This role involves positioning and promoting the company ICT value proposition in the Large Enterprise Sector, leading account managers in the development and expansion of opportunities, and reinforcing existing relationships.
Executes the sales strategy and tactics that maximize the company opportunity within the customer environment.
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 AM’s (level 2 roles)

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
Achieve current year SOV and Revenue Targets
Ensure we maximise on existing contract values
Maintain customer base by ensuring client issues have been taken care of
Limit churn
Expand product offering to more customers
Sell more value-added products into customer base
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 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.

Focus on providing exceptional Client 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 nonconformance.
Ensure all documentation is filed in a manner that is easily retrieval by any member of the team and meet the organisational requirements.
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.

Project 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

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
Experienced in managing, leading sales account teams.
Minimum 2 years leading a sales team with set targets in the ICT space
Sales experience with ICT 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 ICT 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.

Manager - Sales.Commercial Operations SA

MTN