MTN Group est une multinationale sud-africaine coté dont le premier actionnaire est, à hauteur de 46,78%, Standard Bank et en partie détenue aussi par le Government Employees Pension Fund. L’entreprise exerce dans les domaines des télécommunications.
Mission
To lead MTN CI entreprise business Small & Medium Enterprises (SME) sales strategy in order to achieve the sales and market share targets to drive business growth.
Responsabilités opérationnelles
Driving Profitable Growth for MTN Business:
- Achieve weekly / monthly / annual sales targets for the SME sales vertical;
- Achieve SME market share targets;
- Achieve return and profitability metrics within SME market;
- Direct appropriate resources to best opportunities to maximise returns within SME market.
Focus on providing exceptional Client Experience:
- Ensure delivery of exceptional client experience for SME;
- Conduct regular CSAT surveys to monitor client satisfaction across SME clients;
- Be the overall custodian for customer engagement across the business.
Ensuring a culture of Operational Excellence:
- Ensure accurate and timely sales forecasting process for SME;
- Achieve forecast accuracy;
- Ensure appropriate business predictability for the SME vertical;
- Ensure the right SME sales organisation structure to enable better customer experience;
- Ensure the right SME sales and sales enablement processes and procedures;
- Ensure the CRM sales tools are kept updated and accurate for all SME clients and targets;
- Provide on-time and accurate SME sales reporting;
- Continuously recommend incentive schemes to align the sales effort i.e. commission incentive structure;
- Ensure that a process is in place for seamless handover between pre-sales / sales / operations / finance etc.;
- Effective budget management
Ensuring appropriate Governance and Control measures:
- Strictly follow and ensure team compliance of relevant policies and procedures;
- Ensure effective qualification process is in place for bid management;
- Ensure proper controls are in place to manage key risks across the business;
- Appropriate implementation of DoA;
- Effective management of the SME sales governance calendars.
Diplôme
- Min 4/5 Year Tertiary qualification in Commerce, Sales, Marketing or equivalent;
- MBA / Masters advantageous;
- Relevant accreditation in sales advantageous.
Expérience Professionnelle
- Minimum of 7 to 10 years of sales experience with 5 years in sales leadership for the SME sales vertical segment within the business
- Experience working in a multinational and/or in various regions would be an advantage
Connaissance
- Telecoms Industry;
- Financial Control and Analysis;
- Sales / Service and operational Management;
- Marketing Management;
- Project Management Principles and Practices
- Team management principles and practices
- Quality Management Principles and Practices
- Change Management
- Stakeholder management
- Contract Management
- Process management/reengineering
- Risk Management
Aptitudes Professionnelles
- Strategic thinking
- Commercial acumen and financial competency
- Partner management;
- Understand challenges and company’s strategy, ability to adapt the roadmap accordingly
- Reactivity to Market Changes: Need to have appropriate balance between agility and absorption
- Ability to communicate in both French and English according to the context (group/individual)
- Decision Making
- Strong negotiation and conflict management skills
- Networking
- Communication and Presentation Skills
Qualités Comportementales
- Customer First;
- Able to motivate and inspire;
- High energy levels;
- Leadership and persuasion;
- Results orientated;
- Accountability;
- Decisiveness;
- Knowledge share;
- Resilience;
- Effective communications;
- Ability to delegate
- Display confidence;
- Honesty;
- Integrity;
- Strategy Implementers
- Decisive Problem Solver
- Best Practice Value Creator
- Culture and Change Champion
- Guiding People Manager
- Relationship Builder
- Results Achiever
- Operationally Astute
- Lives MTN Values: Leadership, Integrity, Relational, Innovation, Can-Do
- Demonstrates vital behaviors of MTN: Active Collaboration, Total Responsibility, Courage, Get-it-done.
