HoD Commercial Marketing - VDEBU04
To formulate and lead the Commercial Operations Strategy for the Enterprise Business Unit and the management of the Acquisition and Retention Budget across all EBU channels
To lead and execute the Sales Operations across the whole of Enterprise Sales. To drive standardised excellence in sales performance by reinforcing sales disciplines and the implementation of a focused Operational Strategy. To lead the execution and full integration of a world-class programme of development and training, for all levels within Enterprise Sales, that focuses on the capability, skill and knowledge requirements (both individual and team) that will support the continued evolution of Vodacom to true Total Communication Services organisation.
Accountable to measure, optimise and regularly report on all EBU channels in terms of progress, issues, comprehension and achievements against the KPIs and targets
Coordinating the local market brand strategy and positioning of Enterprise including overseeing marketing activities and campaigns across segments
Responsible for defining the channel strategy and alignment across segments
Responsible for leading the strategic planning for a single EBU commercial plan across segments and channels
Essence of Role – Key Accountabilities
Leading a team of specialist responsible for Commercial Operations, Bids & Contracts, Database Administration
Provide commercial direction and guidance for all sales channels including indirect sales channels
Manage Acquisitions and Retentions budget
Business case, deal and commercial framework approvals
Driving base and usage patterns analysis for products, segments, channels and sales individual in order to build dashboards and inform strategic decisions for channel optimization.
Analyse the revenue performance by Sales channel and customer segment on an on-going basis.
Accountable to measure, optimise and regularly report on regional activities, progress, issues, comprehension and achievements against the KPIs and targets
Oversee and continuously improve the Sales Commission structure and policy across all channels
Implement strategies to educate and stimulate usage of product and services in the market.
Map and document the operational processes within the Division including: the Sales, service and the support process.
Advise on both, the Channel, as well as the Sales strategy
To optimize and delivering a programme for all channels that accelerates sales confidence, capabilities and comprehension of our portfolio
Develop and deliver Enterprise training programme for products, process and systems
Deliver and execute all Sales Academy activities in region including training of Vodacom Way of Selling and certification of Sales Professionals
Develop and execute training and coaching to support Ready Business, Share of Wallet , Total Communications’ and the ‘VIP Customer Engagement and Executive Coaching programme’ customer engagement activities including use of sales tools, assets and collateral.
Engage and work collaboratively with all Marketing functions to plan and guide on marketing activities
Establish Vodacom Ready Business
Continuously find opportunities to reduce time between deal closure and activation/first billing
Capture business requirement for Enterprise systems, support on development of systems and drive adoption of systems and processes across Enterprise and relevant functions across Vodacom Tanzania
Design and implement segmentation rules and principles and drive adoption across business
Ensuring capturing of all contracts on Contract Database
Design and develop Contract and quoting templates in collaboration with key stakeholders within the business
Competences, Qualifications & Experiences
Bachelor Degree on related field
8-10 years leadership experience; inclusive of management in the ICT Industry (essential)
Direct sales experience (clear advantage)
5yr Leadership/Management/Supervisory experience
Strong understanding of Sales teams and structures
Good business acumen
Have a strong stakeholder management skills (external and internal).
Accurate data analysis with attention to detail.
Be able to communicate across all levels within the organizations.
Be well organized, structured and be able to drive and oversee multi-discipline projects across many sales teams and organizations.
Have strong experience in commercial matters, budgeting and managing against budgets.