Head of Enterprise Sales - VDEBU12
Role Purpose
• To drive revenue growth in large enterprise, VGE and public sector segments
• To drive revenue growth in SME and SOHO segemets
• To be the though leader of enterprise segment driving change and defining best or’ideal’ practice models, methodologies, governance and guidance to direct sales channels
• To build and drive sales transformation programmes for the sales environment across all direct sales channels to deliver measurable improvements in efficiency, productivity and value of the segment across Vodacom
• To lead all executive stakeholders to ensure the successful delivery of Transformation Programmes and revenue growth on time and to budget/forecast
• Provide governance, oversight and guidance on the successful delivery of wider sales programmes into the large enterprise segment including Vodafone/Vodacom formalised and approved programmes
• To recruit SME /SOHO partners to drive acquisition in this segments
• To device SME/SOHO partners commission model to drive the growth of the segments
• To develop SME/SOHO model that works with EBU Business strategy
Essence of Role – Key Accountabilities
• Impact on the business/drive segment performance
• Raises performance standards within the large enterprise channel, SME /SOHO channel, driving revenue, Total Contract Value (TCV), efficiency & productivity improvements
• Proposes methodologies, systems and practices to ensure highest standards across the segment and adoption of programmes
• Runs change programmes, recommends business tactics to drive implementation and is accountable to monitor outcomes
• Delivers against annual targets on Revenue and TCV while keeping operational expenses of team to budgeted levels.
• Set targets for sales teams and individuals to ensure delivering of budgeted numbers and improving the share of customer wallet
• Ensure product portfolio, sales promotions and sales communications are relevant for sales team
• Manage third party Business/Business Partners for SME / SOHO in order to enhance profitability and increase sales.
• Customers, supplier and third parties
• Personal involvement to win and retain large / complex accounts and develop / maintain strategic customer relationships
• Ensures Net Promoter Scores (NPS) for accounts are met / exceeded
• Responsible for managing relationships, networking and influencing across all Vodacom divisions to Executive level/third parties through day-to-day contact in order to deliver programmes on time and to budget/forecast
Leadership and teamwork
• Has a clear documented vision and strategy to evolve the direct sales channel including an annual sales plan
• Makes recommendations to Chief Officer on decisions that affect the operational effectiveness of the direct sales channels
• Consultation and briefing of senior executives across the company to assess and gain support for strategies
• Attracts and retain Sales Talents to become the best Enterprise sales team across the country
• Ensures Sales Teams are motivated and that accounts and opportunities are allocated to maximize revenue growth
• Ensures diversity and attrition targets within sales teams are met
• Innovation and change
• Helps create new revenue streams from new products, via partnerships and by selling through accounts
• Assesses commercial feasibility for new concepts and change programmes
• Champions best practice learning in and across functional areas, optimising integration and identifying opportunities for business synergies across functional areas
• Knowledge and experience
• Provide and direct mobile communications 'thought leadership', to the industry sector and internally within Vodacom
• Ensure appropriate training is provided to and completed by all team members and that these skills are applied in daily operations
• Communication
• Guarantees team’s compliance with Sales methods& tools (i.e. SFDC quality) to ensure alignment with other teams and functions
• Outstanding communicator able to motivate team, build beneficial customer relationships and able to convince internal stakeholders
Competences, Experience & Qualifications
• 5 yrs+ experience leading sales teams of at least 20 FTE
• Proven Sales Success; min 5 yrs
• Experience with managing budgets of 100ME
• University Degree
• Proficiency in English and at least two other languages
• Intercultural awareness and experience
• Good communication skills and sales track record
• Can-do attitude and strong execution skills
• Experience working in multinational matrix organisations
Desired
• Ability to think strategically and drive sales transformation programmes
• Deep work experience in Telecommunications / IT Industry
• MBA desirable
Job Type
: Full-time
Employment Type : Permanent
Closing Date : 03-Nov-17, 8:59:00 PM
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