Senior Manager - Small Medium Enterprise SME for Gauteng Regions Enterprise Business Unit at MTN

Responsibilities
Strategy Development and Implementation

• Develop and implement the Business Development Strategy and annual Business Development Plan for SME segment in Gateng Region to deliver superior sales performance through efficient allocation of resources and managing priorities to deliver against set performance goals. 
• Define the commercial vision, set the direction, and develop the go-to-market strategy for the  SME Segment in Gauteng regions.
• Hold overall responsibility for designing, developing and delivering the sales management strategic planning approach. 
• Participate in the development of the overall strategy for SME Segment in Gauteng Region by providing input into initiatives that drive revenue and market growth.

Key Accounts

• The role is required to acquire new provincial logo’s across the various industries of the SME market within Gauteng Region. 
• The role is required to segment the provincial existing logo’s across the various industries and establish gaps, thereby use the gap analysis data as an acquisition plan, to drive growth and market penetration
• A weekly sales cadence will be required with a view to provide pipeline size across the Gauteng SME segment, conversion to a sales order and ultimately to revenue generation as measured by revenue targets.
• The role is required to hunt for new SME logo’s that will yield a sizeable growth in existing revenue
• The role is required to farm existing SME logo’s and increase share of wallet accordingly
• The role is required to segment the existing logo’s in relation to the landscape, provide a gap analysis and use the output as an acquisition plan to increase SME Gauteng market size

Indirect Channels

• SME segment has been identified as a key lever for growth across Enterprise business, the role will be required to obtain the strategy from Gauteng Region and SME GMs and then define execution plan aimed at driving growth.
• The role will be required to increase revenue across all the SME direct and indirect channels, namely: Direct sales force, Virtual Sales account managers, Telesales, Branded retail stores and the Online platform.
• A weekly sales cadence will be required with a view to provide pipeline size across the channels, conversion to a sales order and ultimately to revenue generation as measured by revenue targets.
• The role is required to hunt for new SME logo’s that will yield a sizeable growth in existing revenue
• The role is required to farm existing SME’s and increase share of wallet accordingly
• The role is required to manage the ASPU generated from the SME segment, with an objective to ensure that high tariffs are sold for the mobile products, which naturally drive a high ASPU
• Channel partners will be an extension of our EBU distribution, aim will be to leverage our partners to increase market coverage. This role will be required to seek National strategy for Partners from the Partnership HOD in Head office and then will be required to define regional partner strategy that is aimed at building the partner eco-system across the MTN partner landscape, being, MTN Distribution partners, MTN Certified Resellers, MTN Certified Resellers, MTN Strategic / Alliances Partner, MTN Solutions Partners  (On-Billers). Aim for all, being to increase partner market size and revenues for SME
• The role is required to segment the existing partners in relation to the SME landscape, provide a gap analysis and use the output as an acquisition plan to increase SME partnership Gauteng market size
• A weekly sales cadence will be required with a view to provide pipeline size across the SME partnership  segment, conversion to a sales order and ultimately to revenue generation as measured by revenue targets.
• The role is required to hunt for new Partners that will yield a sizeable growth in SME existing revenue
• The role is required to farm existing Partners and increase SME share of wallet accordingly

Focus on providing exceptional Client Experience

• Partner with Head Office Client services to ensure delivery of exceptional client experience for all SME across Key accounts and Indirect channel segments for the Gauteng Region
• Conduct regular CSAT surveys to monitor SME client satisfaction across the segments

Ensuring a culture of Operational Excellence

• Ensure accurate and timely sales forecasting process for Key SME accounts and Indirect channels.
• Ensure the adoption of the appropriate sales discipline as well as the full use of Sales Cloud forecasting tool
• Achieve forecast accuracy of -2%, +5%
• Ensure appropriate business predictability for the SME Sales segments
• Ensure the right sales organisation structure to enable better customer experience
• Lead, develop and coach the SME regions team on-the-job.
• Improve the employee engagement through the GCA action plan.
• Ensure the attraction, development and retention SME Gauteng Regions talent
• Build a professional SME regions team.
• Ensure a culture of continuous evaluation and improvement.
• Drive a culture of high performance, accountability, and consequence management.
• Meet and exceed annual employment equity targets.

Leadership and Direction

• Lead the definition and sizing of target market segments and regions, customer base and key alliances and partnerships.
• Identify, evaluate and structure key partnerships and alliances to ensure continued financial health and maximum value creation. 
• Manage complex enterprise contract negotiations, in cooperation with SME Segment and Regional sales leaders and the legal services team.
• Prepare and provide regular business reviews to SME and Gauteng region business leadership regarding strategic initiatives, segment, regional and overall sales performance against goals. Highlight successes, challenges, roadblocks and actions.
• Hold direct reports accountable for the achievement of business plans and take corrective actions where necessary to ensure achievement of business objectives.

Business Development

• Drive the development of the business pipeline by engaging with prospects, partners and key customers.
• Lead the development of segment and regional-specific messaging and collateral materials that effectively communicate the MTN value proposition for SME Sales
• Use data to produce forecasting models, metrics, reports, analyses and dashboards to drive key business decisions across the SME Sales, to influence both strategic and tactical decision-making.
• Partner with SME Segment and Gauteng Region sales leaders to drive core Sales Operations processes such as territory planning, quota development, sales performance management and sales incentive programs.
• Possess exceptional depth and breadth across all SME Gauteng regions Sales offerings, view business issues from multiple expertise angles and leverage deep expertise to offer commercial propositions and solutions.
• Build and maintain accurate sales forecasts against key performance indicators.
• Collaborate with SME Segment and Gauteng Regional sales leaders to identify and partner with strategic prospects, with an aim to converting them into clients.

Qualifications
Education: 

•  3 Year Tertiary qualification in Commerce or equivalent 
• Master’s degree will be advantageous (MBA or relevant Master’s degree)

Experience:

• 8+ years relevant enterprise experience with minimum of 4 years in SME Segment 
• Advance knowledge in telecommunications 
• Proven experience in development, roll-out and management of SME  segment
• 5 years senior management experience or more; with at least 3 years in relevant sector/ industry (understanding emerging markets advantageous).
• Work experience across diverse cultures and geographies is advantageous.
• Strong leadership skills and experience leading a team of sellers focusing on SME market and or channel business .