Role purpose
To formulate and lead the commercial Marketing Strategy for the Enterprise Business Unit and the management of the Acquisition and Retention Budget across all EBU channels
To lead and execute the enterprise go to market strategy 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 technology organization.
Key accountabilities and decision ownership
•Leading a team of specialists responsible for Commercial Operations, Bids & Contracts, Database Administration & marketing
•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
