Senior Manager: Sales & Distribution at MultiChoice

Purpose of the Position:

• To oversee all aspects of sales, with a focus on driving and operationalizing key sales projects across the African continent.  Act as subject matter expert to each country MD, Sales Manager and regional directors, providing thought leadership on best practice

Role responsibilities include:

•  Pricing, Subsidy and Commission Management for MAH Markets (By market and Channel)
• Driving of key sales transformation initiatives and projects across MAH Markets (E.g review and optimization of sales operating models (Sales team structure, Route to Market/Distribution model, to Daily Execution)
• Supporting the sales teams in market and providing day to day leadership.

Key Performance Objectives

Tasks

New volume and equated new

• Collaborate, champion and enable effective sales leadership and cross-functional working relationships across the MAH sales community.
• Connect and leverage the skills of various functional teams across MAH to optimize our sales ambitions.
• Channel Management: Growth and optimization of sales channels
• Align Corporate channel strategy to region, country and, cross-functionally, across CX, CVM and Marketing to ensure:
• That ‘right channel per market’ concept used throughout MAH BV.
• Sufficient stock coverage through-out RTM for all channels.

Reduction of channel conflict

•  ‘Golden-thread’ of customer experience in Join journey throughout all channels.
• Determining optimal Sales Demand Plan by channel/ partner, managing Sell in and Sell Through/ Sell Out levels to meet inventory targets & sales growth objectives
• Establish, actively communicate and monitor sales channel objectives (growth, maturity curve, performance, distribution strategy etc)
• Proactively assess, clarify, and validate country needs on an ongoing basis;
• Ensure consistent and accurate channel reporting;
• Drive analytics based reporting on all metrics for functions under sales channel control
• Develop, communicate and measure Key Performance Areas for sales teams
• Develop and maintain key account relationships with channel partners, ensuring that channel partners are aligned to the customer experience expectations and to the sales strategy (retailers, agents etc)
• Improve access to MultiChoice content and services through strong focus on improvements to current RTM on country-by-country basis.
• High synergy with logistics and distribution team to focus on channel distribution to further reduce lead times and distribution costs.

Strategy Execution

• Strategically balance the GOtv and DStv portfolios. Grow the Pie and ensure the sales ecosystem is correctly set up for success (commissions, resourcing, training etc).

Stakeholder management

• Build a good understanding of the MultiChoice Africa business, the business operations in the African countries and the product offerings
• Build relationships with stakeholders in the African countries where the MultiChoice Africa is operational through communication and engagement on initiatives that impact them
• Engage with, and build relationships with the key business stakeholders (at all levels of the organisation) through consistent delivery and communication
• Manage business stakeholders’ expectations and plan effectively to meet those expectations

Reporting

• Where required, compile weekly, monthly and quarterly reports for all levels of the business such as countries (ops reviews), internal stakeholders and Exco.

Qualifications

• Degree in Marketing or Business Administration
• Post graduate qualification will be an advantage
• Project Management certification will be an advantage

Experience

• 5-7 years’ experience within a sales environment
• Sales and Distribution knowledge
• Experience in at least 3 African Countries
• Previous experience in FMCG, Telco, Technology and Banking sectors is preferred.
• Must have evidence of managing large projects from start to finish and delivering outcomes to stakeholder expectations
• Proficiency in the process of understanding and optimizing distribution channels know very well about the demands of customer; familiar with operating model of marketing activities from competitors
• Experience with sales technology and  B.I Platforms (such as Salesforce, Power BI, Qlik Sense, Tableau)
• Experience working with data and data collection platforms is beneficial

Technical Competencies

• Sales and Distribution
• Channel Management
• Product/Service Knowledge
• Management Information Systems
• Financial Management
• Customer Centricity
• Communication skills
• Demand Management
• Proficiency in use of Microsoft Office Packages, specifically Excel, Powerpoint and Word

Behavioral Competencies

• Relationship Building
• Networking
• Decision Making
• Critical Appraisal
• Holistic Thinking
• Persuading & Influence
• Coaching