Friday, 27 October 2017

Job at Vodacom Tanzania, Head of Enterprise Sales


Job Description

Head of Enterprise Sales - VDEBU12

Role Purpose
•    To drive revenue growth in large enterprise, VGE and public sector segments
•    To drive revenue growth in SME and SOHO segemets
•    To be the though leader of enterprise segment driving change and defining best or’ideal’ practice models, methodologies, governance and guidance to direct sales channels
•    To build and drive sales transformation programmes for the sales environment across all direct sales channels to deliver measurable improvements in efficiency, productivity and value of the segment across Vodacom
•    To lead all executive stakeholders to ensure the successful delivery of Transformation Programmes and revenue growth on time and to budget/forecast
•    Provide governance, oversight and guidance on the successful delivery of wider sales programmes into the large enterprise segment including Vodafone/Vodacom formalised and approved programmes
•    To recruit SME /SOHO partners to drive acquisition in this segments
•    To device SME/SOHO partners commission model to drive the growth of the segments
•    To develop SME/SOHO model that works with EBU Business strategy 

Essence of Role – Key Accountabilities
•    Impact on the business/drive segment performance
•    Raises performance standards within the large enterprise channel, SME /SOHO channel, driving revenue, Total Contract Value (TCV), efficiency & productivity improvements
•    Proposes methodologies, systems and practices to ensure highest standards across the segment and adoption of programmes
•    Runs change programmes, recommends business tactics to drive implementation and is accountable to monitor outcomes
•    Delivers against annual targets on Revenue and TCV while keeping operational expenses of team to budgeted levels.
•    Set targets for sales teams and individuals to ensure delivering of budgeted numbers and improving the share of customer wallet
•    Ensure product portfolio, sales promotions and sales communications are relevant for sales team
•    Manage third party Business/Business Partners for SME / SOHO  in order to enhance profitability and increase sales.
•    Customers, supplier and third parties
•    Personal involvement to win and retain large / complex accounts and develop / maintain strategic customer relationships
•    Ensures Net Promoter Scores (NPS) for accounts are met / exceeded
•    Responsible for managing relationships, networking and influencing across all Vodacom divisions to Executive level/third parties through day-to-day contact in order to deliver programmes on time and to budget/forecast

Leadership and teamwork
•    Has a clear documented vision and strategy to evolve the direct sales channel including an annual sales plan
•    Makes recommendations to Chief Officer on decisions that affect the operational effectiveness of the direct sales channels
•    Consultation and briefing of senior executives across the company to assess and gain support for strategies
•    Attracts and retain Sales Talents to become the best Enterprise sales team across the country
•    Ensures Sales Teams are motivated and that accounts and opportunities are allocated to maximize revenue growth
•    Ensures diversity and attrition targets within sales teams are met
•    Innovation and change
•    Helps create new revenue streams from new products, via partnerships and by selling through accounts
•    Assesses commercial feasibility for new concepts and change programmes
•    Champions best practice learning in and across functional areas, optimising integration and identifying opportunities for business synergies across functional areas
•    Knowledge and experience
•    Provide and direct mobile communications 'thought leadership', to the industry sector and internally within Vodacom
•    Ensure appropriate training is provided to and completed by all team members and that these skills are applied in daily operations
•    Communication
•    Guarantees team’s compliance with Sales methods& tools (i.e. SFDC quality) to ensure alignment with other teams and functions
•    Outstanding communicator able to motivate team, build beneficial customer relationships and able to convince internal stakeholders

Competences, Experience & Qualifications
•    5 yrs+ experience leading sales teams of at least 20  FTE
•    Proven Sales Success; min 5 yrs
•    Experience with managing budgets of 100ME
•    University Degree
•    Proficiency in English and at least two other languages
•    Intercultural awareness and experience
•    Good communication skills and sales track record
•    Can-do attitude and strong execution skills
•    Experience working in multinational matrix organisations

•    Ability to think strategically and drive sales transformation programmes
•    Deep work experience in Telecommunications / IT Industry
•    MBA desirable

Job Type
 : Full-time
Employment Type : Permanent
Closing Date : 03-Nov-17, 8:59:00 PM

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