Executive Head: Mobile and Indirect Channel Job at Vodafone (Johannesburg)

Job Description

Contribute to Vodacom Business sales strategy formulation and ensure that business plan targets are met by generating customer and commercial sales. Oversee sales pricing, planning, operational forecasting, partner management and trade marketing. To ensure that a clear and consistent account management strategy is in place, with a view to create a clear focus for the enterprise segment and ensure that the portfolio management exceeds guidelines for each account. Develops and leads strategic customer relationships and anticipates client requirements to drive sales, revenue and unmatched customer experience. Develops and expands the overall Vodacom Business service offering through building close relationships with relevant internal and external stakeholders. Works closely with the various account teams across segments, product teams, solution architects, commercial team, pre-sales specialist teams to identify and successfully leverage Vodacom Business opportunities.

Job Responsibility

Contribute to Vodacom Business sales strategy formulation and ensure that business plan targets are met by generating customer and commercial sales
Oversee sales pricing, planning, operational forecasting, partner management and trade marketing
Ensure that a clear and consistent account management strategy is in place
Develops and leads strategic customer relationships and anticipates client requirements to drive sales, revenue and unmatched customer experience
Develops and expands the overall Vodacom Business service offering through building close relationships with relevant internal and external stakeholders
Works closely with the various account teams across segments, product teams, solution architects, commercial team, pre-sales specialist teams to identify and successfully leverage Vodacom Business opportunities
Translate the organisational strategy into meaningful operational targets
Use customer insights to identify and evaluate strategic and innovative revenue generating sales initiatives and pathways for route-to-market
Drive strategic initiatives in terms of the sales acquisition and sales retention
Develop industry best practice sales methodology and approach
Support revenue assurance initiatives
Ensure revenue & margin targets are achieved in the designated sales portfolio
Manage, monitor and review sales targets
Set sales targets for the respective sales team
Identify potential new opportunities through analysis of business intelligence reports
Understand customer patterns and market behaviour to define data-driven forecasting strategies
Provide leadership, guidance and motivation to the sales team
Direct lead generation initiatives to support new business acquisition
Partner with Lines of Business like IoT, Cloud and Fixed/Mobile to develop future product roadmaps and industry propositions
Drive sales operations to retain existing accounts as well as leverage off existing customers who have a need for enterprise mobile and converged solutions
Provide input into commercial negotiations for purposes of concluding master agreements
Represent Vodacom at client negotiations
Provide input to the Product teams for pricing and product development
Develop a CRM / Retention program to ensure healthy and sustainable relationships with Key Accounts
Manage Commission Scheme and payment process requirements
Drive market leadership on Customer NPS
Effectively manage function and its objectives in line with approved budgets
Assess expenditure and resolve gaps
Review and authorize payments in line with approved budget and policy
Ensure identification, implementation and development of processes to optimise cost efficiency
Establish relationships with key personnel within selected corporate accounts
Collaborate, champion and enable effective leadership and cross-functional working relationships
Provide specialised and technical support to internal and external stakeholders
Establish and monitor healthy, diverse internal and external relations
Develop and maintain key account relationships with channel partners
Oversee the activities of the team to ensure effective delivery of business outcomes
Supports and enables the team to succeed by encourage frequent knowledge sharing
Create fit for future organization capability through skills development
Develop a high performing team by embedding formal performance management process
Embed the Spirit of Vodacom
Initiate disciplinary processes for team members
Resolve grievances raised by team members
Motivate team members and ensure that their efforts are recognised

Requirements

Bachelors Degree/Equivalent
A Post Graduate Degree in Sales/Marketing/Business Commerce or related field advantageous
A minimum of 8 years Sales experience in the telecommunications or technology related environments e.g. (ICT) with demonstrated experience in: Managing Large scale customer sales organization
Portfolio management
Ability to increase NPS results and reduce administrative expense
Ability to build relationships and drive best in class process innovation
Working experience in the telecoms environment (advantageous)
5+ years management experience
Strategic mind set and out of box thinking
Experience in solution selling within enterprise customers
Deep understanding of the customer’s business, it’s market and industry alongside key decision-makers and influencers in account organisation
Ability to translate customer’s objectives and strategy into relevant Vodacom Business propositions
Robust understanding of account P&L
Experience working in multinational matrix organisation
Successful track record of managing multi- industry sales teams and demonstrate profitable revenue growth
Strategic Thinking: Effectively delivers against assigned strategy, exceeding expectations. Translates strategy into clear areas of focus and priorities for
Understanding of the SA telecommunication landscape
Understanding of Companies customer requirements
Understanding of technical concepts and the ability to communicate it as viable appealing market offerings
Understanding of SA business landscape
Understanding of the Value Chain Analysis with regards to various customer businesses.

Nice to have

Working experience in the telecoms environment (advantageous)
A Post Graduate Degree in Sales/Marketing/Business Commerce or related field advantageous

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Executive Head: Mobile and Indirect Channel

Job Description

Job Responsibility

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