Job description
Effective development of SME Sales strategy:
Design and drive the implementation of acquisition & retention strategies for prospective and existing SME 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
Managing 3rd party Sales/ alternate Partners:
Develop the frame work for the recruitment and management of alternate sales partners and channels
Provide SOP procedure to guide region and channel managers in the management of third party sales partners
Develop a mechanism for managing recruitment of sales agents, ensuring constant availability of field sales resources.
Develop training and capability development programs for 3rd party sales partners and agents
Product Management, proposition Development, Revenue and Margin Management:
Lead all tariffs and pricing approvals
Work with Airtel stakeholder community to develop competitively priced value proposition and packages which generates agreed margins for products and services.
Ensure high level of customer and network experience for the segment
End-to-end management of existing SME products (GSM and Non GSM) and value propositions to meet targets for profitability and revenues, as agreed with the GM Commercial
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:
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 SME 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
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 SME Segment related engagement across stakeholder departments in head office
Work to ensure that all the departments/verticals are fully aligned to deliver on meeting customer requirements
Trade and Sales team information dissemination and Training:
Carry out regular SME sales training needs analysis
Coordinate content development and delivery of skill enhancement programs to enhance professionalism of the SME sales team
Effective interpretation and cascade of all new product and value propositions to the regional SME sales team
Effective SME Sales Processes:
Establish and continuously review SME sales management process to support the sale of enterprise products and services. Such processes include:
Bid Management
Contract Management
Effective Competitor analysis and Intelligence:
Effectively liaise with Marketing in analyzing competitor’s 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
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
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