Specialist - Residential and Channel Expansion.Commercial Operations SA

The Specialist Residential & Channel Expansion Lead is responsible for

expanding MTN’s presence in the residential market and driving

customer acquisition through alternative sales channels in the Region.

• This role focuses on identifying and managing partners in the Regions,

executing sales strategies, and coordinating with the central Channel

Expansion team to optimize partner onboarding and performance.

• The position ensures continuous delivery on acquisition targets and

supports the "owning the home" strategy through field-based market

research and execution.

• While currently focused on postpaid, the role is positioned to support

broader channel expansion beyond postpaid in the future.

Tactical Input & Strategic Execution

• Provide tactical input to support the "owning the home" strategy and channel expansion initiatives.

• Identify and analyze residential market opportunities, feeding insights back to the central Channel Expansion team.

• Support the execution of alternative postpaid channels while laying the foundation for broader expansion beyond postpaid.

• Ensure sales and market penetration initiatives align with MTN’s strategic objectives.

Partner Acquisition & Account Management

• Identify, engage, and acquire new channel partners within the residential and postpaid contract segments.

• Conduct field research to assess potential partners and communicate opportunities to the central Channel Expansion team for

evaluation and approval.

• Serve as the key point of contact for existing partners, ensuring continuous engagement and performance management.

• Work closely with new and existing partners to drive sales performance and optimize acquisition efforts.

Operational Coordination & Partner Onboarding

• Support new partners through the onboarding process, ensuring they understand MTN’s systems, order placement processes, and

sales expectations.

• Coordinate with the central team to ensure timely approval and commercial setup of new partners.

• Provide operational guidance to partners, ensuring compliance with MTN’s policies and processes.

• Troubleshoot challenges faced by partners, offering solutions and escalating where necessary.

Residential Market Growth & Expansion Execution

• Develop and implement initiatives to increase MTN’s presence in residential areas, including gated communities and estates.

• Drive localized activations and partnerships to enhance customer acquisition in high-potential residential zones.

• Work with regional marketing teams to execute targeted campaigns and promotional activities that support customer acquisition objectives.

Performance Tracking & Compliance

• Ensure channel partners meet performance targets and adhere to agreed-upon sales commitments.

• Track and report on the execution of marketing support funds, ensuring partners utilise funds as agreed (e.g., displaying promotional

materials, running activations).

• Oversee in-store and residential sales promotions, ensuring execution aligns with predefined objectives and expected outcomes.

• Provide feedback on partner performance and recommend improvements or adjustments to strategy based on field insights.

Governance, Policies and Procedures

• Ensure effective implementation of (and compliance towards) all company policies, processes, and procedures. Put effective methods

and standards in place in alignment with aforementioned.

• Manage and provide solutions to escalations that have multiple processes / functions impact on critical path of service delivery

• Continuously review key risks, issues and dependencies and set mitigation actions. Proactively flag and escalate issues and manage impacts on resources, cost and productivity.

People and Culture

• Provide technical, procedural and policy guidance to staff, colleagues, partners and vendors

• Manage own performance and identify training needs.

• Enable and model healthy employee relations and collaborative teamwork.

• Contribute to building a culture of continuous evaluation and improvement. Drive a culture of high performance, accountability and consequence management.

• Act as an ambassador for the team by living the Brand values and vital behaviors and changing and influencing employees’ behaviour.

Education:

• Minimum of relevant 3-year Degree /
• Diploma or related

Experience:

• At least 3 years' experience in sales, partner management, or telecommunications.
• Experience in channel expansion, account management, or customer acquisition.
• Demonstrated success in managing external partners and executing market driven strategies.