Mission/ Core purpose of the Job
Manager Sales will pursue sales and commercial support for fixed infrastructure wholesale for CAR FibreCo. He/she will cater to internal customers (MTN Group OpCos) and external customers (3rd parties, e.g. global carriers, ISPs, MNOs and digital players). The role will develop and define initiatives to assist in strategic positioning of connectivity services to maximise revenues from CAR FibreCo. The Manager Sales will drive sales in a Wholesale Fibre and Services
Key Performance Areas: Core, essential responsibilities / outputs of the position (KPA's)
The Manager Sales Accounts will be accountable to achieve the following objectives:
- Drive the CAR Fibreco wholesale business to capture incremental revenue both internally (from OpCo) and externally (from 3rd party customers)
- Liaises with the Managing Director to obtain the CAR FibreCo resources needed for the Business to operate effectively and meet performance targets
- Manages the implementation of annual business plan to ensure that business objectives of delivering stakeholder value are achieved. Draws insights from business intelligence tools to position products and services for maximum competitive advantage
- Develops an Executive Relationship Management programme for customers, assisting with thought leadership and consultative -based selling at board level in customer accounts
- Define the wholesale strategic guidelines to sell fixed infrastructure for global 3rd party customers, such as digital players and global carriers, and manage the customer relationship throughout the lifecycle
- Ensure on-time implementation and delivery of sold services by doing regular follow-ups with implementation teams and/or managed services
- Ensure full customer satisfaction over the wholesale sales/delivery process
- Tailor and customise commercial solutions dependent on regulatory approval across multiple jurisdictions.
- Work hand-in-hand with Technical teams to manage suppliers, products , solutions and commercial management of assets
- Provide input to monitoring capacity pricing changes in the markets, market price trends analysis based on customer feedback, and market dynamics, so that to improve own practices as well as request pricing update from the pricing teams
- Work on business cases for both internal and external sales forecasts to assist in forecasting demand for CAR FibreCo services
- Ensure that international assets are optimised for the best possible group financial return
- Grow product demand via innovative combination of GTM strategies, pricing, financing and services
- Define the wholesale sales strategy and GTM best practices, understand and identify customer needs and trends
- Define, monitor and ensure ambitious financial targets are met for wholesale revenue market share
- Manage performance of the sales team and provide it as input to consolidated reports
- Possess the authority, presence and integrity to command respect from colleagues and from external contacts
- Plan and organise work around customer demand
- Foster cross-functional collaboration between multiple Bayobab business units to deliver wholesale services
- Assess current competitive and operator landscape for the wholesale fixed connectivity business
- Ensure that all transactions with customers are duly recorded and tracked and ensure the customers are billed and revenues are collected on time
Role Deliverables
- Create sales and market reports on the wholesale performance of CAR FibreCo for 3rd party Sales and for MTN OpCos
- Create detailed analysis on the customer and competitive landscape
- Define and monitor account plan, sales pipeline and sales plan
- Revenues and growth targets in the Business
Role Dependencies
- Provide inputs for sales strategy and financial reports
- Multinational Companies and Strategic partnerships
Job Requirements (Education, Experience and Competencies)
Education:
- Minimum 4 Year Academic Degree in (Business Administration, Marketing or Commerce)
- Fluent in English,
Experience:
- 5+ years sales-related experience within the telecommunication space, preferably in the enterprise / wholesale environment
- Fixed connectivity business experience (desired)
Competencies:
- Understanding of the fixed connectivity infrastructure wholesale landscape with a focus on emerging markets
- Understanding of product and solution profitability and costing in the fixed connectivity assets space
- Excellent professional expertise and market knowledge, including good understanding of the competitive environment
- Strong public relations and interpersonal skills to be able to function across multiple business lines in a multicultural environment
- Good understanding of wholesale market products
- Multi-tasking capability to drive sales
- Strong networking skills to build CAR FibreCo professional relationships
- Effective oral and written communication skills
- Strong analytical, organisational and planning skills to execute commercial reports and inputs for budgeting
- Relationship based-sales skills and strong customer focused approach
- Effective oral and written communications and public relations as well as excellent negotiation skills to be able to function across multiple business lines in a multicultural environment
- Strong computer literacy
Other:
- Regional and international travel
- Ability to adapt to changing requirements of business and staff members
- Strong Customer Experience skills
