc analysis and projects as needed.
• Assisting with the output schedules of the Quarterly re-forecast process
• Assist in writing and distributing quarterly incentive programs 
• Model compensation incentives and earnings scenarios for the Consumer Channel Model based on strategic business objectives and the financial forecast.
• Robust analytic drill-through: Explore the trends, correlations, and root causes behind performance with predefined and ad hoc query and reporting against data aggregated from multiple sources.
• Compile and submit all relevant commission schedules for sign off to relevant managers and submit to Finance for processing
• Manage the delivery of Post Implementation Reviews against business cases launched within 1 – 6 months of launch.
• Drive relationships with Internal and external stakeholders
• Prepare all business case presenations which will be presented in Strategic Governance forums for approval.
• Co-ordinate the value chain inputs into the modelling process as well as ensure smooth handover of outputs from the modelling process.
• Business, accounting and impact analysis of customer integration work streams – understanding current processes and target models.
• Drive best practice, continuous improvement and innovation at process and procedure level and ensure innovation to improve best practice
• Identify and explore innovative ways to report on the Channel performance and marketing mix
• Provide the required support in Accelerate initiatives, measurement and tracking.
• Be aware of and report any systems limitations or weaknesses that could lead to fraud or theft, and escalate same

Pricing Implementation

• Work with internal stakeholders and the broader Business Support team namely Product & Innovation,  Network Group, IS, Sales Teams,Regulatory  as well as  Consumer teams and Finance in the development and execution of product and pricing 
• Implement the strategy for all business cases in the organisation to ensure alignment  with MTN’s Business Plan and strategy
• Support pricing projects as required for commercial modelling and commission modelling purposes
• Communicate regularly and coordinate pricing initiatives, assumptions and input with Consumer Segment, Product, Finance & Regional Marketing 
• Consider the impact of solutions on other areas of the business, as well as the interdependency of units
• Support the pricing framework and methodology in the organisation
• Align with all tools and models to assess MTN SA’s key value drivers and provide ad hoc analytical support to assess key strategic decisions’ economic and commercial impact (e.g., major investments, disruptive products or pricing plans)
• Support Pricing teams in conducting research around product and business solution pricing 
• Ensure integration and consistency of product pricing across the various units within MTN SA to ensure cross-functional alignment.
• Act as an organisational Pricing Business Analyst and deal with queries and provide advice around pricing and commission 
• Manage pricing and commission requests as required
• Input into quantification of new revenue streams and ensure that they are value creative to the organization
• Consider the impact of solutions on other areas of the business, as well as the interdependency of units
• Provide the required input into the lodgement process to ICASA

Analytics, Reporting and Business Implementation

• Consider impacts to Price Plan profitability analytics, and financial impact of proposed changes, .
• Pricing/Revenue Reporting for respective Pricing portfolio . Monthly rate and traffic analyses, Device margins and profitability, etc
• Analyse and advise on insights from market trends to align recommended pricing strategies 
• Research and stay updated with pricing trends in the industry
• Consider local conditions, as well as competitor activity
• Constantly monitor and evaluate competitor activity and influence on product pricing, gaining an understanding of their pricing strategy and input into contingency plans
• Identify ways to research and assess competitive landscape in consumer markets to be considered in creation of product and solution portfolio
• Support Pricing and Product assumptions where necessary, with input to quarterly Revenue Forecasting and annual Budgeting process for Pricing portfolio.

Channel Development Analysis 

• Provide input into a feasibility commission model and assist in the development of the model for staff 
• Provide input into Operational Planning by channel managers
• Liaise with the internal customer to understand business needs
• Gather operational / financial assumptions from the functions and macroeconomic assumptions from Financial Planning or other relevant areas of the business area
• Understand rationale behind operational/ business / financial  assumptions and provide input/ challenge when required
• Ensure that there is agreement on the main modelling / scenario / business factors with relevant authorities
• Raise issues of risks to the business if required with the relevant parties
• Keep updated in terms of financial modelling trends and proactively recommend new tools/ frameworks
• Use the approved methodologies of MTN for financial modelling.
• Generate different options for the known financial modelling situation/ problem, evaluate possible methods to conduct modelling exercise, and select the most appropriate solution 
• Create sustainable financial model templates where necessary to avoid duplication and replication of similar models
• Support identification of main key economic value drivers to assess/ forecast in the modelling 
• Collate all required data to develop financial model

Develop financial models

• Properly store all financial models and assumptions
• Update all financial models when required
• Consistently apply business rules in modelling realized
• Analyse financial model end result
• Realize valuable analysis to extract main conclusions from modelling outcomes and to better support business decision
• Realize sensibility analysis, highlighting risks and opportunities
• Report and prepare business cases documentation and prepare formal presentations on the results of the models
• Present results to customers if required

Customer Satisfaction

• Ensure service delivery in line with needs of the business
• Understand customer needs and develop and fine-tune systems accordingly
• Put contingency plans in place to prevent delays and enhance the customer experience 
• Identify trends and patterns pertaining to customer requests and ensure continuous improvement as an important element of service delivery

Project Management 

• Develop and drive the execution of agreed projects 
• Drive the implementation, tracking, monitoring and compliance of Projects
• Contract management in line with Procurement Policies
• Co-ordinate project reporting
• Ensure effective implementation of the integrated project management model 

Risk management

• Business Analysis
• Perform Business Analysis MTN SA Business Analysis in line with the methodology and guidelines
• Identify ways to fine tune policies, processes and systems in line with changing work practices
• Determine, document, and review requirements for projects within the scope of the value stream or impacting processes and systems 
• Design, analyse and document workflow and make appropriate recommendations that will positively impact operational effectiveness
• Identify Business Improvement and Optimisation opportunities that will result in improvement of process performance 
• Ensure that benchmarking is conducted with other companies and organizations within and outside the industry. 
• Construct business cases for initiations proposed by the business. Research and consider best practice, local conditions, trends, as well as competitor activity
• Identify and implement innovative ways to use minimum resources to achieve maximum outputs

Supervisory / Leadership / Managerial Complexity:  

• Deploy and redeploy resources to get the work done
• Build and enforce a customer centric approach 
• Encourage and support collaborative teamwork 
• Build professionalism, loyalty and commitment to the organization
• Communicate actively and effectively resolving any potential conflicts that may arise
• Have the self insight and flexibility to adapt to different situations
• Manage boundaries that separate units in order to optimise workflow
• Living the MTN Brand – changing and influence employees behaviour 

Role Complexity:  

• Ongoing interface with all departments in the organisation to promote the goals of Marketing Support.

Lateral Dimensions: 

• Creativities (improvement/innovation inherent)  
• Apply market research in an optimal way to add as much value as possible to other areas of the business
• Proactive research and speedy communication of results and recommendations to the relevant areas to build a competitive advantage
• Recommend innovative solutions to enhance MTN performance
• Deploying and redeploying resources in the most effective way
• Make continuous improvements at system, process and procedure level
• Explore innovative ways to manage and build the MTN Brand through pricing structures
• Negotiation of best deals with vendors and service providers
• Establish sound relationships with all other business areas
• Identify innovative ways to use minimum resources to achieve maximum outputs
• Identify and exploit new opportunities to grow the business further
• Encourage continuous improvement
• Proactively seek information on business issues, particularly outside the Marketing Support unit which may impact on the unit 
• Implement cost-saving activities
• Vulnerabilities (control span) 
• Limited resources
• Evolution of technology
• Fluctuations in the market 
• Competitive activity
• Reliance on the stability and availability of systems
• Ineffective support from key stakeholders 
• Customer dissatisfaction
• Non-achievement of turnaround times
• Inappropriate processes resulting in delayed service to clients

Collaboration:  
Responsibility towards:  

• Direct reports: Managerial responsibility to the Commercial Modelling Analyst/s
• Matrix reports: None
• Key customers: Business Segment Management Team, Products and Services, Network Group, Sales Team, Regional Marketing, CLM 
• Key suppliers: Finance, Service Providers, Competitive Intelligence, Marketing Support Team Relations, etc.: 
• Discretionary Space:
• Independent thought and Judgment:
• Can set objectives for the unit
• Dissemination of information
• Implementation of Product pricing  and projects
• Vendor and Service Provider Management
• Budget compliance
• Resource allocation
• System, process and procedure fine-tuning and development to achieve business objectives Authorities:
• As per delegation of authority

QUALIFICATIONS
Minimum Requirements:
Education:

• CIMA qualied/ CA(SA) and/or B Com (Accounting, Financial Management) or relevant post-graduate qualification in a financial environment  
• Honours/Professional qualifications 
• Minimum of 4 year tertiary qualificationMasters advantageous 
• Fluent in English 
• Work Experience:Min 5 years of relevant work experience in a global / multinational business environment (understanding of emerging and mature markets advantageous)
• Manager experience, with at least 5 years in relevant sector/industryExperience in leading change / transformation (marketing) at an operational level advantageous
• Experience in continuous improvement through the implementation of best practices
• Worked across diverse cultures and geographies advantageous
• Training:Industry and company required trainingAny other specifications:
• Attitude of Innovation, inventiveness & thought leadership MS Office (Word, Excel, and Outlook) 
• Understanding of marketing processes in telecom industry 
• Worked across diverse cultures and geographies
• Understanding of waterfall and agile product development methodology as an advantage

Global Experience Standards (5)

• Minimum of 5 years’ experience in area of specialisation; with experience in supervising/managing others
• Experience working in a medium to large organization  

Training:

• Products and Services and Solutions
• Systems training
• Computer software training
• Project management
• Communication and Negotiation skills
• Assertiveness
• Finance