Manager: Sales - Mobile (EBU) at MTN

Driving profitable Growth for MTN 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.

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

Supervisory / Leadership / Managerial Tasks:  

•  Responsible for the management of a team which operates in a diverse environment
•  Manage the department appropriately, ensuring that managers monitor attendance/absenteeism,  adherence and log in time, quality, team productivity
•  Ensure that the structure is functional, optimized and fully utilized relative to available  resource
•  Ensure that teams are optimally sized and staffed and manage and motivate performance 
•  Recruit, develop and retain people with outstanding skills, qualifications and potential
•  Define the KPAs and KPIs to be cascaded through the department and clarify roles at various  levels to match the level of expertise and results required by the business. 
•  Agree on performance standards
•  Evaluate, assess and track performance to ensure that targets are achieved
•  Coach, guide and motivate subordinates
•  Understand the need to train and develop staff to be able to use resources optimally and enhance  performance 
•  Build employee relations and collaborative teamwork 
•  Ensure communication and fundamental understanding of strategy elements to all affected teams
•  Have the self-insight and flexibility to adapt to different situations
•  Manage boundaries that separate units in order to optimise workflow

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.
•  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

Training:

•  Consistent training on an ongoing basis 
•  Product Training
•  Coaching and Mentoring