Manager - Dealer Sales.Consumer Post Paid and Home na MTN Nigeria Communications Plc
MTN Nigeria Communications Plc · Johannesburg, África do Sul · Onsite
- Professional
- Escritório em Johannesburg
Mission/ Core purpose of the Job:
- To drive sales and growth by managing sales targets and strategy, maintaining relationships and increasing revenue and market share for the respective Dealer/ geographical area of responsibility
- To do franchise modelling and manage accounts for non-owned stores and deliver measurable financial results, through excellent customer service and relationships with Dealers
- To form the link between the customer and Internal people and processes
Job Outcomes / Results
- Drive sales for respective Dealer account
- Improved competitive advantage
- Increased growth of the dealer account base
- Increased revenue and market share
- Improved collaboration with other business units
- Enhanced customer service and improved relationships with Dealers
- Optimized channel development and growth
Responsibilities
Key Activities & Responsibilities:
Strategic Alignment and Input
- Develop and execute plans to enable sustainable channel growth and development with a key focus on driving sales
- Define and manage the implementation of the franchise framework. Ensure alignment of all activities and communication of the strategy, objectives and requirements of MTN SA and alignment to the overall strategy for the Channel
- Contribute towards long-term forecasts and predictions (2-3 years), analysing trends and highlighting areas of the business that may be developed further
- In collaboration with internal team, execute the Branded Retail Channel and Experience Hubs strategy and plans
Key Account Management
- Set and allocate agreed sales and service targets for the assigned regional account portfolio, identifying and reporting on possible problems and variances appropriately
- Increase revenue through effective account acquisition and development, effective product mix, accessory sales and excellent customer service. Establish / grow value of accounts within assigned regions
- Provide input and direction to the development of sales and service targets within the assigned regional account portfolio
- Forecast acquisition and, retention numbers for the assigned portfolio of accounts and liaise with relevant areas to ensure availability
- Make recommendations and motivate new store on-boarding based on sustainability and viability continuous / long term trade
- Carry out financial interpretation and performance assessments, justifying loss of revenue due to Dealer closure
- Put effective methods and standards in place in order to provide a “One-Stop Service” Account Management interface with assigned regional account portfolio
- Liaise with relevant areas of the business to ensure effective POS materials availability
- Identify, implement and give feedback on income generating opportunities, ensuring viable cost-benefit ratios
- Track and optimise accounts performance in terms of cost and revenue contribution, reporting on performance as appropriate
- Provide accurate forecasting on all P&S requirements and liaise with relevant areas of the business to ensure timeous provision.
- Provide accurate and valid communication on new products and services & any enhancements to stores within allocated portfolio
- Manage Dealer limits, ensuring that they remain within authorised credit limits and escalating anomalies appropriately
- Liaise with Network, CVE, Billing, HVRC to deal appropriately with unresolved dealer issues, escalating when necessary, and provide prompt feedback
- Manage stock (stock counts, stock reconciliation & stock rotation), ensuring sell through of product and stock to minimise obsolescence
- Ensure that monthly Dealer claims are submitted timeously and that they are accurate
- Build and maintain professional relationships with Dealer Principals
- Manage and grow commercial relationships within assigned regional account portfolio
- Identify training needs and liaise with Marketing and Training to ensure that internal and external sales teams (non-owned stores) are trained and skilled to engage with customers and utilise systems and sales tools effectively
- Attend handset manufacturer meetings and Dealer meetings as required
- Maintain self-development and knowledge in all required areas through learning as well as through Yello world research, attendance at handset manufacturers workshops and demonstrations, studying POS materials and Yello Trader and research on MTN website, GSM arena, etc.
Account sustainability
- Identify the viability, sustainability and financial performance of accounts in the assigned region and provide recommendations, putting corrective action in place as appropriate
- Assist dealers with strategic and business planning to ensure account viability and sustainability
- Identify non-performance and non-achievement of target, using Dealer Agreements as reference
- Manage and optimise cost of sales for the accounts, ensuring compliance with budgets and targets
- Develop and actively drive action plans in conjunction with Dealer to sustain or improve achievement of targets (actual vs. target)
- Assist dealers with identifying and meeting training and recruitment needs
- Compile reports on Dealer results
Customer Satisfaction
- Ensure a proactive approach is adopted to prevent problems from arising in the future
- Improve customer service delivery wherever possible
- Develop and maintain solid relationships with stakeholders, building relationships to ensure that all queries are responded to quickly and effectively.
- Educate stakeholders and internal customers on the role of franchise and how they may contribute and add value.
- Ensure delivery on customer specific strategies via the Head of Sales
- Identify trends / patterns pertaining to customer needs and filter this information through the correct channels.
- Initiate change to continually improve all aspects of service delivery and drive continuous improvement as an important element of service delivery.
- Manage, monitor and control customer-related system efficiencies, and the measurement thereof.
- Understand customer needs and develop and fine-tune systems accordingly, ensuring that effective PPP’s are in place and valid.
- Put contingency plans in place to prevent delivery and service delays and enhance the customer experience via the Head of Sales
- Increase brand presence continuously by growing MTN influence at store and customer level within the assigned region
- Provide input into innovative promotional planning within assigned regional account portfolio and assist with achievement of targets
- Drive implementation of promotional plans in line with Marketing and Sales plans, objectives and requirements, including marketing and store promotions, liaising with relevant areas of the business for successful implementation when needed
- Collect and collate competitor information, generating information and provide feedback and recommendations to stakeholders (dealers & RM’s)
- Mediate resolution of escalated queries within the assigned portfolio of accounts
Budget Management/ Cost Control
- Identify areas where money is lost and seek ways to reduce expenditure where possible
- Ensure spending remains within budget limits
- Monitor costs and determine initiatives to optimize resources. Ensure cost effectiveness by maximising cost/benefit ratios.
- Identify opportunities to generate additional revenue
- Report on achievement of monthly cost control targets
Continuous Improvement
- Develop and foster best practices and lessons learned
- Identify Business Improvement and Optimisation opportunities that will result in improvement of process performance
- Identify and implement innovative ways to use minimum resources to achieve maximum outputs
- 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 channel performance and drive continuous improvement as an important element of sustainability
- Identify opportunities to generate additional revenue
People Leadership/ Management
- Provide technical, procedural and policy guidance to staff, colleagues , partners and vendors
- 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 Branded Retail Channel & Experience Hubs 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
Qualifications
Education, Skills and Experience
Education
- Matric
- Tertiary education in Sales & marketing
Experience
- Min 3-5 years in ISP industry
- Experience with new business development
- 2 years ISP management experience
- Work across diverse cultures and geographies
- Knowledge of MTNs products & services
Skills
- High proficiency in using Excel, Microsoft Word, and PowerPoint
About Company
The Human Resources team partners with all aspects of the organization, driving success through the effective and innovative management of people for both current and future business needs.
Key roles that the Human Resources team performs:
- Executive Role: Specialists in all aspects of people management. High-level input at a strategic level into all key business decisions.
- Audit Role: Ensures all areas of the organization are compliant with legal requirements AND best practice employment policies and procedures.
- Facilitator Role: Close partnership to support, advise and extend the ability of all areas of the organization to meet their objectives through the implementation of highly effective employment practices in areas such as Talent Acquisition, Learning and Development, Reward systems, Performance Management, Health and Wellbeing.
- Consultancy Role: Provide expert advice to the organization and it’s managers on any aspect of workforce management and employee relations and performance.
- Service Role: Ensure the organization is fully aware of and is equipped to deal with developments impacting employment matters, such as changes in legislation, changes in the characteristics of the labor market.
Company
About MTN South Africa
Launched in 1994, MTN South Africa is a subsidiary of MTN Group, a leading emerging market operator with a clear vision to lead the delivery of a bold new digital world to our customers. We are inspired by our belief that everyone deserves the benefits of a modern connected life. The MTN Group is listed on the JSE Securities Exchange in South Africa under the share code ‘MTN’. Our strategy is Ambition 2025: Leading digital solutions for Africa’s progress.
