About this job
Job description
Purpose
To plan and develop strategies that drive the sales and revenue growth of GSM and Non GSM products and services across the regions for the SME segment. Full responsibility for Sales and Marketing initiatives for the SME Business within Enterprise Business. Ownership of Sales (New Business), development of acquisition initiatives, pricing and business case development, segment growth through usage and retention intervention, segment revenue & profitability and market and customer insights.
Effective development of SME Sales strategy
- Design and drive the implementation of acquisition & retention strategies for prospective and existing SME accounts across the zone
- Liaise with the Regional enterprise sales teams in driving sales initiatives targeted at enhancing profitability.
- Work with marketing teams to develop appropriate sales collaterals for enterprise products
Managing 3rd party Sales/ alternate Partners
- Develop the frame work for the recruitment and management of alternate sales partners and channels
- Provide SOP procedure to guide region and channel managers in the management of third party sales partners
- Develop a mechanism for managing recruitment of sales agents, ensuring constant availability of field sales resources.
- Develop training and capability development programs for 3rd party sales partners and agents
Product Management, proposition Development, Revenue and Margin Management
- Lead all tariffs and pricing approvals
- Work with Airtel stakeholder community to develop competitively priced value proposition and packages which generates agreed margins for products and services.
- Ensure high level of customer and network experience for the segment
- End-to-end management of existing SME products (GSM and Non GSM) and value propositions to meet targets for profitability and revenues, as agreed with the GM Commercial
Business Analysis, Data analysis, Usage and Retention analysis and Intervention
- Manage each in-life products and services on a profit and loss account basis, using financial performance data to make individual product investment and withdrawal decisions, proposing and implementing changes required to optimize performance through
- Customer incentives plans
- Sales incentives plans
- Upgrade
- Cross Sells
- Analyze the daily, weekly and monthly reports, region wise and at pan OPCO level to understand the trend of customer demands and acceptability inclination
Market and Customer insight
- Leverage market research to get insights into consumer behavior and preferences and drive future programs and promotions
Performance Management
- Provide strategic support to enhance the delivery on regional SME sales targets.
- Develop procedures for setting and communicating sales targets and monitoring performance.
- Deploy relevant metrics to routinely monitor progress against targets and recommend appropriate remedial actions to ensure targets are met or exceeded.
- Develop and manage a sales pay plan which provides incentives and rewards to meet/exceed sales targets.
- Provide sales performance data to support management decision making
- Perform regular review of the Sales Incentive Plan – Measurement Criteria, Monthly/Quarterly targets etc to ensure alignment with business focus and strategy.
Cross Functional Engagement and Support
- Act as the Single Point of Contact for all SME Segment related engagement across stakeholder departments in head office
- Work to ensure that all the departments/verticals are fully aligned to deliver on meeting customer requirements
Trade and Sales team information dissemination and Training
- Carry out regular SME sales training needs analysis
- Coordinate content development and delivery of skill enhancement programs to enhance professionalism of the SME sales team
- Effective interpretation and cascade of all new product and value propositions to the regional SME sales team
Effective SME Sales Processes
- Establish and continuously review SME sales management process to support the sale of enterprise products and services. Such processes include:
- Bid Management
- Contract Management
Effective Competitor analysis and Intelligence
- Effectively liaise with Marketing in analyzing competitor’s activities as well as relevant market development and proposing pre-emptive counter measures
Team Management
- Provide clarity of purpose to team members
- Ensure effective prioritization of product development activities and alignment of such to the overall SBU and company wide objective
- Coach, mentor and guide team members, ensuring high motivation and engagement
- Put in place training and development plan for members of the team
Desired Skills and Experience
Educational Qualifications
- A first degree or its equivalent in Computer science, Business Administration, Sales and Marketing or Business related discipline
Functional / Technical Skills
- Product Management, Business Analysis and Planning, Product Development, Strategic Sales Management, Channel management, Key account management, Presentation, Business Case Development.
- Ability to use market research gap analysis to develop profitable products and services.
- Ability to manage the product life cycle.
- Knowledge of the Nigerian enterprise solutions market.
- Ability to exercise "thought leadership" throughout Airtel and customer organizations.
- Ability to lead and manage a virtual Sales and product management team, motivating others to achieve targets.
- Analytical thinker who can plan/execute action to exploit business opportunities.
- Ability to present compelling business cases for investment in in-life products and services development.
- Utmost professional integrity
Major Challenges
- Driving exponential business growth across all regions
- Limited IT capabilities of data management and segmentation of this segment
- Creating visibility of Airtel products and services
- Effective delivery and timely communication of all schemes and product launches to existing and potential Corporate accounts
Key Decisions
- Responding to market dynamics and recommending measures to increase sales and revenue SE segment
Relevant Experience
- 8+ years of varied experience in Sales & Marketing with at least 4 years at middle management level handling independent businesses.
- An in-depth knowledge of enterprise systems is highly desirable
- Relevant experience in Telecom industry is desirable
Personal Characteristic & Behaviour
- Innovative
- High drive for results
- Analytical & strategic
- Team Player; Confident, and Objective
- Attention to detail/ excellent oral and written communication skills
- Good presentation skills
- Ready to achieve beyond set target
About this company
Airtel Nigeria (Airtel Networks Limited), a leading mobile telecommunication services provider in Nigeria and a member of Airtel Africa Group, is committed to providing innovative, exciting, affordable and quality mobile services to Nigerians, giving them the freedom to communicate, rise above their daily challenges and drive economic and social development. The company made history on August 5, 2001 by becoming the first telecoms operator to launch commercial GSM services in Nigeria and has scored a series of many "firsts" in the highly competitive Nigerian telecommunications market including the first to introduce toll-free 24-hour customer care; first to launch service in all the six geo-political zones in the country; first to introduce affordable recharge denominations; first to introduce monthly free SMS and first to introduce monthly airtime bonus.
A truly innovative company, Airtel has showed resilience, charting new paths in meeting the demands and needs of its esteemed stakeholders and enhancing distribution as well as providing affordable services to empower more nigerians.
In Nigeria, Airtel is working tirelessly to live up to an ambitious vision of being the most loved brand in the daily lives of Nigerians as it offers a superior brand experience and a portfolio of innovative products & services ranging from exciting voice solutions to inventive data packages and mobile broadband.
A truly innovative company, Airtel has showed resilience, charting new paths in meeting the demands and needs of its esteemed stakeholders and enhancing distribution as well as providing affordable services to empower more nigerians.
In Nigeria, Airtel is working tirelessly to live up to an ambitious vision of being the most loved brand in the daily lives of Nigerians as it offers a superior brand experience and a portfolio of innovative products & services ranging from exciting voice solutions to inventive data packages and mobile broadband.
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