Specialist - Fixed Sales.Enterprise Business Unit at MTN

Key Performance Areas: Core, essential responsibilities / outputs of the position (KPA's)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

• 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.
• 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 

• Build and maintain solid relationships with all stakeholders.
• 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.

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.

Project Management

• Contract management in line with Procurement Policies
• Co-ordinate project reporting 
• Risk management

Business Analysis

• 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: 

• 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

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 is preferable