General Manager, Sales & Distribution

MTN Sudan - Common, ON (30+ days ago)

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Description

Personal Butt General Manager, Sales & Distribution
Location
Organization Name MTN Sudan
Department Description
Sales & Distribution
Brief Description

Mission/ Core purpose of the Job:
The General Manager, Sales & Distribution is key to the delivery of a differentiated and unique channel proposition (industry best) through structured trade layer management; leveraging on an effective sales force / operationally efficient team; while aligning MTN and channel members common objective towards achieving sustainable market dominance. The General Manager, Sales & Distribution contributes to strategy development and manages the execution and implementation of strategy through working with and across functions, multiple processes, discipline technologies, products, teams and customers

The General Manager, Sales & Distribution reports into the Executive and is supported by Senior Managers. The positions will interface with the Opco stakeholders, Group Management Services stakeholder and Consumer divisional heads in order to ensure effective and efficient operations.
Detailed Description
Key Performance Areas
Key Job Responsibilities
Strategy Development and Implementation
 Contribute to the creation of the divisional strategy for the Sales & Distribution function in line with the overarching business goals;
 Ensure effective implementation of the strategy by means of providing direction, structure, frameworks, models, plans and roadmaps; and
 Define the standards for performance across various activities and identify the parameters for measurement of performances.
 Develop and implement the sales channel management strategy / sales force management operations and ensure sales are driven through the appropriate channels
 Develop distribution network / channels and trade tiers business intelligence processes and analytics for grater insights / inputs to decision making

Staff Leadership and Management
 Build and manage a high performing team by providing leadership, role clarity, training and career development;
 Source, induct and manage talent in accordance with legislative guidelines;
 Ensure open communication channels with staff and implement change management interventions where necessary;
 Provide definition of roles, responsibilities, individual goals and performance objectives for the team;
 Set KPIs and provide regular performance feedback through a well-defined and implemented performance review program;
 Develop and implement a training plan in order to build and develop skills within the team;
 Encourage knowledge transfer through the implementation of a knowledge transfer plan and drive continuous improvement philosophy through the knowledge transfer plan;
 Performance manage resources in accordance with HR policy and legislation where necessary;
 Actively participate in leadership team and develop skills of own team; and
 Promote a ‘MTN centric’ and ‘partnership approach’ to develop strong relationships with other working groups and ensure adherence to Group governance.

Governance
Strategic Meetings
 Hold strategic meetings, ensure relevant participation and provide guidance and support in the various discussions;
 Drive enterprise wide transformation initiatives, elicit inputs from relevant parties;
 Drive adequate risk mitigation and controls, and elicit inputs from relevant parties;
 Sign off approval on new initiatives;
 Provide relevant budget for internal projects; and
 Prepare proposal on change initiatives, SLA policies and procedures.

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 all projects and initiatives;
 Review key risks, issues and dependencies and set mitigation actions; and
 Sign-off / make decisions regarding tactical changes.

Performance
 Monitor performance and alignment with MTN global strategy and per industry best practices;
 Review performance against agreed Key Performance Indicators (KPIs) and review service level agreements;
 Identify opportunities for improvement and collaborate with respective OPCOs and teams to agree on corrective actions;
 Ensure provision of appropriate support to consumer functions; and
 Create and monitor plan for continuous improvement and monitor adherence to the plans.

Reporting
 Report on a monthly basis to Executive, Value Proposition & Customer Insights relating to progress made within the division and in accordance with the measurement metrics set by the organization;
 Highlight to the management significant deviations from defined performance metrics; and
 Report on an ad hoc basis on specific projects, as required.

Budgets
 Develop and manage of divisional budgets in line with business objectives;
 Develop and manage project initiative budgets in line with business objectives; and
 Ensure that the cost of operations are reduced, in line with a least cost operating strategy stemming from the business drivers.

Operational Delivery
 Define the criteria to measure/improve Sales &Distribution efficiency.
 Review Market related tools (e.g. Market monitoring, airtime distribution and commissioning tools and processes and ensure they remain viable and in line with industry benchmarks
 Illustrate the demand driving customer contact across all customer touch points / contact channels, create awareness and recommend improvement opportunities delivering extraordinary customer service
 Ensure world class efficiency in processing channel partners orders towards achieving excellent product availability and adequate depth and breadth product distribution
 Ensure proper alignment of commercial objectives in response to specific local market realities
 Develop and implement best practice trade management strategies
 Draw insights from business intelligence tools in order to drive sales of all MTN products
 Drive sales and revenue through optimal network capacity utilization
 Ensure effective sales order processing to ensure efficient fulfillment of products requirement in the trade
 Ensure operational efficiency through effective logistics operations
 Ensure effective cross functional engagement with other departments / units of the business towards the achievement of MTN corporate goals / commercial objectives
 Develop end to end distribution strategies that ensures presence everywhere of all MTN products
 Provide basis to continuously drive together sales performance; trade propositions / compensation packages (commission & incentives)
 Drive cross functional alignment and proper understanding of channel strategies
 Drive high performance workplace through rewards; recognition and effective performance / objectivity management
 Prepare and manage divisional budget

Retail Channels
 Provide the MTN Opcos with retail brand guidelines, service portfolio and customer experience i.e. own shops, franchises, shop in shop and piloting / rolling-out.
 Lead the development of self-care channels and the definition of MTN role’s across new digital/social channels.
 Drive all aspects related to Retail and Trade Marketing and Branding and integrate with other parts of the business to deliver best practice and innovation, ensuring consistent MTN Retail Identity and visibility of outlets, channels and campaigns
 Manage the branded store design, merchandising, promotional goods and retail visual communications.
 Manage and ensure alignment of OPCO activities to Group retail channel communications strategy
 Lead efforts to leverage the Global Brand Positioning and solidify the company's superiority through MTN-owned and non-owned branded channels, trade customers and POS outlets.
 Provide leadership in the translation and execution of the Marketing strategy into impactful programs which contribute to and reinforce the network’s market-leading position in most markets
 Establish dynamic and consistent retail image, visibility and ensure presence within the OPCO markets aligned to ROI
 Identify the training needs of the customer (OPCO and key channels) and coordinate the implementation of training interventions
 Input into Retail communications activities, review and manage recommended corrective actions

Operational Delivery

 Define the criteria to measure/improve Sales &Distribution efficiency.
 Review Market related tools (e.g. Market monitoring, airtime distribution and commissioning tools and processes and ensure they remain viable and in line with industry benchmarks
 Illustrate the demand driving customer contact across all customer touch points / contact channels, create awareness and recommend improvement opportunities delivering extraordinary customer service
 Ensure world class efficiency in processing channel partners orders towards achieving excellent product availability and adequate depth and breadth product distribution
 Ensure proper alignment of commercial objectives in response to specific local market realities
 Develop and implement best practice trade management strategies
 Draw insights from business intelligence tools in order to drive sales of all MTN products
 Drive sales and revenue through optimal network capacity utilization
 Ensure effective sales order processing to ensure efficient fulfillment of products requirement in the trade
 Ensure operational efficiency through effective logistics operations
 Ensure effective cross functional engagement with other departments / units of the business towards the achievement of MTN corporate goals / commercial objectives
 Develop end to end distribution strategies that ensures presence everywhere of all MTN products
 Provide basis to continuously drive together sales performance; trade propositions / compensation packages (commission & incentives)
 Drive cross functional alignment and proper understanding of channel strategies
 Drive high performance workplace through rewards; recognition and effective performance / objectivity management
 Prepare and manage divisional budget

Retail Channels
 Provide the MTN Opcos with retail brand guidelines, service portfolio and customer experience i.e. own shops, franchises, shop in shop and piloting / rolling-out.
 Lead the development of self-care channels and the definition of MTN role’s across new digital/social channels.
 Drive all aspects related to Retail and Trade Marketing and Branding and integrate with other parts of the business to deliver best practice and innovation, ensuring consistent MTN Retail Identity and visibility of outlets, channels and campaigns
 Manage the branded store design, merchandising, promotional goods and retail visual communications.
 Manage and ensure alignment of OPCO activities to Group retail channel communications strategy
 Lead efforts to leverage the Global Brand Positioning and solidify the company's superiority through MTN-owned and non-owned branded channels, trade customers and POS outlets.
 Provide leadership in the translation and execution of the Marketing strategy into impactful programs which contribute to and reinforce the network’s market-leading position in most markets
 Establish dynamic and consistent retail image, visibility and ensure presence within the OPCO markets aligned to ROI
 Identify the training needs of the customer (OPCO and key channels) and coordinate the implementation of training interventions
 Input into Retail communications activities, review and manage recommended corrective actions

Collaboration / Coordination
 Collaborate with other Group Management Services divisional head to develop and implement an integrated GMS policy and strategy;
 Ensure team’s collaborate with Quality Assurance and Internal Audit teams to perform periodic quality and process audits;
 Collaborate with other functional heads to enhance key elements of the consumer business model;
 Collaborate with Group Management Services and Opco leaders to add and / or modify suite of services/support provided and develop standard templates and reports; and
 Undertake and provide oversight on enterprise wide projects and initiatives.

Managerial / Supervisory Responsibilities
 Accountable for the morale, performance, and development of the department’s human capital;
 Align departmental values with MTN brand values;
 Approve work structure process before adoption by the team;
 Coach and mentor direct reports;
 Enforce team members’ compliance to standard working processes and procedures;
 Ensure adequate succession planning and that succession plans that are in place are achieved;
 Ensure assigned team is led motivated, and rewarded to achieve KPA’s;
 Ensure that coaching / mentoring programs and personal development plans are in place for all staff members;
 Ensure effective management of diversity among personnel in the division;
 Identify staff training and development needs and implement necessary actions;
 Motivate and manage individuals to perform at the highest level, especially in terms of delivery and meeting target deadlines;
 Possess the authority, presence, and integrity to command respect from colleagues and from external contacts;
 Provide career development for direct reports (counselling, coaching, identifying key performance areas, career planning and goal setting);
 Provide guidance and leadership ensuring future focus and current efficiency;
 Recruit and build a world class information management team;
 Set goals and objectives for direct reports, monitor progress and maintain motivation;
 Set overall direction for the division; and
 Provide an advisory function on governance and best practices in client experience.

Role Dependencies
MTN corporate policies and procedures

Stakeholders Landscape
Internal Stakeholders: Interaction and Relationship

Group Excom
Sales & Distribution Zonal Seniors
Sales & Distribution Heads
Chief marketing Officers
Opco CEOs
Governance Forums
Audit Committee
Internal Auditors

External Stakeholders: Interaction and Relationship

External auditors
Distributors
Vendors
Suppliers

Discretionary Space (if applicable)

Authorities:
Approved headcount and budget
As per delegation of authority
Authority to ensure alignment to business / divisional strategies
Balancing cost allocation versus benefits to the business
Budget approval
Expenditure, conformance with budgets as per delegation
Sign off on divisional training plans
Staff recruitment in line with policy

Job Requirements
Job Specifications/ Minimum & Preferred Requirements

Education / Business Degree
Minimum of 4 year tertiary qualification in Sales & Marketing/Business degree or in relevant field.
MBA or Masters in relevant field of study (Preferred)

Work Experience
10 – 12 years of relevant work experience in Sales for a large organization.
Senior management track record of 5 years
3 years in Telecommunications is preferred.
Experience in leading change / transformation
Experience in continuous improvement through the implementation of best practices
Experience in Sales Channels leading practices and trends

Additional Details
Competencies
Knowledge
Complex structures
Consumer Insight best practices and trends
Decision making processes
Entrepreneurial approaches
Financial / Numeracy
Global considerations
Operational management
Consumer Segments
Pan Africa multi-cultural organizations
Project planning
Telecommunications industries
Products & Services

Skills
Analytical
Conflict management
Continuous improvement
Data interpretation
Dealing with ambiguity
Dealing with complexity
Decision making
Global awareness
Leadership
Negotiation
Numerical
People management
Presentation
Reporting

Behavioral Qualities
Strategy Formulators
Decisive Problem Solver
Innovative Value Creator
Culture and Change Champion
Inspiring People Leader
Relationship Builder
Results Achiever
Operationally Astute

How To Apply
Minimum Salary
Maximum Salary
Currency USD
Amount of Travel
Work At Home