Senior Manager - Head of Enterprise Regions Enterprise Business Unit at MTN

JOB DESCRIPTION
Mission

• Lead and enable sales teams within Enterprise Regions, with a goal to provide exponential growth across all go-to- market channels in the Enterprise regions ( SME, Public, LE & Channel partners) in . This role will therefore be required to closely partner with the Head office GMs for the Regions, key accounts and indirect channels, ICT, Commercial and operational support in terms of aligning regional execution to the EBU national strategy which will be set by Head office. The role will report directly to Chief Enterprise Business Officer, due to the intense enterprise expertise and focus that is required, underpinned by its market size and massive opportunities.

Context 

• Fast moving industry with constantly changing business requirements and technologies.
• Fluid complexities of client expectations and demands.
• Highly competitive market with new and established competitors and aggressive competitor strategy and delivery.
• Highly dynamic and fluctuating Telecommunications industry.
• Total client experience for MTN brand.
• Constantly changing client and market needs.
• Fast paced environment.
• Market dynamics and developments.
• MTN policies, processes, and procedures.
• Regulatory industry Norms govern MTN and partners.
• Highly pressurised, deadline-driven environment.
• Highly legislated / regulated environment requires compliance and adherence to Industry standards and benchmarks.
• Participative environment – highly diverse and team-focused.

Key Performance Areas:

• Strategy Development and Implementation
• Develop and implement the Business Development Strategy and annual Business Development Plan for Enterprise regions to deliver superior sales performance through efficient allocation of resources and managing priorities to deliver against set performance goals. 
• Define the commercial vision, set the direction, and develop the go-to-market strategy for the Enterprise regions.
• Hold overall responsibility for designing, developing and delivering the sales management strategic planning approach. 
• Participate in the development of the overall strategy for Enterprise regions by providing input into initiatives that drive revenue and market growth.

Key Accounts

• The role is required to acquire new provincial logo’s across the various industries of the corporate scene in partnership with GM Key accounts for Head Office. 
• The role is required to segment the provincial existing logo’s across the various industries and establish gaps, thereby use the gap analysis data as an acquisition plan, to drive growth and market penetration
• A weekly sales cadence will be required with a view to provide pipeline size across the Regional LE segment, conversion to a sales order and ultimately to revenue generation as measured by revenue targets.
• The role is required to hunt for new LE logo’s that will yield a sizeable growth in existing revenue
• The role is required to farm existing LE logo’s and increase share of wallet accordingly
• The public sectors landscape that applies to this role, will be focused on provincial public sector accounts, State Owned Entities. Municipalities, FET’s, Unions and NGO’s
• The role is required to segment the existing logo’s in relation to the landscape, provide a gap analysis and use the output as an acquisition plan to increase public sector Gauteng market size
• A weekly sales cadence will be required with a view to provide pipeline size across the Public LE segment, conversion to a sales order and ultimately to revenue generation as measured by revenue targets.
• The role is required to hunt for new Public logo’s that will yield a sizeable growth in existing revenue
• The role is required to farm existing Public logo’s and increase share of wallet accordingly
• Indirect Channels
• SME segment has been identified as a key lever for growth across Enterprise business, the role will be required to obtain the strategy from SME GM in the region and then define execution plan for the Gauteng region aimed at driving growth.
• The role will be required to increase revenue across all the SME direct and indirect channels, namely: Direct sales force, Virtual Sales account managers, Telesales, Branded retail stores and the Online platform.
• A weekly sales cadence will be required with a view to provide pipeline size across the channels, conversion to a sales order and ultimately to revenue generation as measured by revenue targets.
• The role is required to hunt for new SME logo’s that will yield a sizeable growth in existing revenue
• The role is required to farm existing SME’s and increase share of wallet accordingly
• The role is required to manage the ASPU generated from the SME segment, with an objective to ensure that high tariffs are sold for the mobile products, which naturally drive a high ASPU
• Channel partners will be an extension of our EBU distribution, aim will be to leverage our partners to increase market coverage. This role will be required to seek National strategy for Partners from the Partnership GM in Head office and then will be required to define regional partner strategy that is aimed at building the partner eco-system across the MTN partner landscape, being, MTN Distribution partners, MTN Certified Resellers, MTN Certified Resellers, MTN Strategic / Alliances Partner, MTN Solutions Partners  (On-Billers). Aim for all, being to increase partner market size and revenues
• The role is required to segment the existing partners in relation to the landscape, provide a gap analysis and use the output as an acquisition plan to increase partnership Gauteng market size
• A weekly sales cadence will be required with a view to provide pipeline size across the partnership  segment, conversion to a sales order and ultimately to revenue generation as measured by revenue targets.
• The role is required to hunt for new Partners that will yield a sizeable growth in existing revenue
• The role is required to farm existing Partners and increase share of wallet accordingly

Focus on providing exceptional Client Experience

• Partner with Head Office Client services to ensure delivery of exceptional client experience for all enterprise segments across Key accounts and Indirect channel segments for the Region
• Conduct regular CSAT surveys to monitor client satisfaction across the segments

Ensuring a culture of Operational Excellence

• Ensure accurate and timely sales forecasting process for Key accounts and Indirect channels.
• Ensure the adoption of the appropriate sales discipline as well as the full use of Sales Cloud forecasting tool
• Achieve forecast accuracy of -2%, +5%
• Ensure appropriate business predictability for the Sales segments
• Ensure the right sales organisation structure to enable better customer experience
• Lead, develop and coach the Enterprise regions team on-the-job.
• Improve the employee engagement through the GCA action plan.
• Ensure the attraction, development and retention Enterprise Regions talent
• Build a professional Enterprise regions team.
• Ensure a culture of continuous evaluation and improvement.
• Drive a culture of high performance, accountability, and consequence management.
• Meet and exceed annual employment equity targets.

Leadership and Direction

• Lead the definition and sizing of target market segments and regions, customer base and key alliances and partnerships.
• Identify, evaluate and structure key partnerships and alliances to ensure continued financial health and maximum value creation. 
• Manage complex enterprise contract negotiations, in cooperation with Segment and Regional sales leaders and the legal services team.
• Build and manage a highly talented solution sales team, focused on driving adoption and market penetration.
• Prepare and provide regular business reviews to Enterprise regions business leadership regarding strategic initiatives, segment, regional and overall sales performance against goals. Highlight successes, challenges, roadblocks and actions.
• Hold direct reports accountable for the achievement of business plans and take corrective actions where necessary to ensure achievement of business objectives.

Business Development

• Drive the development of the business pipeline by engaging with prospects, partners and key customers.
• Lead the development of segment and regional-specific messaging and collateral materials that effectively communicate the MTN value proposition for Enterprise Sales
• Use data to produce forecasting models, metrics, reports, analyses and dashboards to drive key business decisions across the Enterprise Sales, to influence both strategic and tactical decision-making.
• Partner with Segment and Regional sales leaders to drive core Sales Operations processes such as territory planning, quota development, sales performance management and sales incentive programs.
• Possess exceptional depth and breadth across all Enterprise regions Sales offerings, view business issues from multiple expertise angles and leverage deep expertise to offer commercial propositions and solutions.
• Build and maintain accurate sales forecasts against key performance indicators.
• Collaborate with Segment and Regional sales leaders to identify and partner with strategic prospects, with an aim to converting them into clients.
• Oversee the sales solution team to ensure high-level execution at every stage of the pipeline development and sales process.

Education: 

• 4 Year Tertiary qualification in Commerce or equivalent 
• Master’s degree will be advantageous ( MBA or relevant Master’s degree)

Experience:

• 8+ years relevant enterprise experience with minimum of 4 years in enterprise Business unit
• At least 2 years in a managerial/ supervisory role
• Advance knowledge in telecommunications 
• Proven experience in development, roll-out and management of enterprise regions
• 5 years senior management experience or more; with at least 3 years in relevant sector/ industry (understanding emerging markets advantageous).
• Work experience across diverse cultures and geographies is advantageous.
• Strong leadership skills and experience leading a team of sellers focusing on enterprise accounts.

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.