Job Vacancy : Manager – Sales.FibreCo, MTN Cameroon – Mobile Telecommunication Networks :

JOB DESCRIPTION

Mission/ Core purpose of the Job

Manager Sales will pursue sales and commercial support for fixed infrastructure wholesale for CAR FibreCo. He/she will cater to internal customers (MTN Group OpCos) and external customers (3rd parties, e.g. global carriers, ISPs, MNOs and digital players). The role will develop and define initiatives to assist in strategic positioning of connectivity services to maximise revenues from CAR FibreCo. The Manager Sales will drive sales in a Wholesale Fibre and Services

RESPONSIBILITIES

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

The Manager Sales Accounts will be accountable to achieve the following objectives:

Drive the CAR Fibreco wholesale business to capture incremental revenue both internally (from OpCo) and externally (from 3rd party customers)
Liaises with the Managing Director to obtain the CAR FibreCo resources needed for the Business to operate effectively and meet performance targets
Manages the implementation of annual business plan to ensure that business objectives of delivering stakeholder value are achieved. Draws insights from business intelligence tools to position products and services for maximum competitive advantage
Develops an Executive Relationship Management programme for customers, assisting with thought leadership and consultative -based selling at board level in customer accounts
Define the wholesale strategic guidelines to sell fixed infrastructure for global 3rd party customers, such as digital players and global carriers, and manage the customer relationship throughout the lifecycle
Ensure on-time implementation and delivery of sold services by doing regular follow-ups with implementation teams and/or managed services
Ensure full customer satisfaction over the wholesale sales/delivery process
Tailor and customise commercial solutions dependent on regulatory approval across multiple jurisdictions.
Work hand-in-hand with Technical teams to manage suppliers, products , solutions and commercial management of assets

Provide input to monitoring capacity pricing changes in the markets, market price trends analysis based on customer feedback, and market dynamics, so that to improve own practices as well as request pricing update from the pricing teams
Work on business cases for both internal and external sales forecasts to assist in forecasting demand for CAR FibreCo services
Ensure that international assets are optimised for the best possible group financial return
Grow product demand via innovative combination of GTM strategies, pricing, financing and services
Define the wholesale sales strategy and GTM best practices, understand and identify customer needs and trends
Define, monitor and ensure ambitious financial targets are met for wholesale revenue market share
Manage performance of the sales team and provide it as input to consolidated reports
Possess the authority, presence and integrity to command respect from colleagues and from external contacts
Plan and organise work around customer demand
Foster cross-functional collaboration between multiple Bayobab business units to deliver wholesale services
Assess current competitive and operator landscape for the wholesale fixed connectivity business
Ensure that all transactions with customers are duly recorded and tracked and ensure the customers are billed and revenues are collected on time

Role Deliverables

Create sales and market reports on the wholesale performance of CAR FibreCo for 3rd party Sales and for MTN OpCos
Create detailed analysis on the customer and competitive landscape
Define and monitor account plan, sales pipeline and sales plan
Revenues and growth targets in the Business

Role Dependencies

Provide inputs for sales strategy and financial reports
Multinational Companies and Strategic partnerships

QUALIFICATIONS

Job Requirements (Education, Experience and Competencies)

Education:

Minimum 4 Year Academic Degree in (Business Administration, Marketing or Commerce)
English,

Experience:

5+ years sales-related experience within the telecommunication space, preferably in the enterprise / wholesale environment
Fixed connectivity business experience (desired)

Competencies:

Understanding of the fixed connectivity infrastructure wholesale landscape with a focus on emerging markets
Understanding of product and solution profitability and costing in the fixed connectivity assets space
Excellent professional expertise and market knowledge, including good understanding of the competitive environment
Strong public relations and interpersonal skills to be able to function across multiple business lines in a multicultural environment
Good understanding of wholesale market products
Multi-tasking capability to drive sales
Strong networking skills to build CAR FibreCo professional relationships
Effective oral and written communication skills
Strong analytical, organisational and planning skills to execute commercial reports and inputs for budgeting
Relationship based-sales skills and strong customer focused approach
Effective oral and written communications and public relations as well as excellent negotiation skills to be able to function across multiple business lines in a multicultural environment
Strong computer literacy