Mission/ Core purpose of the Job: (Short description)

This role involves positioning and promoting the company Mobile & ICT value proposition, leading account managers in the development and expansion of opportunities, and reinforcing existing relationships. Involves execution of the sales strategy and tactics that maximize the company opportunity within the customer environment.

Context: (Global influences, environmental / industry demands, organisational mission, etc.)

Fast moving industry with constantly changing business requirements and technologies
Fluid complexities of customer expectations and demands
Highly competitive market with new and established competitors and aggressive competitor strategy and delivery
Highly dynamic and fluctuating Telecommunications and ISP industry
Total customer experience for MTN brand
Constantly changing enterprise and market needs
Market dynamics and developments
MTN policies, processes and procedures
Regulatory industry norms govern MTN and partners
Highly pressurized, 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: Core, essential responsibilities / outputs of the position (KPA's)

Key Tasks: Indicates those KPA’s that are essential to the position itself. These are normally specific to the incumbent, the job and the function. Excludes role and leadership / management.
Driving profitable Growth for MTN Business

Develops and executes sales strategy and tactics that maximize the company opportunity within the customer environment.
Increase solution selling by offering clients Value Added Services
Grow monthly recurring revenue and achieve current year SOV and Revenue Targets
Ensure maximisation of existing contract values by increasing wallet share
Maintain customer base by ensuring client issues have been taken care of
Reduce churn
Expand product offering to more customers
Sell more value-added products into customer base
Acquisition of new logos based on market opportunities and reduce churn in our base
The Sales Manager will be responsible and accountable for an annual sales revenue target with significant growth in subsequent years.
Along with sales planning, this position is responsible for accurate sales forecasting.
He / She must have both the sales skills and technical knowledge to make presentations and lead customer discussions to advance the sales process.
He / She must be able to lead virtual teams responsible for the delivery of customer success, customer satisfaction.
Assist the company in shaping the future value proposition by creating unprecedented value and opportunity for defined Mobile & ICT customers.
Build relationships within all layers of these accounts.
Sales planning including developing and execution of business plans, as well as tracking of milestones.
The Sales Manager will be responsible and accountable for an annual sales revenue target with significant growth in subsequent years.
Will manage a Team of account managers

Focus on providing exceptional Client Experience

Ensure delivery of exceptional client experience 
Conduct regular surveys to monitor Client satisfaction
Ensure a good customer experience at all times
Assist and resolve billing issues
Assist with customer call tickets
Assist with internal departments ensuring a good overall customer experience

Ensuring a Culture of Operational excellence

Planning and Delivery of a business plan
Alignment of all Sales activities undertaken in the unit
Achieve forecast accuracy
Provide input into reviewing organisational activities and assist in recommending corrective actions if necessary
Implement the action plans from the Sales strategy and ensuring efficiency of process in all areas
Provide feedback on the impact of solutions on other areas of the business, as well as the interdependency of units
Ensure continuous improvement and innovation at process and procedure level within All MTN Business operational departments
Implement methods, systems and procedures to enhance effectiveness and meet departmental goals

Operations and service enhancement

Input into the Sales strategies for the implementation thereof
Define, implement and input into identifying ways to fine-tune operational support methods to enhance effectiveness and meet departmental goals
Identify and evaluate areas of improvement within the Sales department, identifying possible solutions to address deficiencies and implementing according to plan
Ensure that all performance and key performance area standards of the function are monitored and tracked
Ensure that all requirements are met with both customer and operational needs
Analyse and interpret all data that interfaces directly with the division and report to the GM
Define the development of communication objectives and plans for the Sales function that touch all point of the business
Implement operational analysis on sales structures that support the delivery of strategy
Implement the quality standard frameworks and ensure that high levels of quality service are maintained and that all areas operate as close to global best practice as possible

Reporting

Identify relevant information and data for reporting purposes during departmental meetings
Identify and interpret relevant information and data for reporting purposes
Make assessments of and draw solutions from qualitative data. Make logical deductions and draw conclusions that can be motivated
Provide daily, weekly and monthly reports on all activities of the section
Feedback on any Client issues as soon as they arise and resolve

Process and Procedure Effectiveness

Ensure that workflow continues without interruption
Continually improve existing processes and procedures to enhance effectiveness, efficiency and performance
Implement a high standard of housekeeping and ensure it is maintained on a daily basis to avoid any none conformance.
Manage all risks that could be Client affecting

Manage Sales Team

Build and maintain team to deliver on set targets and objectives
Enable sales through internal operations by ensuring internal stumbling blocks are removed.
Manage human resources effectively
Motivating and developing Account Managers, Engineers and Presales staff is key in this role.

Instilling appropriate Employee Excellence

Achieve results by using performance management and incentives
Create an open-door policy to ensure an efficient climate
Treat everyone with respect and equality
Ensure pro-activeness from employees

Project Management

Develop and drive the execution of agreed projects
Drive the implementation, tracking, monitoring and compliance of Projects
Contract management in line with Procurement Policies
Co-ordinate project reporting
Ensure effective implementation of the integrated project management model
Risk management

Business Analysis

Perform Business Analysis MTN SA Business Analysis in line with the methodology and guidelines
Identify ways to fine tune policies, processes and systems in line with changing work practices
Determine, document, and review requirements for projects within the scope of the value stream or impacting processes and systems
Design, analyse and document workflow and make appropriate recommendations that will positively impact operational effectiveness
Identify Business Improvement and Optimisation opportunities that will result in improvement of process performance
Ensure that benchmarking is conducted with other companies and organizations within and outside the industry.
Construct business cases for initiations proposed by the business. Research and consider best practice, local conditions, trends, as well as competitor activity
Identify and implement innovative ways to use minimum resources to achieve maximum outputs

Supervisory / Leadership / Managerial Tasks:  Refers to the responsibilities for directing, guiding, motivating  and influencing others.

Responsible for the management of a team which operates in a diverse environment
Manage the department appropriately, ensuring that managers monitor attendance/absenteeism, adherence and log in time, quality, team productivity
Ensure that the structure is functional, optimized and fully utilized relative to available resource
Ensure that teams are optimally sized and staffed and manage and motivate performance
Recruit, develop and retain people with outstanding skills, qualifications and potential
Define the KPAs and KPIs to be cascaded through the department and clarify roles at various levels to match the level of expertise and results required by the business.
Agree on performance standards
Evaluate, assess and track performance to ensure that targets are achieved
Coach, guide and motivate subordinates
Understand the need to train and develop staff to be able to use resources optimally and enhance performance
Build employee relations and collaborative teamwork
Ensure communication and fundamental understanding of strategy elements to all affected teams
Have the self-insight and flexibility to adapt to different situations
Manage boundaries that separate units in order to optimise workflow

Role Dependencies:  

Does not refer to the various “roles” that the incumbent has to assume in the conducting of the duties. Instead, this  would be additional complexity that should not be inherent in this job, but the incumbent has responsibility for. Example HR Managers having to manage an IT function.
Interacting with all stakeholders internally & externally

Lateral Dimensions: These indicate the areas where the individuals could contribute uniquely in addition to the indicated duties, as well as how they could be affected by others or circumstances not necessarily under their control.

Creativities (improvement/innovation inherent)  Indicates the potential for improvement and / or innovation inherent in a position.

Alignment of operations to best practices and standards
Define improvement opportunities and initial schemes for customer experience enhancement 
Articulate and implementation of improved efficiencies in business processes
Integrated service provision to other departments
Build brand credibility
Apply market research in optimal way to add as much value adds as possible to other areas of the business.
Constantly identify new and innovative ways of enhancing operations, setting benchmarks which will roll out into other areas of the business
Deploy and redeploy resources in the most effective way
Encourage continuous service improvement
Implement cost-saving activities
Motivate staff through innovative interaction

Vulnerabilities (control span) Refers to the latent difficulties, or things that could potentially go wrong that affect a specific position.   Such vulnerabilities may / may not be under the control of the incumbent. Direct implication or first level of impact.

Economic 
Resources
Ineffective support / resistance from key stakeholders
Integrity of MTN operational data
Budgetary constraints that impact on strategies that are being devised
Changes in South African regulatory environment
Customer dissatisfaction
Inappropriate processes resulting in delayed service to customers

Collaboration:  

Refers to formal and informal relationships
Responsibility towards:  who are they and what do they receive from the incumbent.
Direct reports: 2-8
Matrix reports: Resources allocated to special projects from other areas within the business, Support areas of business must be adequately trained and given necessary tools to develop, manage and support the products
Key customers: All External Clients, MTN SA Enterprise BU Internal departments especially Direct & Indirect Sales Team, Bids Managers
Key suppliers: External Suppliers/Partners, Segment Managers in EBU Marketing, Technology and IS departments

Discretionary Space: The degree to which individuals are allowed to exercise independent thought and judgement.

Independent thought and Judgment: Relates to the decision-making constraints place upon a position or conversely, the degree of freedom in decision-making.Independent thought and Judgment:
Decisions on monitoring process and quality improvements thereof
Changes in operational strategy implementation
Management and motivation of team
Dissemination of information
Implement change on a discretionary basis as presented by the GM
Implementation of efficiencies in systems and processes
Objectives set for the department / area / unit
Resource allocation
System, process and procedure fine-tuning / development to achieve business objectives

Authorities:  

Financial and other decision making authorities, e.g. engaging contracts with suppliers.
As per delegated authority

Minimum Requirements - minimum necessary, and not the ideal / preferred should be included.

Education:

Minimum of a 3-year Degree / Diploma in Commerce (Financial /Marketing / Communication) or related

Experience:

Minimum of 5 years’ experience in an area of specialisation; with experience in supervising/managing others. Experience working in a medium to large organization
Minimum 5 years experience in managing, leading sales account teams.
Minimum 5 years leading a sales team with set targets in the  telecommunications space
Sales experience withintelecommunications and specific examples of closing large, strategic deals.
Must have both - the sales skills and technical knowledge to make presentations and lead customer discussions to advance the sales process.
Strategic technical knowledge, and can succeed as a leader and mentor in a demanding and rewarding sales environment.
Strong sales leadership skills in a teaming environment.
Requires understanding of buying cycles.
Developing customer relationships.
Understanding a broad range of company technologies and offering is required
Strong skills in competitive sales and protecting the installed base as well as creating new opportunities is essential
Ability to understand customer needs and vision from a customer management perspective, match it against the full breadth of the company's value proposition,
and position it in a powerful way in order to generate budgets and close deals.
Must have the ability to deliver business value to the account and build on customer relationships.
Experience in Large Enterprises is essential