Senior Manager - Head of ICT Sales Solutions Enterprise Business Unit at MTN

RESPONSIBILITIES

Key Performance Areas

Driving Profitable Growth for MTN Business

• Work with the direct sales team to jointly increase sales and maximise revenue for the ICT business and meet sales and revenue targets
• Full P&L accountability and budgeting for the ICT business
• Develop and define Innovative Product and Solution roadmaps for the ICT sector – in partnership with the product and technology teams
• Understand and act on the current ICT Market by conducting market research supported by Enterprise Marketing and Business Intelligence- with objective to Increase the MTN ICT market share
• Forecast, plan and develop business cases that provide EBU with return on investment
• Manage Capex delivery process and present at the Capex steer-com and board meetings together with technology areas
• Increase pre-approved ICT 3rd parties to deliver on ICT portfolio and effectively manage ICT 3rd party relationships, with SLA management and appropriate governance

Deliver Operational Excellence

• Conduct regular CSAT surveys in partnership with Enterprise Marketing team to monitor client satisfaction across all customer segments for ICT solutions.
• Ensure the right ICT LoB organisation structure to enable better client and partner experience
• Implement specific ICT-centric KPIs to drive business objectives
• Establish the appropriate sales enablement processes and procedures to support direct sales and partnerships
• Oversee the development the requirements for the appropriate ICT-centric processes, systems and tools to drive performance, accreditations, SLAs and contractual obligations
• Ensure the ICT-centric systems and tools are kept updated and accurate
• Provide on-time and accurate ICT LoB reporting
• Continuously recommend incentive schemes to align the ICT LoB efforts

People and Culture

• Lead, develop, and coach the ICT solutions team on the job
• Act as an ambassador and role model for MTN Enterprise Business by living the brand values and vital behaviors
• Improve employee engagement through the Group Culture Audit findings
• Ensure the attraction, development and retention of relevant talent
• Ensure a culture of continuous evaluation and improvement
• Drive a culture of high performance, accountability and consequence management

Governance and Control

• Strictly follow and ensure team compliance of relevant policies and procedures
• Ensure effective qualification and due diligence process is in place and followed to support partner selection
• Ensure proper controls are in place to manage key risks across the business
• Appropriate implementation of DoA
• Appropriate Procurement process adhered to
• Ensure effective qualification process is in place for bid management
• Effective management of the sales governance calendars

Project Management

• Define and drive the execution of agreed projects
• Drive the implementation, tracking, monitoring and compliance of Projects
• Contract management in line with Procurement Policies
• Ensure effective implementation of the integrated project management model
• Risk management

Business Analysis

• Ensure Strategic 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

QUALIFICATIONS

Education

• 4 Year Tertiary qualification in ICT/engineering or equivalent
• MBA / Masters advantageous
• Relevant accreditation in sales is a must-have

Experience:

• Minimum of 10 years in ICT solutions environment
• Minimum of 5 years of sales experience within the ICT industry
• Proven track record in delivering on revenue targets and profitability
• Profit and loss experience will be essential and preferred