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 behaviours 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 drivenstrategies.