Senior Manager - Head of Propositions and Business Development.Wholesale and Carrier Services chez MTN Nigeria Communications Plc

Context (Global influences, environmental / industry demands, organisational mission etc.)

•    Highly dynamic and fluctuating Telecommunications industry with constantly changing business requirements and technologies 
•    Fluid complexities of customer expectations and demands 
•    relationships across the Wholesale client portfolio, with accountability
•    Fluid complexities of customer expectations and demands 
•    Highly competitive market with new and established competitors and aggressive competitor strategy and delivery 
•    Total customer experience for MTN brand 
•    Constantly changing consumer and market needs 
•    Fast paced industry and environment in response to external factors 
•    Market dynamics and developments 
•    MTN policies, processes and procedures 
•    Within the legal, regulatory and commercial environment of South Africa
•    Highly pressurized, deadline-driven environment 
•    Highly legislated / regulated environment requires compliance and adherence to Industry standards and benchmarks 
•    Participative environment – highly diverse and team-focused
•    Context changes in terms of technology advancements
•    Shortage of skill
•    Changes in consumer behaviour
•    Maturing market with very high levels of churn
•    Social Media trends and practices
•    Participative environment – matrix, highly diverse and team-focused
•    Continuous operations 24/7/365 environment

Key Performance Areas: Core, essential responsibilities / outputs of the position (KPA's)

Strategy Development 
-    Develop Market strategies to identify and pursue strategic MNS opportunities and deliver objectives of revenue and unit cost improvement - aligned to industry best practice, MTN Group and MTN SA
-    Develop industry leading propositions to address market needs
-    Oversee the development of a proposition and business development function to manage MNS client relationships

Staff Leadership and Management
-    Source, induct and manage talent in accordance with legislative guidelines
-    Ensure open communication channels with staff and implement change management interventions where necessary
-    Set KPIs and provide regular performance feedback through a well-defined and implemented performance review program
-    Encourage knowledge transfer through the implementation of a knowledge transfer plan and drive continuous improvement philosophy through the knowledge transfer plan
-    Promote a ‘MTN centric’ and ‘partnership approach’ to develop strong relationships with other working groups and ensure adherence to Group governance
-    Align departmental values with MTN brand values
-    Approve work structure process before adoption by the team
-    Ensure adequate succession planning and that succession plans that are in place are achieved
-    Provide career development for direct reports counselling, coaching, identifying key performance areas, career planning and goal setting. 
 

Governance
Strategic Meetings
-    Hold strategic meetings with Clients, ensure relevant participation and provide guidance and support to team in the various discussions
-    Drive market development initiatives, elicit inputs from relevant parties
-    Drive strategic deal developments, ensuring appropriate governance followed
-    Drive adequate risk mitigation and controls, and elicit inputs from relevant parties
-    Ensure actions pursued to conclusion
 

Escalations
-    Manage and resolve issues that will result in severe time, scope, productivity and cost or resource impact; and
-    Resolve and provide guidance to issues escalated.
 

Tactical
-    Manage proposition development process
-    Manage sales pipeline and opportunities.
-    Review key risks, issues and dependencies and set mitigation actions; and

-    Sign-off / make decisions regarding tactical changes.
Performance
-    Define the standards and set targets for performance across the sub-division and identify the parameters for measurement of performance
-    Monitor performance against business plans (i.e. business plan tracking) as well as alignment with MTN global strategy and industry best practices
-    Review performance of managed network service propositions, against forecasts and agreed Key Performance Indicators (KPIs)
-    Continuous review and improvement of Wholesale Framework and provide necessary support to drive performance against business plan target
Reporting
-    Report to the CO relating to progress made within the sub-function and in accordance with the measurement metrics set by the organisation
-    Highlight to the management significant deviations from defined performance metrics; and
-    Report on an adhoc basis on specific projects, as required.

Budgets
-    Develop and manage the MNS sales and opex budget in line with business objectives
-    Develop and manage project initiative budgets in line with business objectives
-    Ensure that the cost of operations is reduced, in line with a least cost operating strategy stemming from the business drivers.

Operational Delivery

Client Management:
-    Manage Executive Stakeholder Relationships with Clients
-    Ensure relationships with partners are maintained and business development plans are implemented to ensure growth of business relationship
-    Identify and engage a diverse range of influential contacts within stakeholder and community groups, and partner organisations
-    Identifies clear win-win situations with external clients
Proposition Management
-    Manage wholesale products and propositions, ensuring they are competitive and aligned to market needs
-    Analyse market development and implement new propositions to address market demand and leverage MTN network capabilities
-    Manage product P&L and lifecycle to ensure business plan targets achieved
Pricing negotiation:
-    Oversee the negotiation of commercial arrangements with clients and ensure this is in line with MTN Group and SA guidelines
 

Job Requirements (Education, Experience and Competencies)

Education:
    Minimum of 4 year Commercial/Marketing/Business Degree

Experience: 
    Minimum 10 years of relevant work experience in a strategic Client Management/ Commercial/ Business Development role
    Experience working in a global / multinational enterprise / Telecomms infrastrature business 
    Understanding of Mobile network sharing initiatives, trends and challenges 
    Senior Management track record of 5 years or more, with at least 3 years in relevant sector / industry 
    Strong commercial acumen and leadership, with a clear understanding of profit drivers 
    Understanding of regulatory environment

Competencies

Head - Big Picture Focus (30)
•    Conceptual Thinker - Executes tactical plans to achieve strategic requirements.
•    Problem Solver - Has the mental agility to identify and solve relevant business challenges.
•    Improvement Driver - Executes and identifies opportunities for commercial innovation and continuous improvement.

Heart – Emotionally Intelligent (30)
•    Culture and Change Champion - Role models ethical practices by living the MTN values and vital behaviours for others to follow.
•    Supportive People Manager - Is self-aware and supports team capability development through opportunity creation for realising potential.
•    Relationship Manager - Builds professional networks across teams through collaboration and co-operation.

Hands – Results Focused (40)
•    Results Achiever - Produces sustainable business results through ethical practices.
•    Operationally Astute – Sets priorities, plans, organises and co-ordinates the work of others.

Authorities

-    As per MTN DOA

Collaboration 
Responsibility towards:  
Formal and Informal Relationships
 

As part of MTN’s recruitment process, your personal information may be processed using secure Artificial Intelligence (AI) technology to assist with the shortlisting of candidates. This is done in compliance with the Protection of Personal Information Act (POPIA). By applying for this position, you consent to the processing of your personal information for recruitment purposes. All data will be handled securely and used solely for evaluating suitability for the role.

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