Senior Specialist - Fixed Sales Enterprise Business Unit at MTN

RESPONSIBILITIES
Key Tasks: 

• Driving Profitable growth for MTN Business
• Achieve weekly/ monthly and annual sales targets
• Sole responsible for hunting new fixed customers across the defined territory  
• Demand generation and pipeline management
• Work closely with the Direct Sales team to jointly increase sales and maximise revenue for the Connectivity & ICT business

Ensuring a Culture of Operational Excellence

• Understanding clients strategic business plans, key performance indicators, and decisions and how they create ICT opportunities
• Understanding the clients’ strategic partners and  landscape to identify opportunities 
• Analysing industry competition and market needs
• Accurate Planning and forecasting
• Provide input into operational and promotional planning which will ensure revenue growth within an allocated portfolio of accounts.
• Monitor growth opportunities through competitor activity scanning and feedback to business on such opportunities for further development.
• Recommend ways to exploit new opportunities to grow the business further
• Provide input into the fine tuning of processes, systems and support in line with changing work practices.

Connectivity & ICT Sales Portfolio Management

• Work closely with the product team to understand the current market, clients and future requirements
• Maintain a thorough knowledge of market commercial terms of agreements and manage and grow commercial relationships within assigned portfolio of accounts
• Management and maintenance of pipeline development, sales plans and promotional plans for the specialist Connectivity & ICT sales area.
• Provide assistance with the end-to-end management of clients’ accounts under the Head of’s supervision.
• Resolve escalated issues or escalate as appropriate.
• Lead the account teams when pursuing or delivering on opportunities 
• Implement innovative promotional activities in line with Marketing and channel objectives, requirements and guidelines.
• Increase MTN’s Brand presence continuously by increasing MTN influence within the Connectivity & ICT sales portfolio area.
• Provide input into the forecasting of acquisition numbers, retention numbers, implementation team requirements and stock required for the allocated Connectivity & ICT sales portfolio area.
• Liaise with relevant areas to ensure delivery of SLA for the assigned Connectivity & ICT Sales Portfolio area (e.g.  Connectivity, Unified Communications, Cloud, Security, etc).
• Liaise with Marketing and Training to ensure provision of effective information and training as required.
• Provide regular feedback on competitive threats to MTN business and advice on product/service enhancement requirements.
• Provide feedback on MTN’s risk exposure regarding the financial performance of the allocated Connectivity & ICT sales portfolio area and provide recommendations as appropriate.
• Prepare reports on pipeline development and sales performance as required.
• Comply and understand margins according to EBU principles
• Assist the company in shaping the future value proposition by creating unprecedented value and opportunity for defined Connectivity & ICT customers. 
• Build relationships within all layers of these markets. 
• Sales planning including developing and execution of business plans, as well as tracking of milestones.

Focus on providing Exceptional Client experience 

• Lead engagements with client executives and  leaderships to introduce MTNs ICT capability 
• Build and maintain solid relationships with all stakeholders, and at all levels 
• Play a leading role for account teams
• Lead client engagement on technology  roadmaps to position MTN
• Analysis the client’s spending and identify areas of cost efficiency to drive MTNs ICT sales
• Provide on-going support to existing accounts and work actively towards creating new profitable revenue streams through new accounts.
• Ensure all customer queries are attended to and resolved within agreed SLA’s.
• Ensure that customer specifications are met and that the customer is satisfied with the end service and/or product.
• Consider the implications of actions to be taken for the customer / the effect of actions on the customer.
• Provide advice on the best approach to reach the best results.
• Define and monitor SLAs 

Lead contract negotiations

• Ensuring appropriate governance and Quality Control measures 
• Utilize sound practices that comply with best practice, legislation or other regulations / parameters / guidelines.
• Maintain quality standards that will enhance the customer experience and cost efficiency.
• Work consistently according to standard operating procedures.
• Analyse situations and take necessary action to ensure quality is maintained.
• Seek feedback from clients/ stakeholders and continuously seeks ways of improving on quality and customer service standards.
• Define and monitor SLAs 
• Lead contract negotiations

Project Management

• Contract management in line with Procurement Policies
• Co-ordinate project reporting 
• Risk management
• Identify and lead the mitigation of revenue and delivery risks

Business Analysis

• Identify fit for purpose products to maximise profitability
• Understanding the clients procurement and contracting landscape
• Identify Business Improvement and Optimisation opportunities that will result in improvement of process performance 
• 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
• Identify and implement innovative ways to use minimum resources to achieve maximum outputs
• Ensure effective implementation of the integrated project management model 

Risk management

• Independent thought and Judgment: 
• Good commercial acumen 
• Make decisions to drive immediate response times 
• Prioritization of work. 
• Goodwill credits within procedure and delegation of authority 
• Evaluating credits and debits validity and allocating credit and debit value.
• Dissemination of information. 
• Improvement of processes and procedures 
• Personal presentation in line with company image

QUALIFICATIONS
Education:

• Minimum of 3-year degree/diploma in Commerce (Financial /Marketing / Communication) or related

Experience:

• Minimum of 4 years’ experience in an area of specialisation / ICT 
• Experience working in a medium organization in sales department is essential, preferably in fast moving industry
• ICT Experience in technical or sales outside mobile for at at least 3 years
• Minimum 2 years of direct client engagement and responsibility

Competencies:
Head - Big Picture Focus (25)

• Strategy Formulators - Formulates divisional strategies aligned to overarching strategies for execution.
• Decisive Problem Solver - Has the mental agility to understand complex business challenges and provide effective solutions.
• Innovative Value Creator - Creates an environment for commercial and enterprise innovation.  

Heart – People & Emotional Intelligence (35)

• Culture and Change Champion - Drives business practices by holding others accountable for demonstrating the MTN values and vital behaviours.
• Inspiring People Leader - Is self-aware and leads/coaches others to develop capabilities for realising individual potential.
• Relationship Builder - Collaborates across teams and builds networks and relationships with internal and external stakeholders.

Hands – Results Focused (30)

• Results Achiever - Produces sustainable enterprise results.
• Operationally Astute - Plans, organises and sets controls in place for delivery of strategies.