Manager - Sales Forecasting and Reporting.Enterprise Business Unit at MTN

Key Tasks: 

Strategic Implementation:

• Execute the head office strategy customised for the regions
• Provide input the annual business plan 
• Translate the operational strategies into operational plans and activities to realise these strategies within the region
• Adopt and align regional strategies with that of MTN Business

Driving profitable Growth for MTN Business

• Increase solution selling by offering clients Value Added Services
• Grow monthly recurring revenue through new acquisitions, cross-sell and upselling
• Achieve current year SOV and Revenue Targets
• Ensure we maximise on existing contract values
• Maintain customer base by ensuring client issues have been resolved
• Manage customer churn (churn reduction)
• Increase ICT penetration with new and existing customers
• Increase uptake of value-added products into customer base
• Increase regional market share
• 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 Mobile and ICT customers. 
• Build deep relationships within key customer accounts. 
• Sales planning, including developing and execution of business plans, as well as tracking of milestones.

Financial Management

• Forecast, plan, develop and review all budgets for the region in line with MTN SA financial requirements 
• Manage operating expenditure in the region in line with agreed budgets
• Identify and eliminate non-contributory expenditure.

Communication and co-ordination

• Develop and maintain efficient and effective co-ordination and interworking between planning and implementation teams in the region and between regional and central functions
• Ensure effective troubleshooting procedures are in place and utilised by skilled and motivated resources across the region
• Develop the matrix reporting and management practices in the region to be successful
• Develop, maintain and nurture a sound working relationship between the regional Enterprise division and all other associated parties, both within the company and externally.
• Ensure vendor interaction is managed appropriately 
• Submit reports to designated management, as per the standing instructions. 
• Interface with MTN Business leaders and attend monthly meetings with other Regional and BU Heads

Exceptional Client Experience

• Ensure delivery of exceptional client experience as per client services charter and SLA’s/OLA’s 
• Conduct regular surveys to monitor Client satisfaction
• Critically evaluate and optimise Fulfilment, Assurance and Billing environment for the region.
• Champion Billing issues resolution
• Champion Customer Fulfilment and Assurance resolution 
• Create good inter-departmental relations
• Motivating and developing all regional staff
• Ensuring a Culture of Operational Excellence
• Planning and Delivery of a business plan
• Alignment of all activities undertaken in the region 
• Achieve sales forecast accuracy
• Provide input into reviewing organisational activities and assist in recommending corrective actions if necessary
• 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 strategy and 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
• Analyse and interpret all data that interfaces directly with the division and report to the GM
• 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 to the GM.
• Feedback on any customer issues as soon as they arise and resolve 

Process and Procedure Effectiveness

• 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 customer affecting

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 Tasks: 

• Collate and manage the budget for the region.
• Manage suppliers/contractors relationship to ensure deliverable are achieved in timely and cost effective period
• Management of direct reports
• Monitor and co-ordinate work of direct reports
• Provide technical, procedural and policy guidance
• Evaluate performance (conduct performance appraisals)
• Transfer knowledge and skills
• Knowledge transfer programme Build and maintain team to deliver on set targets and objectives
• Manage human resources elements effectively
• Manage all PIP’s and performance management of the Team
• Define, cascade and manage targets and KPI’s across the Regions 
• Achieve results by using performance management and incentives
• Create an open door policy to ensure an efficient climate
• Treat everyone with respect and equality
• The performance management of subordinates and actioning of annual performance meetings twice annually and IDP’s to be actioned timeously
• Management of training and development for subordinates including their required course identification and recommendations
• Manage all timing and attendance of subordinates
• Manage team morale and attitude towards improved service delivery and focused actions
• ER knowledge to implement where and when applicable within the respective area of management
• Adhere to behave according to the Company values at all times
• To ensure that adequate training is received by staff, both informal and formal, and provide succession planning and career paths for staff.
• Providing guidance and tactical leadership in developing new methods and systems to continuously strive for improved performance of staff and the service provided to our customers
• Manage staff KPA’s.

Minimum Requirements 

Education:

• Minimum of 4 year tertiary qualification - 4 year tertiary qualification in Commerce (Financial /Marketing / Communication) or related and 
• MBA / Masters Advantageous

Experience:

• Minimum 5 years’ experience with at least 3 years in relevant sector/ industry
• Minimum 5 years’ Sales/Regional management experience within a sales led organization that includes Sales managers, Key account managers, Account managers and Systems engineers. 
• Sales experience with Mobile and 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 Mobile and 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 
• 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. 
• A solid sales track record (performance against target)  

Key Performance Areas: 

Task Complexity:

1.   Driving Profitable Growth for MTN Business (Sales Enablement)

• Drive adoption/usage of Sales Force tool by Sales Community, for all pipeline capturing, management, tracking.
• Administration and management of Sales Force tool (lead/pipeline management tool), to enable Sales community
• Manage execution and adherence to sales pipeline and sales leadership methodology
• Manage delivery of sales forecasting reporting
• Ensure that targets are set appropriately and are in-line with overall business objectives.

2.   Business Analytics, Insights and Reporting

• Manage and produce weekly/monthly sales forecasts against required budgets
• Ensure Data compliance and competence 
• Produce Sales reports to meet the management required of the different channels
• Assess pipeline strength against budget
• Assist with definition of possible tactical incentives and commercial promotions to ensure proper pipeline achievement across channels
• Propose possible leads generation to sales community through cross-sell/up-sell activities. 
• Maintain and publish Sales Wins in line with internal processes (weekly/monthly/quarterly)
• Migration of all ICT KPI’s data to EVA platform to ensure consistent, streamlined reporting of ICT base management
• Monitor and report on ICT base management (inflow, outflow, renewals, Out of Contract management), through Powerbi platform
• Run and provide insights around sales activities and possible sales improvement interventions
• Ensure that benchmarking is conducted with other companies and organizations within and outside the industry, to improve ICT sales activity
• Identify ways to fine tune policies, processes and systems in line with changing work practices
• Identify and implement innovative ways to use minimum resources to achieve maximum outputs

3.   Ensuring a culture of Operational Excellence

• Manage and execute the right forecasting and reporting processes and procedures across the business
• Drive and ensure that a process is in place for seamless handover between all divisions and Sales Forecasting and Remuneration

4.   Instilling appropriate Employee Excellence 

• Act as an ambassador and role model for MTN Enterprise Business by living the brand values and vital behaviours
• Lead to ensure that the MTN Business Sales Enablement, Forecasting & Reporting environment is the best place to work
• Drive to improve employee engagement through the GCA
• Ensure the attraction, development and retention of Sales Enablement, Project Management and business analysis talent
• Ensure a culture of continuous evaluation and improvement
• Drive a culture of high performance, accountability and consequence management

5.   Ensuring appropriate Governance and Control measures 

• Ensure internal data compliance controls are in place around ICT reporting 
• Drive the Implementation of proper controls and processes to minimise revenue leakage (lead>pipeline>order>biling)
• Maintain controls around pipeline account ownership and management.

Collaboration:  

• Responsibility towards:  Sales Team support, HR, Finance, Executive Team
• Direct reports: ICT BI Reporting Assistant 
• Matrix reports: none
• Key customers: (external) – Partners 
• (internal) – Sales Team, Direct Channels; Wholesale (Indirect) Channels, Technology, Client Services, Product, Marketing, Finance
• Key suppliers: CTO, CIO, Enterprise Products & Services; CEBO, CEO 
• Relations, etc. : CIO, CTO, EBU Marketing, Consumer Marketing and Group EBU and Group Marketing

QUALIFICATIONS

Education:

• Matric
• Minimum 3 year Degree / Diploma in Data Science; Information Technology; or similar qualification

Experience:

• 3 years or more track record in the Telecommunications sector (ICT experience an advantage)

Technical Skills:

• Coding and data extraction tools
• SQL, Excel, Data Visualization tools (powerbi etc)