Manager of Sales at MTN

Mission

• This role involves positioning and promoting the company ICT value proposition in the Gauteng Region, leading  partner account managers in the development and expansion of opportunities and reinforcing existing relationships.
• Executes the sales strategy and tactics that maximize the company opportunity within the customer environment. 

Key Tasks: 

•  Driving profitable Growth for MTN Enterprise Business
•  Develops and executes sales strategy and tactics that maximize the company opportunity within the customer environment. 
•  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
•  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
•  The Manager Sales will be responsible and accountable for an annual sales revenue target with significant growth in   subsequent years.
•  Along with sales planning, this position is responsible for accurate sales forecasting.
•  He / She must have both the sales skills and technical knowledge to make presentations and lead customer discussions to   advance the sales process.
•  He / She must be able to lead virtual teams responsible for the delivery of customer success, customer satisfaction. 
•  Assist the company in shaping the future value proposition by creating unprecedented value and opportunity for defined ICT customers. 
•  Build relationships within all layers of these accounts. 
•  Sales planning including developing and execution of business plans, as well as tracking of milestones.
•  The Manager: Sales will be responsible and accountable for an annual sales revenue target with significant growth in   subsequent years.
•  Will manage a Team of AM’s (level 2 roles)
•  The role will be responsible for recruitment and enablement of partners via the PAM.
•  Managing high performance sales team to ensure we increase share of wallet within our partners.
•  Grow active partner base in region,
•  Drive the value and volume fixed line sales strategy to increase market share in all segments.
•  Be responsible for end to end onboarding and enablement of fixed partners in the region. 
•  Work with sales teams to have Partner Account Plans and manage partners on a quarterly basis to ensure that they are   tracking against their targets. 
•  Engage with C Level with key partners to ensure that there is organisation alignment and key stakeholders.
•  Coach and mentor PAM’s in driving right activities, and meeting sales and revenue targets.
•  Ensure that the GP Fixed line business, has 4x pipeline cover and 100% accurate forecasting. 
•  Manage and drive sales / revenue seasonality to ensure business is always positive.
•  Manage credit notes and cancellation, by ensuring PAM’s manage the partner expectations.
•  Engage all divisions of business to ensure that Turn Around for partners for quotes, delivery and service managed is within   SLA>
•  Work on continuous business improvement strategy with internal stakeholders to ensure MTN is best partner network.
•  Ensure that the right products and solutions are available to go market with, work with sales teams to gather competitive info   so we are always aligned to market.
•  Run sales incentives to drive sales with partners. 

Focus on providing exceptional Client Experience

•  Ensure delivery of exceptional client experience  
•  Conduct regular surveys to monitor Client satisfaction
•  Ensure a good customer experience at all times
•  Assist and resolve billing issues
•  Assist with customer call tickets 
•  Assist with internal departments ensuring a good overall customer experience

Ensuring a Culture of Operational excellence

•  Planning and Delivery of a business plan
•  Alignment of all Sales activities undertaken in the unit 
•  Achieve forecast accuracy
•  Provide input into reviewing organisational activities and assist in recommending corrective actions if necessary
•  Implement the action plans from the Sales strategy and ensuring efficiency of process in all areas
•  Provide feedback on the impact of solutions on other areas of the business, as well as the interdependency of units
•  Ensure continuous improvement and innovation at process and procedure level within All MTN Business operational   departments
•  Implement methods, systems and procedures to enhance effectiveness and meet departmental goals

Operations and service enhancement 

•  Input into the Sales strategies for the implementation thereof 
•  Define, implement and input into identifying ways to fine-tune operational support methods to enhance effectiveness and meet   departmental goals
•  Identify and evaluate areas of improvement within the Sales department, identifying possible solutions to address deficiencies   and implementing according to plan
•  Ensure that all performance and key performance area standards of the function are monitored and tracked
•  Ensure that all requirements are met with both customer and operational needs
•  Analyse and interpret all data that interfaces directly with the division and report to the GM
•  Define the development of communication objectives and plans for the Sales function that touch all point of the business
•  Implement operational analysis on sales structures that support the delivery of strategy
•  Implement the quality standard frameworks and ensure that high levels of quality service are maintained and that all areas   operate as close to global best practice as possible

Reporting

•  Identify relevant information and data for reporting purposes during departmental meetings
•  Identify and interpret relevant information and data for reporting purposes
•  Make assessments of and draw solutions from qualitative data. Make logical deductions and draw conclusions that can be   motivated
•  Provide daily, weekly and monthly reports on all activities of the section
•  Feedback on any Client issues as soon as they arise and resolve 

Process and Procedure Effectiveness

•  Ensure that workflow continues without interruption
•  Continually improve existing processes and procedures to enhance effectiveness, efficiency and performance
•  Implement a high standard of housekeeping and ensure it is maintained on a daily basis to avoid any none conformance.
•  Ensure all documentation is filed in a manner that is easily retrieval by any member of the team and meet the organisational   requirements.
•  Manage all risks that could be Client affecting

Manage Sales Team

•  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
•  Motivating and developing Account Managers, Engineers and Presales staff is key in this role.
•  Instilling appropriate Employee Excellence 
•  Achieve results by using performance management and incentives
•  Create an open-door policy to ensure an efficient climate
•  Treat everyone with respect and equality
•  Ensure pro-activeness from employees

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

Education:

•  Minimum of a 3-year Degree / Diploma in Commerce (Financial /Marketing / Communication) or related

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 
•  Experienced in managing, leading sales account teams. 
•  Minimum 2 years leading a sales team with set targets in the ICT space
•  Sales experience with ICT and specific examples of closing large, strategic deals.
•  Must have both - the sales skills and technical knowledge to make presentations and lead customer discussions to advance   the sales process.
•  Strategic technical knowledge and can succeed as a leader and mentor in a demanding and rewarding sales environment.
•  Requires understanding of ICT buying cycles.  
•  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