Manager - Key Account Enterprise Business Unit at MTN

Key Performance Areas: 

Task Complexity:                              

• Driving Profitable growth for MTN Business
• Team to achieve weekly/ monthly and annual sales targets 
• Build and maintain team to deliver on set targets and objectives
• Enable sales through internal operations by ensuring internal stumbling blocks are removed.
• Manage human resources effectively
• Increase solution selling by offering clients Value Added Services
• Grow monthly recurring revenue
• Achieve current year SOV and Revenue Targets
• Ensure we maximise on existing contract values
• Maintain customer base by ensuring client issues have been taken care of
• Limit churn and Increase Market Share
• Expand product offering to more customers
• Sell more value-added products into customer base
• Take business away from our competitors and reduce churn in our base

Ensuring a Culture of Operational Excellence;

• Accurate Planning and forecasting
• Provide input into operational and promotional planning which will ensure revenue growth within an allocated portfolio of accounts.
• Monitor growth opportunities through competitor activity scanning and feedback to business on such opportunities for further development.
• Recommend ways to exploit new opportunities to grow the business further
• Provide input into the fine tuning of processes, systems and support in line with changing work practices.

Account management;

• Maintain a thorough knowledge of commercial terms of agreements and manage and grow commercial relationships within assigned portfolio
• of accounts
• Management and maintenance of account plans and promotional plans for an assigned portfolio of accounts.
• Provide assistance with the end-to-end management of clients’ accounts under the RSMs supervision.
• Manage one or more allocated accounts in line with vertical regional / channel strategy and macro-plans as defined regional sales managers.
• Resolve escalated issues or escalate as appropriate.
• Implement innovative promotional activities in line with Marketing and channel objectives, requirements and guidelines.
• Increase MTN’s Brand presence continuously by increasing MTN influence within the allocated portfolio of accounts.
• Provide input into the forecasting of acquisition numbers, retention numbers and stock required for the allocated portfolio of accounts.
• Liaise with relevant areas to ensure delivery of SLA for the assigned portfolio of accounts (e.g. supply chain, billing, etc).
• Liaise with Marketing and Training to ensure provision of effective information and training as required.
• Provide regular feedback on competitive threats to MTN business and advise on product/service enhancement requirements.
• Provide feedback on MTN’s risk exposure regarding the financial performance of the allocated portfolio of accounts and provide recommendations as appropriate.
• Prepare reports on account performance as required.

Comply and understand margins according to EBU principles;

• Focus on providing Exceptional Client experience 
• Build and maintain solid relationships with all stakeholders.
• Provide on-going support to existing accounts and work actively towards creating new profitable revenue streams through new accounts.
• Ensure all customer queries are attended to and resolved within agreed SLA’s.
• Ensure that customer specifications are met and that the customer is satisfied with the end service and/or product.
• Consider the implications of actions to be taken for the customer / the effect of actions on the customer.
• Provide advice on the best approach to reach the best results.
• Ensuing appropriate governance and Quality Control measures 
• Utilize sound practices that comply with best practice, legislation or other regulations / parameters / guidelines.
• Maintain quality standards that will enhance the customer experience and cost efficiency.
• Work consistently according to standard operating procedures.
• Analyse situations and take necessary action to ensure quality is maintained.
• Seek feedback from clients/ stakeholders and continuously seeks ways of improving on quality and customer service standards.

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

Independent thought and Judgment:.

• Identify new opportunities that are profitable and sustainable
• Extent of support provided during negotiations of commercial agreements with assigned portfolio of Clients and prospects
• Negotiation for services offered by MTN to key accounts within approved rates and parameters
• Execution of actions agreed upon for the assigned portfolio of accounts
• Identification and recommendation of innovative ideas for POC or product development
• Setting objectives and targets for the unit
• Dissemination of information
• Customer relations, and the way in which account managers engage with customers
• Make retention-based judgement calls
• Budget management
• Account Plans

Minimum Requirements; 

Education:

• Minimum of 3-year degree or 3 year diploma in Commerce (Financial /Marketing / Communication) or related

Experience:

• Must have both - the sales skills and technical knowledge to make presentations and lead customer discussions to advance the sales process.
• Must have ICT (fixed) and Mobile experience 
• Minimum of 5 years’ experience in an area of specialisation; with experience in supervising/managing others. 
• Experience working in a medium to large organization 
• Strategic technical knowledge and can succeed as a leader and mentor in a demanding and rewarding sales environment.
• Strong sales leadership skills in a teaming environment. 
• Requires understanding of ICT buying cycles. 
• Developing customer relationships. 
• Understanding a broad range of company technologies and offering is required
• Strong skills in competitive sales and protecting the installed base as well as creating new opportunities is essential 
• Ability to understand customer needs and vision from a customer management perspective, match it against the full breadth of the company's value proposition, 
• and position it in a powerful way in order to generate budgets and close deals. 
• Must have the ability to deliver business value to the account and build on customer relationships.