Manager - Dealer Sales Commercial Operations SA at MTN

Job Description

• To drive sales and growth by managing sales targets and strategy, maintaining relationships and increasing revenue and market share for the respective Dealer/ geographical area of responsibility. To do franchise modelling and manage accounts for non-owned stores and deliver measurable financial results, through excellent customer service and relationships with Dealers. To form the link between the customer and Internal people and processes. Based in the Region

Responsibilities

• Strategic Alignment and Input
• Develop and execute plans to enable sustainable channel growth and development with a key focus on driving sales
• Define and manage the implementation of the franchise framework. Ensure alignment of all activities and communication of the strategy, objectives
• and requirements of MTN SA and alignment to the overall strategy for the Channel
• Contribute towards long-term forecasts and predictions (2-3 years), analysing trends and highlighting areas of the business that may be developed
• further
• In collaboration with internal team, execute the Branded Retail Channel and Experience Hubs strategy and plans
• Key Account Management
• Set and allocate agreed sales and service targets for the assigned regional account portfolio, identifying and reporting on possible problems and
• variances appropriately
• Increase revenue through effective account acquisition and development, effective product mix, accessory sales and excellent customer service.
• Establish / grow value of accounts within assigned regions
• Provide input and direction to the development of sales and service targets within the assigned regional account portfolio
• Forecast acquisition and, retention numbers for the assigned portfolio of accounts and liaise with relevant areas to ensure availability
• Make recommendations and motivate new store on-boarding based on sustainability and viability continuous / long term trade
• Carry out financial interpretation and performance assessments, justifying loss of revenue due to Dealer closure
• Put effective methods and standards in place in order to provide a “One-Stop Service” Account Management interface with assigned regional
• account portfolio
• Liaise with relevant areas of the business to ensure effective POS materials availability
• Identify, implement and give feedback on income generating opportunities, ensuring viable cost-benefit ratios
• Track and optimise accounts performance in terms of cost and revenue contribution, reporting on performance as appropriate
• Provide accurate forecasting on all P&S requirements and liaise with relevant areas of the business to ensure timeous provision.
• Provide accurate and valid communication on new products and services & any enhancements to stores within allocated portfolio
• Manage Dealer limits, ensuring that they remain within authorised credit limits and escalating anomalies appropriately
• Liaise with Network, CVE, Billing, HVRC to deal appropriately with unresolved dealer issues, escalating when necessary, and provide prompt
• feedback
• Manage stock (stock counts, stock reconciliation & stock rotation), ensuring sell through of product and stock to minimise obsolescence
• Ensure that monthly Dealer claims are submitted timeously and that they are accurate
• Build and maintain professional relationships with Dealer Principals
• Manage and grow commercial relationships within assigned regional account portfolio
• Identify training needs and liaise with Marketing and Training to ensure that internal and external sales teams (non-owned stores) are trained and
• skilled to engage with customers and utilise systems and sales tools effectively
• Attend handset manufacturer meetings and Dealer meetings as required
• Maintain self-development and knowledge in all required areas through learning as well as through Yello world research, attendance at handset
• manufacturers workshops and demonstrations, studying POS materials and Yello Trader and research on MTN website, GSM arena, etc.

Account sustainability

• Identify the viability, sustainability and financial performance of accounts in the assigned region and provide recommendations, putting corrective
• action in place as appropriate
• Assist dealers with strategic and business planning to ensure account viability and sustainability
• Identify non-performance and non-achievement of target, using Dealer Agreements as reference
• Manage and optimise cost of sales for the accounts, ensuring compliance with budgets and targets
• Develop and actively drive action plans in conjunction with Dealer to sustain or improve achievement of targets (actual vs. target)
• Assist dealers with identifying and meeting training and recruitment needs
• Compile reports on Dealer results
• Customer Satisfaction
• Ensure a proactive approach is adopted to prevent problems from arising in the future
• Improve customer service delivery wherever possible
• Develop and maintain solid relationships with stakeholders, building relationships to ensure that all queries are responded to quickly and effectively.
• Educate stakeholders and internal customers on the role of franchise and how they may contribute and add value.
• Ensure delivery on customer specific strategies via the Head of Sales
• Identify trends / patterns pertaining to customer needs and filter this information through the correct channels.
• Initiate change to continually improve all aspects of service delivery and drive continuous improvement as an important element of service delivery.
• Manage, monitor and control customer-related system efficiencies, and the measurement thereof.
• Understand customer needs and develop and fine-tune systems accordingly, ensuring that effective PPP’s are in place and valid.
• Put contingency plans in place to prevent delivery and service delays and enhance the customer experience via the Head of Sales
• Increase brand presence continuously by growing MTN influence at store and customer level within the assigned region
• Provide input into innovative promotional planning within assigned regional account portfolio and assist with achievement of targets
• Drive implementation of promotional plans in line with Marketing and Sales plans, objectives and requirements, including marketing and store
• promotions, liaising with relevant areas of the business for successful implementation when needed
• Collect and collate competitor information, generating information and provide feedback and recommendations to stakeholders (dealers & RM’s)
• Mediate resolution of escalated queries within the assigned portfolio of accounts
• Budget Management/ Cost Control
• Identify areas where money is lost and seek ways to reduce expenditure where possible
• Ensure spending remains within budget limits
• Monitor costs and determine initiatives to optimize resources. Ensure cost effectiveness by maximising cost/benefit ratios.
• Identify opportunities to generate additional revenue
• Report on achievement of monthly cost control targets

Continuous Improvement

• Develop and foster best practices and lessons learned
• Identify Business Improvement and Optimisation opportunities that will result in improvement of process performance
• Identify and implement innovative ways to use minimum resources to achieve maximum outputs
• Ensure that the relevant analysis of market knowledge, trends and competitive information is gathered and assimilated
• Ensure competitors benchmarking and gap analysis is performed as appropriate and incorporated into business operations
• Initiate change to continually improve all aspects of channel performance and drive continuous improvement as an important element of
• sustainability
• Identify opportunities to generate additional revenue
• People Leadership/ Management
• Provide technical, procedural and policy guidance to staff, colleagues , partners and vendors
• Enable and model healthy employee relations and collaborative teamwork
• Manage diversity, develop, and embed an Employment Equity plan for the business area
• Contribute to building a culture of continuous evaluation and improvement. Drive a culture of high performance, accountability and consequence
• management
• Act as an ambassador for the Branded Retail Channel & Experience Hubs team by living the Brand values and vital behaviours and changing and
• influencing employees’ behaviour
• Make the environment the best place to work. Foster professionalism, loyalty and commitment to the organization. Build the Company’s brand to be
• the employer of first choice

Qualifications

• Matric
• Tertiary education in Sales & marketing

Experience 

• Min 3-5 years in ISP industry
• Experience with new business development
• 2 years ISP management experience
• Work across diverse cultures and geographies
• Knowledge of MTNs products & services