MISSION/CORE PURPOSE

Develop and provide a strategic vision that will infuse digital services from MTN’s platforms, into all channels of the country and
within reach of each consumer. The strategy to be deployed must grow a strong talent base, build a culture of integrated
collaboration across the business and align with the vision, mission, values and strategic focus areas of the business. Pivotal to this is the focus on growing sales innovation and an efficient sales operation.

CORE RESPONSIBILITIES

Context:

• Dynamic and highly competitive telecommunication & ICT industry
• Multi regulated environment
• Environmental, Social and governance prioritized
• Evolving Telco with a strategic focus on platform business and digital
• Partnerships at the core of business practices
• Regionalized structure
• Financial inclusion at the core of business and government agenda
• Localization a key objective for business and government

Global Talent Standards Requirements

• 35% Head– Set strategic direction for formulating business strategies make firm and quick decisions based on logic and
• intuition to solve complex operational challenges through effective influencing and create opportunities for commercial and
  enterprise innovation.
• 30% Heart – Be self-aware, lead a business leadership culture, hold others accountable for building talent pipelines, lead
  MTN brand and influence stakeholder relationship for value creation.
• 25% Head – Create shareholder value through driving sustainable business results.
• 5% – Minimum of 10 years’ experience in area of specialization in a medium to large organization across global/multinational enterprises in emerging markets; with 5 years C Level or General Management experience.
• 5% – Minimum of a Post graduate qualification (Business and/or Technology discipline preferred)

Key Tasks:

• Position the organization strategically to optimize blended channels that ensures Sales & Distribution effectiveness in a financially viable and sustainable manner.
• Accountability for the companywide digital sales strategy including social sales with a focus on leveraging social assets,
  digital assets and sales automation.
• Enabling the Sales and Distribution organization around content, synchronization between the team and automated
  processes and a focus on the customer journey and loyalty.
• Develop and manage Sales and Channel transformation in a segmented manner across the country informed by business
  intelligence.
• Developing appropriate strategic models for Channel partner viability as our business evolves including the implementation
  of models to drive governance maturity.
• Rebalancing go-to-market by evolving the current field-sales models for efficiencies and to optimize sales efforts.
• Identify and enable sales opportunities, and strategically position LCC MTN’s products to attract, engage and captivate the
  customer via blended channels including digital interfaces using the most efficient tools enabled by data and analytics.
• Enable frameworks and structures that promote data transparency and analytics for sales activity, customer behavior and
  sales force performance management based on real-time information.
• Evolve the Branch network structure with a focus on effective service strategies and offerings, excellent customer experience
  and a skilled frontline team to manage evolving customer needs.
• Identify and build Distribution agreements and partnerships to secure LCC MTN’s revenues
• Collaborate and build key relationships and partnerships that secure the sales and distribution network. Work with other
  members of the wider LCC MTN Executive team to develop strong Product Sales collateral with an aligned message.
• Develop, grow and accurately report on Product Sales pipelines and opportunities.
• Identify and pursue cross-sell opportunities of LCC MTN products.
• Team management – Create engagement within the Sales team that keeps the team on track, aligned on the established code
  of behavior and determined strategic direction. Effective matrix and virtual team management required.
• Plan, organize, position and lead the Sales & Distribution Division, which is inclusive of Regional Sales & Distribution
  nationwide (Mobile Money; Corporate Business); VIP stakeholder management and Branch Network Services.
• Promote and ensure compliance (LCC MTN policies, processes and procedures, overall objectives of the organization,
  regulatory & legal) within Division.
• Lead in ensuring the Division contributes to the profitability of LCC MTN and MTN Group through the establishment of
  advancements in sales channels management as well as the appropriate checks, balances and processes.
• Oversee the financial, risk and audit process relating to the division and use financial management and audit reports for
  effective decision making

Supervisory/ Leadership/Managerial Tasks:

• Weaving (mapping concept & context)/Set strategic intent/Positioning)
• Set clear directions, goals, and objectives for direct reports, monitor progress, and maintain progress and maintain
  motivation.
• Manage performance of team in an agile manner and focused on impact execution to drive execution effectiveness and
  efficiency.
• Manage team members careers, training and development and ensure necessary actions/ interventions are put in place.
• Create an enabling environment and culture for team to perform.
• Involvement in the process of hiring talent.
• Enable a great place to work, best talent, culture and future skills.

Creativities (improvement/innovation inherent)

• Ability to gain credibility by setting out and reinforcing division’s direction and focus
• Ability to drive commercial alignment with other parts of the Business
• Ability to creatively manage trade channels to drive substantial S&D performance for the business
• Suggest ways of sustaining the Division and the organization’s growth

Vulnerabilities (control span)

• Unstable macroeconomic environment
• Inconsistent trade channel management practices
• Disruptive competitive influences in the trade channel
• Diversity & peculiarities of Regional markets
• Increasing impact of regulatory direction/policies on trade channel management

Responsibility towards:

• Direct reports: Manager Regional Sales, Manager Planning & Trade Marketing, Manager Branch Network Services
• Matrix reports: None
• Key customers: Key Lonestar Cell MTN trade partners & channel members, Leadership and Lonestar Cell MTN Board
• Key suppliers: Leadership and Lonestar Cell MTN Board
• Relations, etc: All Divisions in Lonestar Cell MTN

QUALIFICATION AND EXPERIENCE

Education:

• Minimum of a Post graduate qualification (Business and/or Technology discipline preferred).
• MBA / Masters Advantageous.

Experience:

• Strategic & General management
• Experience with digital sales / digital transformation leadership an advantage

CORE COMPETENCIES

Knowledge:

• Strategic Stakeholder
• Advanced knowledge in Distribution Management
• Advanced multi-channel Management
• Digital sales skills
• Business & Financial Acumen
• Marketing and Sales Acumen
• Customer Centricity
• Project Management
• Product and service sales & positioning
• Risk management
• Sales planning & forecasting and opportunity scoping
• Telecommunications Savvy (voice, non-voice & ICT

Skills / physical competencies:

• Vision and direction – Define business unit objectives to ensure that staff at all levels understand expectations and targets.
• Create a long-term vision of excellence and success, and generate deep-seated excitement, enthusiasm and commitment to
  that vision
• Customer Centricity – Internal and External across various touch points.
• Ability to manage self and team performance, good conflict management, takes and manages accountability
• Energy & Drive – Innovative, takes initiative, result oriented and develops self consistently
• Empower teams to deliver on targets through promoting interaction, cohesion, and synergy
• Interpersonal Skills – Leadership, customer centricity, collaborative and coaches & develops direct reports
• Change Maker – Adapting to and influencing change when appropriate or necessary
• Personal Skills – Trustworthy, integrity and ethical in dealings
• Operating Skills – Ability to focus on priorities and plans, manages and monitors work effectively
• Organizational Positioning Skills – Good written and verbal communication, presentation Skills, commitment to the
  organization
• Strong negotiation , Influencing and consultation skills
• Strategic Skills – Global thinker, Analytical thinking, and Problem-solving abilities.
• Ability to handle issues with tact and diplomacy
• Feedback and Coaching

Send your CV and Cover letter to: hrvacancy.lr@mtn.com or apply via the system below.