Senior Manager: Head of ICT COE Sales Operations and Forecasting Enterprise Business Unit at MTN

RESPONSIBILITIES

Strategy Development and Implementation

• Set guidelines and governance to drive and orchestrate the sales and revenue process. 
• Drive setting of sales and revenue targets for industry, solution, and tower portfolios in collaboration with the ICT CoE leadership and Finance leader based on overall industry and client priorities.
• Contribute to the development of an industry, client, and solution portfolio strategy with other ICT CoE leadership to drive revenue growth in ICT across the 6 OpCos.
• Drive, together with the ICT Architecture unit the overall ICT CAPEX and OPEX budgets and monitor to minimise budget variance.
• Drive an effective sales process from forecasting to demand management and monitoring to support achievement of the ICT revenue growth targets.
• Contribute to overall EBITDA through forecasting, planning, and developing business cases that provide the ICT EBU with return on investments.
• Establish an effective set of collaboration practices to engage with OpCo Enterprise stakeholders to co-ordinate sales forecasting and operations processes and associated date.
• Collaborate with the ICT architecture and ICT Solutions unit to produce impactful analysis of sales forecast as well as sales actuals, revenue.
• Continuously assess market dynamics, emerging trends, and competitor activities to refine sales operations strategies.
• Establish SLA governance frameworks and principles to govern relationships between CoE and OpCos as well as CoE and service providers.
• Take responsibility to recommend, support and track actions to close revenue gaps and drive revenue growth, working with Solution and OpCo teams.

Staff Leadership and Management

• Lead, mentor, and manage a high-performing team of sales operations and forecasting professionals.
• Foster a results-driven and collaborative culture, setting clear performance expectations and providing regular feedback.
• Develop and implement training and development programs to enhance team competencies.
• Governance

Strategic Meetings

• Establish effective governance to manage and monitor Sales Performance, and Service Level Agreements between the ICT CoE and its vendors as well as the OpCos.
• Participate and provide input in strategic meetings.
• Perform evaluation baseline of key performance indicators (KPIs).
• Request for relevant budget for internal projects and new initiatives.
• Facilitate preparation of proposals on change initiatives, policies, and procedures.

Staff Leadership and Management

• Lead, mentor, and manage a high-performing team of sales operations and forecasting professionals.
• Foster a results-driven and collaborative culture, setting clear performance expectations and providing regular feedback.
• Develop and implement training and development programs to enhance team competencies.
• Governance

Strategic Meetings

• Establish effective governance to manage and monitor Sales Performance, and Service Level Agreements between the ICT CoE and its vendors as well as the OpCos.
• Participate and provide input in strategic meetings.
• Perform evaluation baseline of key performance indicators (KPIs).
• Request for relevant budget for internal projects and new initiatives.
• Facilitate preparation of proposals on change initiatives, policies, and procedures.

Escalations

• Escalate issues that will result in severe time, scope, productivity, and cost or resource or reputational impact.
• Manage and provide solutions to escalations that have multiple processes / functions impact on critical path of service delivery.
• Manage and provide solutions through stakeholder consultation where relevant.

Function Tactical

• Review all projects initiated.
• Prepare objectives, targets, and budgets for Sales operations as applicable.
• Review key risks, issues and dependencies and set mitigation actions.
• Facilitate in sign-off / making decisions regarding tactical changes.

Performance

• Monitor performance and alignment with business strategy.
• Operational Delivery

Guidance and Support Delivery Management

• Drive the requisite skills, process and methodology that enable targeting, lead generation, forecasting, revenue reporting. And gap remediation across OpCos, Solutions and Towers
• Aggregate revenue insights and facilitate remediating actions where needed across solutions towers and OPCOs.
• Design, define and monitor SLAs and contractual arrangements between ICT COE and both client OpCos as well as service providers to the ICT CoE.
• Design and monitor effective demand management processes and mobilise projects and resources as needed, to optimise delivery times and within supply constraints.
• Develop and coordinate pricing guidelines and models at a solution offering as well as deal level.in conjunction with Finance.
• Provide advisory guidelines, playbooks, tools., coaching and training to OpCos regarding commercial and pricing guidelines for ICT services.in conjunction with Finance. 
• Contribute to the achievement of Revenue and Profitability/ EBITDA targets through effective sales strategy, pipeline management and operations sales process support.
• Participate in Solution, pre-sales, and deal architecture activities by providing effective commercial inputs.
• Monitor and update data regarding forecasts, sales and backlog and guide the CoE leadership to take effective action based on related insights.
• Conduct CSAT surveys in partnership with Enterprise Marketing teams to monitor across ICT solutions.
• Ensure sales operations centric systems and tools are kept up to date with ongoing technology developments and are fit for purpose, effective and efficient.
• Deliver effective management reporting dashboards that provide "real time" data and insights regarding Sales and revenue performance. 

Self - Management

• Enable and model healthy employee relations and collaborative teamwork.
• Act as an ambassador for the ICT CoE by actively demonstrating and “living” the Brand values and vital behaviours. 
• Make the environment the best place to work by fostering professionalism, loyalty, and commitment to the organization. 

Key relationships:

• Direct reports: 2+
• Key customers: All MTN OpCos - across the markets 
• Relations, etc.: ICT CoE team (All markets)

QUALIFICATIONS

Education

• Matric / Grade 12; plus 
• Bachelor’s degree in data Analytics, BI, Business Administration, Accounting, or related field. 
• Engineering or ICT related degree is advantageous.
• Technical Industry related certification advantageous 

Experience

• At least 15 years related experience in the ICT Sales inclusive of:
• 5-10 years' experience specifically delivering ICT CoE Business Product, Sales, and Pre-sales.
• Demonstrated ability to drive B2B Sales Operations for a Technology, ICT or Telecommunications Operator, from targeting to forecasting to demand management and sales execution.
• Demonstrated effective data analytics expertise.
• Worked across diverse cultures and geographies advantageous.
• Experience working in a medium to large organisation.