Senior Manager Partner Growth at MultiChoice

Key Performance Objectives

Strategy Formulation, Segmentation and Prioritisation

• Provide input to the development of partnership strategy by identifying and quantifying opportunities through insightful business intelligence, market trends and business objectives.
• Collaborate with other functional team leads in Research and Insights, Marketing, Customer Management, Data and Analytics, Commercial, etc., to share and gather business intelligence that clearly identifies distinctive customer market segments.
• Conduct Southern Africa hyper segmentation, based on an analysis of customer behaviours, patterns, lifestyles, age, income, family constructs and responsibilities, etc.
• Clearly articulate the success drivers of historically existing customer market segments; identify untapped or insufficiently exploited potential customer market segments and all relevant nuanced market penetrative considerations that could inform growth partnership strategies.
• Evaluate and report on the performance of solutions to target segments; provide recommendations on improvements or discontinuation.
• Formulate a mass market strategy, that includes cross media synergies in informal markets; focusing on consumerism, market penetration, and building and managing relationships
• Collaborate with marketing teams to reposition the Showmax brand from luxury to a household brand accessible to all.
• Identify and evaluate new market opportunities, ensuring the organisation stays ahead of industry trends and competitive developments.
• Maintain accountability for, and report on the success of implemented strategies.

Partnership Acquisition and Reporting

• Define partnership objectives that are aligned with Showmax value proposition for each identified customer market segment, with the view to achieve Showmax strategic objectives through partnership subscription and retention targets.
• Engage and negotiate with partners to reach shared and agreed objectives to be translated to commercial agreements and most desired customer user journeys.
• Assist legal teams to draft and finalise commercial agreements aligned to shared objectives and discussions.
• Coordinate cross functional and bi-party collaboration to achieve objectives captured in commercial agreements. E.g. Technical, value propositions, and full go-to-market (GTM), etc.
• Implement metrics and key performance indicators (KPIs) to monitor and evaluate the success of go-to-market strategies, making data-driven decisions to improve performance.
• Identify potential risks and challenges in the market expansion process and develop proactive mitigation strategies to safeguard against setbacks.

Partnership Management

• Build and maintain solid relationships with partners at all levels (including finance, marketing, Operations, etc.) to ensure an efficient working relationship between Showmax and the partner.
• Ensure direct report resources are assigned in the most effective manner to drive the most value from each partnership.
• Delegate day-to-day operational interactions with partners to direct reports and maintain fully informed through regular status and mentoring sessions with them.
• Remain the key contact for strategic partnerships without compromising integrity of direct reports with each partnership.

People Management

• Clearly define goals for the team and drive them towards attaining corporate goals.
• Define roles, responsibilities, and relationships.
• Align the team to its purpose and continuously test effectiveness of the individuals.
• Manage team members to ensure effective delivery of business unit objectives.
• Develop and lead a high performing team by embedding formal performance development and informal coaching.
• Encourage frequent knowledge sharing between team members.
• Determine and analyse development needs for the team and ensure that identified training requirements are budgeted for and executed.
• Interview and recruit new members of the team.
• Approve leave requests for team members and create a leave plan to ensure adequate coverage.
• When required, initiate disciplinary processes for team members calling on HR for support.
• Resolve grievances raised by team members and escalate only if required.
• Address poor performance of any team member through the formal Performance Improvement Programme and ensure that continued poor performance is appropriately dealt with.
• Motivate team members and ensure that their efforts are recognised.

Qualifications

• Post Grad Degree or Equivalent NQF Level 8 Qualifications in Business Management or similar

Experience

• Minimum of 8 - 10 years of business experience, with 7 years in business development and sales.
• Experience in New product launch as well as marketing experience preferred.
• Networking and GM/CXO lead generation at major firms (e.g. JSE Top 100).
• Market sizing and Strategy development.
• Commercial and contract negotiation with GM level and above.
• Experience developing value propositions and new product/offer design.
• Market entry strategy experience (new and existing products).
• Marketing GTM – Designing marketing strategy, planning, marketing mix optimisation, developing briefs to agencies, overseeing collateral production, and coordinating overall marketing execution (digital and traditional).