Senior Manager - Commercial & Business Development

The SM Commercial & Business Development will form a part of a highly skilled group of management experts who drives the execution of sales strategy for the Wholesale Division and ensure transformation of the Wholesale framework.

Education:

• A Tertiary degree in Marketing, Communication, and/or Business
  
• Master's degree is advantageous
  

Experience:

• At least 8 years of relevant experience within a global or multinational business environment; familiarity with emerging and mature markets is beneficial
  
• Managerial experience of 5 years or more, including at least 3 years in Telecommunications or FMCG
  
• Comprehensive understanding of B2B2C Marketing and Sales Execution models and industry practices
  
• Experience in Commercial/Sales Planning
  
• Proven experience in senior management roles focused on wholesale infrastructure services/products, business growth, and financial outcomes
  
• Proficient in sales strategy, execution, and performance management
  

Operational Delivery Management: Commercial Operations & Planning

• Manage the yearly planning cycle. Drive all activities related to the planning cycle ( pans, budgets) in collaboration with stakeholders
  
• Ensure effective sales performance reporting across commercial operations sales channels and regions
  
• Build diagnostic reports that provide insights to predictive business performance across channels:
  
• Sales and pipeline management reports
  
• Targeting & Forecast reports
  
• Regional revenue performance reports
  
• Drive End-to End Channel Business planning activities for commercial operations in collaboration with commercial operations finance business partnering community
  
• Provide Channel Sales Management with insightful analysis and decision making support
  
• Define and manage commission and incentive processes
  

Sales Execution

• Develop, Facilitate and track Sales Execution strategies across channels against business plans
  
• Set-up, manage and execute Route-To-Market Projects for Sales Channels and Regions, including implementation
  
• Set-up and support Sales Execution improvement programs, tools and materials
  
• Manage the capability development needs for sales community. Ensure sales teams are adequately resourced with the resources, training, knowledge of the available products & services to actively drive sales across the channels
  
• Accountable for creating sales execution and channel look of success (DAVE)
  
• Ensure overall Trade Execution is aligned to the business strategy
  
• Provide support to both the channels and Regions to achieve business objectives
  
• Manage Trade Promotional activities
  
• Manage the deployment of Point of purchase/promotional material
  
• Manage Market execution against standards (look of success)
  
• Manage New product launches
  
• Compile and issue analytical reports on execution opportunities and gaps
  

Continuous Improvement

• Develop and foster best practices and lessons learned with business leaders
  
• 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 commercial operations
  
• Initiate change to continually improve all aspects of sales execution and drive continuous improvement as an important element of service delivery
  

Governance

• Define governance programmes and mechanisms in order to track and measure adherence thereto
  
• Prepare and participate in key governance forums and committees
  
• Raise and escalate issues affecting portfolio and governance as appropriate
  
• Develop and implement processes and systems to enhance effectiveness and ensure achievement of Commercial Operations targets
  
• Review and identify key risks, issues, and dependencies and set mitigation actions
  
• Promote a ‘MTN centric’ and ‘partnership approach’ to develop strong relationships with other working groups and ensure adherence to Group governance
  

Budget Management

• Forecast, plan, develop and review the Commercial Operations budget, ensuring that it provides MTN with return on investment, and obtain approval thereof
  
• Manage , optimise and communicate the budget, expense report, ensuring that all expenditure is in line with the budget and reforecast
  
• Monitor costs and determine initiatives to optimize resources. Ensure cost effectiveness by maximising cost/benefit ratios
  
• Identify opportunities to generate additional revenue
  
• Base annual budgets on the identification of trends and patterns within the current operations and extrapolate these over the next planning cycle taking any known changes in new products or services into consideration
  
• Manage project or initiative budgets in line with business objectives
  
• Ensure that the cost of operations are reduced, in line with a least cost operating strategy stemming from the business drivers