Head - Airtime Distribution Key Accounts.Consumer Prepaid

Mission/ Core purpose of the Job
.
• To define and lead the Key Accounts strategies within the Retail channel, maximising MTN's growth, profitability and market share in alignment with overall business strategy.
• To set, manage and deliver strategic and Key Account acquisition , sales, data insight driven decisioning and service strategy elements across all regions ensuring seamless and fully integrated service delivery.
• To support the growth of MTN Prepaid through differentiation in distribution focusing on winning in key distribution channels through strong partnerships, effective campaign management and innovative distribution models
 

Key Activities & Responsibilities

Strategic Input
• Design, challenge and implement long-term sales and service strategy for the Key Accounts channel, ensuring alignment of all activities
undertaken in the unit to the strategy, objectives and requirements of MTNSA and Marketing and in alignment with the Sales and Services Strategy
for the channel
• Provide input into the business plan to ensure delivery to Key Account customers and markets, ensuring competitiveness on all elements and
coordinated efforts between MTN and trade partners
• Provide input into reviewing organizational activities and assist in recommending corrective actions if necessary
• Define and implement frameworks to ensure efficient and effective distribution of Prepaid products for MTN SA
• Formulate and align on strategic relationships that are key for MTN SA prepaid success.
• Contribute towards long-term forecasts and predictions (2-5 years), analysing trends and highlighting areas of the business that may be developed
further

• Key Accounts Operational Planning
• • Acquisition. retention and profitability objectives and targets tor Key accounts (including regional, where applicable) and ensure the translation of
• strategy into action plans.
• • Drive execution of Key accounts implementation plans ( including regional account plans where applicable), in alignment with operational targets
• and business strategy and initiate corrective actions where applicable.
• • Ensure execution of initiatives and activities at national and at regional level.
• • Liaise with the relevant areas of the business to ensure integration cross-functionally, and to ensure delivery of customer experience according to
• predetermined SLA's.
• • Consider the long term (1-2 years)implications of actions on the viability of the business from a more-broad perspective. Also consider the impact
• of solutions on other areas of the business and the interdependency of units.
• • Monitor the marketplace and proactively liaise with Segment, Marketing and other Sales and Service teams, and adapt plans when relevant
• Trade Partner Management & Development
• • Keep abreast of, alert Channel Lead to, and pursue opportunities to increase sales network and sales within the channel and sub-channel scope
• • Ensure best trade partner selection within the scope of Key Accounts and manage and monitor performance and relationships.
• • Participate in negotiations with key trade partners within the channel and sub-channel scope., following Sales & Service and channel strategic
• guidelines.
• • Ensure research is conducted and acquire relevant information to prepare I guide the preparation of all necessary documentation for negotiations
• with assigned trade partners in line with Consumer Sales & Operations guidelines, policies and procedures.
• • Maintain a thorough knowledge of commercial terms of agreements with trade partners and management thereof.
• • Develop Route to Market plans for new product launches within the channel
• • Leverage strategic relationships with trade partners to ensure market differentiation and secure the right levels of distribution coverage on a
• national and regional level.
• Account Management
• • Manage and maintain account plans for the Key Accounts.
• • Own and deliver key relationships at trade partners' senior levels, negotiating, closing and managing the sales and key account management
• processes as appropriate.
• • Provide detailed category management of Products/Solutions distributed through Key Accounts to growth market share and profitability while
• improving Customer engagement with MTN
• • Liaise with Segment, Marketing and with regional operations to ensure effective execution through the Channel
• • Liaise with Marketing and Training to ensure internal and external sales teams are trained and skilled to engage with customers and provision of
• effective sales augmentation and tools.
• • Monitor and manage, resolve or escalate channel conflicts.
• • Establish I grow value of commercial relationship with key accounts.
• • Drive operational excellence and performance improvement for the area, including development and implementation of appropriate sales tools,
• and liaise with support areas for its implementation
• • Develop and implement innovative promotional plans including marketing promotions to ensure fulfilment of account objectives, liaising with
• regional sales teams for implementation and conducting regional road shows where applicable to promote and gain buy-in of strategy.
• • Forecast devices I Products & Services needs for the accounts and liaise with relevant areas to ensure availability.
• • Review and devise action plans as a result of the account economic analysis.
• • Track and optimise accounts performance in terms of cost and revenue contribution, monitoring results and revising accounts to identify
• corrective actions and action plan revision when applicable/ needed.
• • Manage cost of sales to ensure compliance within, forecast and budget and KPl’s.
• • Maintain and improve PPP’s and systems to deliver the strategy and meet organisational goals and ensure Key Account Compliance
• • Alert stakeholders to potential opportunities and risks relating to MTN
• • Report on results for the area, including the compilation of periodical activity, budget compliance and feedback reports. Report to the business and
• key stakeholders
• • Manage Balanced Scorecard Dealer Reviews and subsequent Performance Actions across the channel
• • Commercially manage Key Accounts adherence to distribution and commercial agreements

Customer Satisfaction/Relationship Management
• Manage, monitor and control customer-related system efficiencies, and the measurement thereof.
• Ensure delivery on MTN's customer specific strategies.
• Establish sound relationships with all stakeholders (internal and external) and ensure effective delivery for retention and excellent customer
experience.
• Oversee the establishment of SLA's with customers, including channel partners and internal support areas, and manage the output Report on
delivery and sustainability.
• Align service delivery to changing needs and ensure effective customer management within Key Accounts.
• Where required, engage with the Trade Partners team to ensure customer satisfaction and proper customer management.
• Plan and coordinate marketing and customer awareness drives.
• Understand customer needs and segmentation and develop and fine-tune systems accordingly, ensuring that effective PPP's are in place and
valid.
• Identify trends I patterns pertaining to customer requests and needs and filter this information through to the department to continually improve
all aspects of service delivery.

• Budget Management
• • Forecast, plan, develop and review budgets, ensuring that it provides MTN with return on investment, and obtain approval thereof.
• • Manage and 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

People Leadership/ Management
• Attract, develop and retain appropriate talent. Build talent by identifying and developing new leaders for the respective environment
• Create and implement personal development plans
• Define the divisional KPAs and KPIs that will be cascaded down to each area
• Manage Performance and identify training needs. Coach and guide subordinates
• Enable and model healthy employee relations and collaborative teamwork
• Manage diversity, develop, and embed an Employment Equity plan for the business area
• 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 Channels team by living the Brand values and vital behaviours and changing and influencing employees’ behaviour
• Make the environment the best place to work. Foster professionalism, loyalty and commitment to the organization. Build the Company’s brand to be
the employer of first choice

• Continuous Improvement
• • Drive best practice, continuous improvement and innovation at process and procedure level within Key Accounts.
• • 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 business operations
• • Initiate change to continually improve all aspects of service delivery and drive continuous improvement as an important element of service delivery.
• • Support the digital transformation efforts of MTN including migration of distribution from traditional channels to MTN digital eco-system.
• • Leverage distribution as a strategic differentiator for MTN SA.

Job Competency Card

Core Competencies Level

• Strategic Thinking: Intermediate
• Decision Making: Expert
• Critical thinking and problem-solving: Expert
• Verbal and written communication: Expert
• Collaboration: Expert
• Customer Experience: Intermediate
• Key Account Management: Expert
• Relationship Management: Expert
• Supporting Competencies Level
• Planning & Organizing: Expert
• People & Team management: Intermediate
• Communication: Expert
• Project Management: Intermediate
• Job Portfolio Focus Degree
• Strategy: High
• Operations & Implementation: High
• Team/ People Management: High
• Collaboration & Influence Degree
• Retail Sales Managers/Sales Account Managers: High
• MTN Regional Sales Operations channel partners: High
• GM : Retail Channel: High
• Job Outcomes / Results
• • Improved competitive advantage
• • Increased revenue growth
• • Increased market share
• • Improved collaboration with other business units
• • Improved Stakeholder relations with strategic partners
• • Enhanced sustainability
• • Improved alignment between product development and channel strategies
• • Enhanced feedback on improvements and concepts
• • Improved handling of customer complaints
• • Digital Migration

Education, Skills and Experience

Education
4 year Commercial, Marketing/Business
Degree
Masters/ MBA degree preferred

• Additional Skills:
• • Highly developed Analytical skills
• • Display strong leadership, team building and delegation skills
• • Ability to coach, mentor and manage other senior professionals

Experience
• 5 – 8 years within the mobile eco-system
• 5-8 years of relevant experience in a multi-national business environment
• Min 5 years’ experience in managing staff
• Deep Understanding of end-to-end Customer solutions, Category Management, strategy, segments, portfolio, GTM, SCM, Post Sales, Applications and Services etc.
• Experience in continuous improvement through the implementation of best practices
• Understanding of emerging markets and omni-channel execution
• Advanced proficiency in MS Word, MS Excel and MS PowerPoint

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