Senior Manager: Commercial Management FiberCo at MTN

Mission/ Core purpose of the Job

The SM Commercial Management FiberCos will be accountable to support the GM Commercial & Business Integration for the end-to-end commercial management of the FiberCos. The commercial management will be guided by MTN Infrastructure monetization strategy and the respective strategic commercial principles. The SM Commercial Management will serve as the commercial design authority to define and approve the detailed commercial design principles across the GlobalConnect business lines. This will be achieved through financial analysis and modelling techniques with data analytics, embedded in the commercial understanding of the sector and related commercial dynamics of the market. The core focus initially will be more specifically the commercial design principles as per the business cases and business plan that has been developed for the FiberCos in the 5 countries. These activities will support the performance management of the FiberCos from infancy towards maturity. This role will be responsible for the commercial aspects of driving the FiberCos as part of the portfolio of cross-functional strategic programs aligned to MTN Wholesale strategy. The role will evolve to develop, implement, and be the design authority for the pricing & modelling framework for the GlobalConnect FiberCos across the 5 countries, ensuring product feasibility and profitability, aligned with the customer-centric model. The incumbent is responsible to ensure that new and current product pricing structure translates into revenue growth and market penetration. To define and drive the development and execution of the pricing & modelling strategy, maximizing GlobalConnect growth, profitability, and market share, and in alignment with objectives of GlobalConnect, enhance overall business strategy and related best practices. The role will work in a combination of virtual, 3rd party contractors/partners and subject matter experts from the business in project teams depending on program requirements.

Key Performance Areas: Core, essential responsibilities / outputs of the position (KPA's)

The SM Commercial Management FiberCos will be accountable to achieve the following objectives:

FiberCo – Commercial Management – Reporting, Analysis and Business Implementation

• Provide analytical and statistical data and reports in support of forecasting, planning and budgeting, controlling, reporting and modelling of FiberCo Sales pipelines, investment business cases post-implementation Reviews.
• Perform ad-hoc commercial analysis and commercial modelling.
• Partner with Finance in the compilation of sales force performance metrics.
• Assess effectiveness of sales compensation plan incentives by analyzing plan results, such as earnings vs. target plans, quota attainment distribution, pay to performance relationships, etc.
• Perform other ad hoc analysis and projects as needed.
• Sales Commission reconciliations.
• Track bonus programs.
• Track Incentive schemes and promotional programmes.
• Assist in integrating the commission system.
• Assisting with the output schedules of the Quarterly re-forecast process.
• Assist in writing and distributing quarterly incentive programs.
• Model compensation incentives and earnings scenarios for the 3rd party sales and OpCo sales team based on strategic business objectives and the financial forecast.
• Robust analytic drill-through: Explore the trends, correlations, and root causes behind performance with predefined and ad hoc query and reporting against data aggregated from multiple sources.
• Compile and submit all relevant commission schedules for sign off to relevant managers and submit to Finance for processing.
• Drive relationships with Internal and external stakeholders.
• Business, accounting and impact analysis of business integration work streams – understanding current processes and target models.
• Drive best practice, continuous improvement and innovation at process and procedure level and ensure innovation to improve best practice.
• Identify and explore innovative ways to report on the product and sales performance.
• Be aware of and report any systems limitations or weaknesses that could lead to fraud or theft, and escalate same.

FiberCo – Commercial Design Principles – Value proposition, Pricing, Profitability

• Work with internal stakeholders and the broader Business Support team namely Sales. Product, Commercial, Technology Regulatory as well as Strategic Marketing teams and Finance in the development and execution of product and pricing.
• Implement the strategy for all business cases in the organisation to ensure alignment with GlobalConnect Business Plan and strategy.
• Support pricing projects as required for financial modelling, margin and commission modelling purposes.
• Communicate regularly and coordinate pricing initiatives, assumptions and input with Strategy, Sales, Product, Finance & Technology.
• Consider the impact of solutions on other areas of the business, as well as the interdependency of units.
• Support the pricing framework and methodology in the organisation.
• Align with all tools and models to assess GlobalConnects’ key value drivers and provide ad hoc analytical support to assess key strategic decisions’ economic and commercial impact (e.g., major investments, disruptive products or pricing plans).
• Support Business intelligence and Market Research team in conducting research around product and business solution pricing.
• Ensure integration and consistency of product pricing
• Act as an organisational Pricing Business Analyst and deal with queries and provide advice around pricing and margin.
• Manage pricing and margin requests as required.
• Input into the quantification of new revenue streams and ensure that they are value creative to the organization
• Consider the impact of solutions on other areas of the business, as well as the interdependency of units
• Input into quarterly Sales Incentive process by way of aligning engagement between Sales, Commercial and Finance, proposition of options and margin impacts, approval and notification
• Consider impacts to Product profitability analytics, and financial impact of proposed changes, .
• Pricing/Revenue Reporting for respective Product portfolio. Monthly Account billing, capacity and volume analyses.

Job Requirements (Education, Experience and Competencies)

Education:

• Minimum 4-year Academic Degree.
• Minimum Post graduate qualification (MBA/CA/Masters).
• English, French and Arabic (as advantage).

Experience:

• Min 7 years of relevant work experience in a global/multinational business environment (understanding of emerging markets advantageous).
• Experience in financial analysis and modelling
• Experience in commercial analysis with data analytics
• Experience in business case development and post implementation reviews
• Experience in Value-proposition design and value communication
• Experience in pricing design, optimisation of sales conversions, margin analysis and profitability
• Manager track record of 5 years or more, with at least 3 years in relevant sector/industry
• Understanding of emerging vs mature markets advantageous.
• Worked across diverse cultures and geographies advantageous.

Competencies:

• Resilience and agility: Ability to lead complex, ambiguous, high-profile programs and deal with the volatile nature of a program environment.
• Leadership skills: Ability to work across multiple dimensions, approachable, strong listening skills management of stakeholder expectations. Strong communication skills at all levels and the ability to collaborate with teams, internal and external stakeholders with/without formal reporting relationships.
• Commercial acumen to deliver strategic guidance into sound business models and implement them with financial results.
• Problem Solving skills: Analytical and critical thinking are essential in evaluating problems and reaching solutions. This skill requires at times logical methodical approach and in other situations creativity and lateral thinking.
• Persuasion and negotiation will be also important.
• Execution and Implementation Skills: Reliability, results-oriented, proven track record of delivery and can-do attitude
• Challenger mindset: Ability to engage with senior business stakeholders and challenge the status quo utilizing data analytics and problem-solving capabilities
• Holistic View and Attention to Detail: Balancing the big picture view and attention to detail is a critical skill to build trust with stakeholders at all levels. Developing strategies and producing error-free deliverables, leads and demonstrates the Transformation office is thorough and recommendations are solid.
• Prioritization Management: Ability to manage the allocated time and resources efficiently.

Skills:

• Financial Analysis and Modelling
• Commercial Management
• Marketing and Go-to-Market
• Value-proposition design and value communication
• Broad knowledge of telecommunications across functions
• Internal and external Stakeholder/Relationship/Commercial Management