Regional Manager: VB Sales & Operations at Vodafone Global Enterprise

Your responsibilities will include:

Sales Management

• Manage, monitor and review sales targets for the region (responsible for the overall sales number)
• Contribute to sales targets setting for the respective sales team in line with overall sales target.
• Operationalise the sales plan so as to meet the sales targets.
• Provide account data to the manager for developing a sales plan and monitoring its implementation
• Leadership regional VB teams to meet targets for profitability and revenues
• Lead development of contact strategies and account development plans (ADP) for each of the allocated accounts within the regional base
• Lead development of a pipeline of prospects which are systematically qualified, managing the decision-making process within allocated accounts to ensure sales prospects are closed
• Ensure operational Service delivery across all sales and operational areas in region through the management and mentorship of the regional VB team.
• Oversee and support the Solution Architecture role, which reports centrally but is responsible for driving solution sales within the region. Ensure alignment of regional sales strategies with the overall commercial targets of Vodacom Business
• Collaborate with the central Solution Architecture team to ensure regional sales efforts are effectively supported and integrated with broader strategic initiatives
• Further collaborate with the Solution Architecture role to enhance customer engagement and drive sales growth in the region
• Identify potential new opportunities through analysis of business intelligence reports and ensure the growth of the business development function.
• Understand customer patterns and market behaviour to define data-driven forecasting strategies to increase profitability through improved targeted sales strategies
• Provide leadership, guidance and motivation to the regional VB team
• Direct lead generation initiatives to support new business acquisition via the regional VB team.
• Represent Vodacom at client negotiations
• Provide input to the Product teams for pricing and product development
• Drive market leadership on Customer NPS through understanding the value of profitable customers and delivering outstanding service

​​​​​​​Stakeholder Management

• Provide specialised and technical support to internal and external stakeholders to ensure achievement of functional and organisational objectives
• Establish and monitor healthy, diverse internal and external relations and implement remedial actions where required, in the achievement of organisational goals.
• Develop and maintain key account relationships with channel partners, ensuring that channel partners are aligned to the customer experience expectations and to the sales partner strategy framework.
• This role interfaces directly with all operational touchpoints, technologies, and solutions to ensure improved service delivery and greater customer experiences
• Facilitate resolution of executive customer escalations through engagement with all relevant divisions in the region

Reporting

• Prepare monthly/ Weekly Run Rate and Demand Management
• Perform Sales Analysis by product
• Annual Sales Strategy & Budget Planning
• Prepare regular reports of progress and forecasts to internal and external stakeholders using key account metrics.
• Forecast and track key account metrics
• Prepare reports on account status, give recommendations to maximize sales as per the identifying trends, gaps and opportunities. (Strategic Account Plan / Joint Account Planning)

Delivering through People:

• Oversee the activities of the team to ensure effective delivery of business outcomes.
• Supports and enables the team to succeed by encourage frequent knowledge sharing between team members amongst other enablement initiatives.
• Create fit for future organization capability through skills development informed by skill gap analysis in line with business strategy and ensuring that the identified skills gaps, are addressed through training.
• Develop a high performing team by embedding formal performance management process, informal coaching through continuous 1:1 performance discussion
• Embed the Spirit of Vodacom by living the Spirit behaviours and ensuring consistent Spirit engagement initiatives.
• When required, initiate disciplinary processes for team members calling on support from HR when required
• Resolve grievances raised by team members and escalate only if required
• Motivate team members and ensure that their efforts are recognised by using Vodafone Stars platform.

The ideal candidate for this role will have:

• B Degree/Equivalent
• A Post Graduate Degree in Sales/Marketing/Business Commerce or related field advantageous
• A minimum of 7 years’ Sales and Service experience in the telecommunications or technology related environments e.g. (ICT) with demonstrated experience in:
• Portfolio management
• Ability to increase NPS results and reduce administrative expense
• Ability to build relationships
• 3-5 years management experience