Senior Manager - Sales and Distribution Commercial Operations SA at MTN

Responsibilities
Key Performance Areas  Measures (KPIs for job)

• Manage the implementation of Mobile Money sales initiatives and Channel plans in assigned Business Unit
• Strategically drive effective and efficient Rebalancing Models that deliver the right Liquidity Support in the Ecosystem.
• Ensure supervision and coordination of Mobile financial Services Agents and Merchants to achieve agreed sales targets of the Business Unit
• Review Sales strategies for the Business Unit
• Set goals and objectives for direct reports, monitor progress and maintain motivation levels
• Prepare periodic sales forecasts within agreed budgets and ensured its effective management within the framework set by management. 
• Build, manage and maintain a high performing sales team
• Identify staff training and developmental needs and implement necessary actions.
• Develop and execute business initiatives within the Business
• Ensure adequate training of all Merchants and Agents to deliver on sales targets on the ground
• Make regular contacts to key customers to be build strong relationship in the interest of MTN

Strategy Development and Implementation

• Deliver business goals set by EXCO and in accordance with overall OpCo strategy 
• Ensure development of Financial Services in general and Mobile Money in particular follows strategic growth plan, with the provision of a clear     direction and structure
• Expand and manage the distribution and merchant network
• Put on the market products and services of the highest quality, as soon as possible
• Manage the marketing team towards customer usage and awareness goals, while providing guidance and support as per the business strategy
• Look for new acquisition opportunities of business users
• Develop financial and mobile money ecosystem in local country through strategic partnership

Staff Leadership and Management

• Source, induct and nurture talent in accordance with MTN guidelines
• Ensure open communication channels with staff and implement change management interventions where necessary
• Provide definition of roles, responsibilities, individual goals and performance objectives for the team
• Set ‘SMART’ KPIs and provide regular performance feedback through a well-defined and implemented performance review program
• Develop and implement a training plan in order to build and develop skills within the team
• Performance manage resources in accordance with HR policy and legislation
• Actively participate in leadership team and develop skills of own team
• Promote a ‘MTN centric’ and ‘partnership approach’ to develop strong relationships with other working groups and ensure adherence to Group     governance

Governance

• Adhoc, Operational and Tactical Meeting
• Set up / participate in adhoc and operational meetings
• Participate and provide input into tactical meetings
• Ensure regulations are always complied with, through strict respect of rules set up by regulators

Escalations

• Manage and resolve escalations that have impact on critical path of service delivery
• Escalate issues that will result in significant time, scope, employee/customer or cost impact if not resolved
• Manage and provide solutions to issues that require formal resolution

Opco Operational

• Set up and manage project status meetings; manage budgets
• Ensure Financial Services Sales and Channels business processes are implemented and used efficiently
• Work closely and effectively with GSM’s Sales and Distribution to improve distribution performances
• Safeguard segregation of duties and separation of roles

Performance

• Review and evaluate performance of own staff against agreed KPIs
• Assess and monitor plan for continuous improvement
• Review performance of distribution management agencies against agreed KPIs
• Review SLAs
• Ensure alignment between SSH, Centre of Excellence, Opco and Group Management Service    As per business plan

Reporting

• Report on a regular basis to the Head of Financial Services about progress made and potential issues, all in accordance with the measurement metrics     set by the OpCo
• Develop and produce daily, weekly, monthly, quarterly and annual reports as and when required 
• Report on an adhoc basis on specific management requirements as and when necessary
• Track daily performances and achievements against targets and KPIs. Report to top management and team to improve strategy implementation

Project Management 

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

Business Analysis 

• Perform Business Analysis MTN SA 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 
• Design, analyse and document workflow and make appropriate recommendations that will positively impact operational effectiveness 
• Identify Business Improvement and Optimisation opportunities that will result in improvement of process performance 
• Ensure that benchmarking is conducted with other companies and organizations within and outside the industry. 
• Construct business cases for initiations proposed by the business. Research and consider best practice, local conditions, trends, as well as     competitor activity 
• Identify and implement innovative ways to use minimum resources to achieve maximum outputs  

Budgets

• Manage Regional Financial Services Sales and Channels budget in line with business objectives
• Make sure to operate within budget and that operations are cost-effective, in line with a least cost operating strategy
• Develop business case and motivate for additional budget and resources when required

Operational Delivery

• Managerial / Supervisory Responsibilities
• Coach and mentor direct reports to ensure staff motivation is high
• Ensure skill transfer for staff development, motivation and business continuity 
• Guide and direct suppliers and third-parties in achieving OpCo objectives
• Identify staff training and development needs and implement necessary actions
• Get strongly involved in the development and execution of all training programs, in order to meet the needs of the customer and the organization
• Recruit, develop and retain human resources to maximize potential
• Manage team (including recruitment, on-boarding, attrition)
• Set goals and objectives for direct reports, monitor progress and maintain motivation
• Provide an advisory function on governance and best practices in client experience

Role Dependencies
MTN Policies and Procedures

• Work Experience     
• Minimum of five (05) years’ Distribution Management experience (with a proven track record and attention to detail) in relevant industries (Mobile Money distribution, FMCG, GSM distribution…)
• Minimum of three (03) years’ experience continuously managing a distribution-oriented team towards success in relevant industries (Mobile Money distribution, FMCG, …)
• Demonstrated commitment to getting the job done
• Strong operational experience in field visit to understand the day-to-day growth of the network
• Strong experience in expending and managing the distribution of a mass market product or service
• Demonstrated experience in building a distribution network from the start and managing its expansion
• Worked across diverse cultures and geographies advantageous
• Strong experience in customer data a big plus

Qualifications
Job Specifications/ Minimum & Preferred Requirements

• Education / Business Degree    
• Bachelor’s degree in Business or related field / MBA advantageous
• Proof of continuing education through courses, personal development and seminars desirable
• Training / Certifications - Any mobile money-related training is considered a plus
• Industry(ies) - Telecommunications (Mobile Money Distribution, GSM Distribution) / FMCG / Distribution Management agencies