Mission/ Core purpose of the Job
Working closely with the MTN Executive Leadership Team and the Opco CEOs, the Executive: Group
Mission/ Core purpose of the Job
The role of Manager: Sales and GIS Enablement is responsible for the identification of patterns, trends, and forecasts to support and enable the sales (new lines, add lines, and upgrades) of the Consumer Home Portfolio. The data, insights and modelling must inform targeted sales and marketing campaigns, executed by the Sales and Operations teams, based on providing the right product offering to the right consumer – this includes Home segment prevalence, base movement, data usage with revenue, aligned with technology availability, coverage, and capacity.
RESPONSIBILITIES
Context (Global influences, environmental / industry demands, organisational mission etc.)
• Enables MTN Ambition 2025 for increased market share of the Home internet space.
• Fast-paced, highly competitive environment with the need to respond quickly.
• Participative environment – highly diverse and team-focused
• Changing technology and enhancements to current technology
Key Performance Areas: Core, essential responsibilities / outputs of the position (KPA’s)
Key Deliverables
• Market Insights:
Develop and collate market insights with supporting recommendations in regard to channel, regional and competitor activities and forecasted trends, to enable go-to-market, sales, marketing and CVM-led campaigns.
• Micro Demand Insights:
Identify the commercial opportunities, through sales and/or marketing insights, by leveraging GIS (geographical information systems) data, including population, social-demographic, consumer segmentation, with network technology, coverage and capacity, aligned with current and planned Home product offerings.
Create and maintain interactive maps and dashboards that visualise key sales and marketing metrics for informed decision-making.
• Regional Performance:
Provide detailed analysis of the sales performance of the regions, across channels, against business plan and sales targets, aligned to the strategies and plans. This must include a view of inflow, churn and revenue, tracked against the regional network performance measures to maximise efficiency and revenue potential.
• Regional Enablement:
Develop tools, models and frameworks to enable the regions to measure, track and drive performance.
• Data Collections and Analysis:
Collate data from multiple sources to build models to provide GIS-enabled mapping and analysis, utilising external sources (e.g. Stats SA, Africa Analysis) and internal sources (network infrastructure, billing, EVA).
• Customer Focus:
Ensure all recommendations and plans are driven to meet the needs of the customer, and that the needs are derived from data – contribute proactively to the initiation of changes to processes, systems, and methods that will improve the customer experience.
• Reporting
Generate regular reports and performance metrics related to GIS enablement initiatives.
• Competitive Analysis
Monitor and access competitors’ geographical strategies and make recommendations for improvement.
QUALIFICATIONS
Job Requirements (Education, Experience and Competencies)
Education:
• Minimum of a tertiary qualification in sales, marketing, GIS analysis and/or data analytics
Experience:
• Minimum 3 years experience in the development and planning of sales campaigns based on building data models for geo-targeting/behavioural-targeting/other.
• Minimum 3 years experience in the measurement, tracking and reporting of non-financial performance KPIs for a regional sales model / or similar.
• Minimum 3 years experience in market and/or customer research and insights
• Telecommunication sales experience preferred.
Competencies:
• Attention to detail, critical thinking.
• Analytical thinker – manages the alignment and execution of tactical activities.
• Problem-Solver – Assists in solving business challenges but looks to others for advice and guidance.
• Culture and Change Champion – Role models ethical practices by living the MTN values and vital behaviours for others to follow.
• Supportive People Manager – Is self-aware and supports team capability development through opportunity creation for realising potential.
• Relationship Manager – Builds relationships with customers and teams to uphold the MTN brand.
• Operationally Astute – Clarifies priorities, plans, organizes and co-ordinates the work of others.
