Senior Manager - Corporate Segment
(Enterprise Business)
Airtel Nigeria - Nigeria
Job description
Effective
development of Corporate Sales strategy
Design and
drive the implementation of acquisition & retention strategies for
prospective and existing corporate 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
Product
Management, proposition Development, Revenue and Margin Management
Lead all
tariffs and pricing approvals
End-to-end
management of existing Enterprise Solutions products (GSM and Non GSM) and
value propositions to meet targets for profitability and revenues, as agreed
with the GM Commercial
Work with
Airtel stakeholder community to develop competitively priced value proposition
and packages which generates agreed margins for products and services.
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
2. 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
1. 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 corporate 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 Corporate Segment related engagement
across stakeholder departments in head office
Provide
support to the Regions on the sale of complex to large enterprise organizations
by developing counterpart relationships with these organizations
Trade and
Sales team information dissemination and Training
Carry out
regular corporate sales training needs analysis
Coordinate
content development and delivery of skill enhancement programs to enhance
professionalism of the corporate sales team
Effective
interpretation and cascade of all new enterprise value propositions to the
regional Enterprise
sales team
Effective
Corporate Sales Processes
Establish
and continuously review corporate sales management process to support the sale
of enterprise products and services. Such processes include:
Bid
Management
Contract
Management
Drive
effective account management efficiency including account development and
planning, sales pipelines management etc
Ensure
complete integration of corporate account management, supported by appropriate
IT infrastructure as required
Monitor
alignment of Key Account Managers to assigned sectors/industry
Effective
Competitor analysis and Intelligence
Effectively
liaise with Marketing in analyzing competitors 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
A first
degree or its equivalent in Computer science, Business Administration, Sales
and Marketing or Business related discipline
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.
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
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