Job Description

Posted 1 week ago

The SM  Commercial & Business Development  will form a part of a highly skilled group of management experts who drives the execution of sales strategy for the Wholesale Division and ensure transformation of the Wholesale framework.
To lead commercial planning activities, enablement and execution across channels & partners in line with the commercial operations strategy  and so as to continuously improve sales performance
To drive sales and channel enablement with aim to ensure sales teams are well-resourced with the skills, training, and knowledge of available products & services to actively drive sales  across channels

Context

Support and contribute to the development of the functional strategy in line with the overarching business goals

Ensure  effective implementation of the strategy by means of providing direction, structure, frameworks, models, plans and roadmaps

Conduct regular review of the functional strategy and roadmap to ensure its alignment with the changing dynamics of the internal and external ecosystem

There is an increased focus in the commercial areas, new products and services and scaling up of the Infrastructure business.

The incumbent must therefore ensure the successful delivery in context of:

• An expertise-based multicultural organisation
• A dynamic and evolving field of Telecommunications & Fiber Connectivity
• Rapidly changing ICT/wholesale environment
• Revolutionary hybrid workforce practices which are bringing together global labour markets
• Convergence in markets and exploration of non-traditional revenue streams requiring complex interpretation and structuring
• Evolving industry sector constantly presenting new challenges and opportunities to the core businesses
• Agile ways of working

MTN Uganda Limited is an equal-opportunity employer and is seeking to recruit a competent individual to fill the following position.

Job Title: Senior Manager – Commercial & Business Development

Reports to: General Manager – Wholesales & Carriers

No. of Vacancies: 1

Key Performance Areas

Operational Delivery Management: Commercial Operations & Planning

• Manage the yearly planning cycle. Drive all activities related to the planning cycle ( pans, budgets) in collaboration with stakeholders
• Ensure effective sales performance reporting across commercial operations sales channels and regions
• Build diagnostic reports that provide insights to predictive business performance across channels:
• Sales and pipeline management  reports
• Targeting & Forecast reports
• Regional revenue performance reports
• Drive End-to End Channel Business  planning activities for commercial operations in collaboration with commercial operations finance business partnering community
• Provide Channel Sales Management with insightful analysis and decision making support
• Define and manage commission and incentive processes

Sales Execution

• Develop, Facilitate and track Sales Execution strategies across channels against business plans
• Set-up, manage and execute Route-To-Market Projects for Sales Channels and Regions, including implementation
• Set-up and support Sales Execution improvement programs, tools and materials
• Manage the capability development needs for sales community. Ensure sales teams are adequately resourced with the resources, training, knowledge of the available products & services to actively drive sales across the channels
• Accountable for creating sales execution and channel look of success (DAVE)
• Ensure overall Trade Execution is aligned to the business strategy
• Provide support to both the channels and Regions to achieve business objectives
• Manage Trade Promotional activities
• Manage the deployment of Point of purchase/promotional material
• Manage Market execution against standards (look of success)
• Manage New product launches
• Compile and issue analytical reports on execution opportunities and gaps

Continuous Improvement

• Develop and foster best practices and lessons learned with business leaders
• Ensure that the relevant analysis of market knowledge, trends and competitive information is gathered and assimilated
• Ensure competitors benchmarking and gap analysis is performed as appropriate and incorporated into commercial operations
• Initiate change to continually improve all aspects of sales execution and drive continuous improvement as an important element of service delivery

Governance

• Define governance programmes and mechanisms in order to track and measure adherence thereto
• Prepare and participate in key governance forums and committees
• Raise and escalate issues affecting portfolio and governance as appropriate
• Develop and implement processes and systems to enhance effectiveness and ensure achievement of Commercial Operations targets
• Review and identify key risks, issues, and dependencies and set mitigation actions
• Promote a ‘MTN centric’ and ‘partnership approach’ to develop strong relationships with other working groups and ensure adherence to Group governance

Budget Management

• Forecast, plan, develop and review the Commercial Operations budget, ensuring that it provides MTN with return on investment, and obtain approval thereof
• Manage , optimise and communicate the budget, expense report, ensuring that all expenditure is in line with the budget and reforecast
• Monitor costs and determine initiatives to optimize resources. Ensure cost effectiveness by maximising cost/benefit ratios
• Identify opportunities to generate additional revenue
• Base annual budgets on the identification of trends and patterns within the current operations and extrapolate these over the next planning cycle taking any known changes in new products or services into consideration
• Manage project or initiative budgets in line with business objectives
• Ensure that the cost of operations are reduced, in line with a least cost operating strategy stemming from the business drivers

People Leadership/ Management

• Attract, develop and retain appropriate talent. Build talent by identifying and developing new leaders for the respective environment
• Create and implement personal development plans
• Define the divisional KPAs and KPIs that will be cascaded down to each area
• Manage Performance and identify training needs. Coach and guide subordinates
• Enable and model healthy employee relations and collaborative teamwork
• Manage diversity, develop, and embed an Employment Equity plan for the business area
• Contribute to building a culture  of continuous evaluation and improvement. Drive a culture of high performance, accountability and consequence management
• Act as an ambassador for the  CPA team by living the Brand values and vital behaviours and changing and influencing employees’  behaviour
• Make the environment the best place to work. Foster professionalism, loyalty and commitment to the organization. Build the Company’s brand to be the employer of first choice

Education

• A Tertiary degree in Marketing, Communication, and/or Business
• Master’s degree is advantageous

Experience:

• At least 8 years of relevant experience within a global or multinational business environment; familiarity with emerging and mature markets is beneficial
• Managerial experience of 5 years or more, including at least 3 years in Telecommunications or FMCG
• Comprehensive understanding of B2B2C Marketing and Sales Execution models and industry practices
• Experience in Commercial/Sales Planning
• Proven experience in senior management roles focused on wholesale infrastructure services/products, business growth, and financial outcomes
• Proficient in sales strategy, execution, and performance management

Functional Knowledge:

• Sales strategy planning and execution
• Value proposition development
• Product design and development
• Sales forecasting and reporting
• Sales performance management
• Business development
• Customer value management
• Account management
• Market intelligence
• Business insights and reporting

Skills

• Ability to maintain a strategic focus
• Capable of implementing strategies through tactical plans
• Problem-solving skills, with the capacity to identify challenges and develop solutions
• Focus on developing best practices and continuous improvement
• Demonstrates emotional intelligence
• Advocates positive culture and change according to organizational values
• Supports team development and capability building
• Builds effective relationships across the organization
• Achieves divisional results through ethical practices
• Strong operational planning and coordination skills

Authorities

As per FibreCo and Bayobab DoA

Collaboration

Responsibility towards:

–    Key internal stakeholders:
o    Other functions within the OpCo
o     Products & Business Development Team
o    MTN Group Wholesale Teams

–    Key external stakeholders:
o    External auditors/ regulators / statutory bodies (need basis only)
o    Third party service providers

ABOUT US

We at MTN Uganda are a purpose and value-led organization!

At MTN Uganda, we believe that understanding our people’s needs and aspirations is key to creating experiences that delight you at work, everyday. We are committed to fostering an environment where every member of our Y’ello Family is heard, understood and empowered to live an inspired life.

Our values keep us grounded and moving in the right direction. Most importantly, they keep us honest. It is not something we claim to be. It is in our DNA.

As an organisation, we consider it our mission to create an exciting and rewarding place to work, where our people can be themselves, thrive in positivity and ignite their full potential. A workplace that boosts creativity and innovation, improves productivity, and ultimately drives meaningful results. A workplace that is built on relationships and achieving a purpose that is bigger than us. This is what we want you to experience with us!

Our commitments go beyond an organisational promise. It is in our leadership and managerial ethos to meaningfully partner with our employees, customers and stakeholders with a vision to realise our shared goals.

We are delighted that you are considering us as your career partner to make a mark in the world. We look forward to your application!

Female Applicants are strongly encouraged to Apply!

Note: In compliance to the Data Protection & Privacy Laws of Uganda, MTN Uganda will use your application documents for purposes for which they were intended for.

Work Hours: 8

Experience in Months: 96

Level of Education: bachelor degree

How to apply

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Tagged as: MTN Uganda Limited