Regional Sales Manager (A.A, Adama, Diberbrehan, Mekele)

POSITION SUMMARY:

To execute MultiChoice Ethiopia sales strategy in regions ensuring that business plan targets are met by generating channel sales. Oversee sales pricing, planning, operational forecasting, partner management and trade marketing and ensure that assigned channel Sales targets are met by effectively managing and generating new accounts

Strategy Execution

• Execute MultiChoice Ethiopia sales strategy in the region ensuring that business plan targets are met by generating customer and commercial sales.
• Oversee sales planning, operational forecasting, partner management and trade marketing within the region.
• Responsible for achieving the consumer-commercial target of Gross Revenue, Net Revenue, EBITDA Cash Flow & growth in subscriber numbers.
• Execute the sales strategy & drive the performance of Multichoice Brands in the region.
• Ensure timely execution of strategic & operational objectives.
• In liaison with the Head of Sales, develop and execute innovative market development opportunities.
• Lead and drive consistent market execution strategies & initiatives enabling excellence in sales operations (Right Execution Daily - RED) across the regions.
• Execute strategies to drive business growth and leading projects.
• Drive and champion all digital transformation strategies & initiatives in the region.
• Execute the commercial go to market channel structure within the region and identify new commercial opportunities.
• Provide the Head of Sales with on the ground insights across all aspects of the business.
• Provide formal input into business processes and areas to address operations.
• Assist the market on business casing.
• Deliver best standards customer service and ensure customer experience initiatives are implemented for all customer touch points within the region.
• Ensure optimal operations insights around key performance indicators e.g. call volume, first call resolution, social care queries and self-service use.
• Identify customer friction points and create plans with customer experience teams.
• Ensure all Operational queries/ issues raised get resolved.
• In liaison with the Marketing and Brand Communications teams, implement and execute strategic marketing plans for the entire region whilst managing and coordinating marketing and creative staff within the region.
• Provide retention and CVM assistance & roadmap for the region as per set KPIs.
• Drive in-market CVM activities within the region, maximizing value extraction from the active base through effective upselling, prevention and winback.
• Provide key insights into the performance of CVM campaign initiatives and impact on key KPIs such as churn, retention and sales.
• In liaison with the Field Services Manager, provide support to installers by channeling technical issues to the relevant teams for quick resolutions and improve customer experience.

Stakeholder Management

• Play a leadership role in Public Relations initiatives in the region including CSR activities.
• Drive strategic partnerships and collaboration with internal cross functional leadership, external vendors and channel partners.

People Management

• Lead the team in creating and sustaining a work environment driven by an enabling coaching culture to drive employee engagement.
• Build and develop high performing teams and drive superior performance standards.
• Manage team members to ensure effective delivery of business unit objectives.
• Develop a high performing team by embedding formal performance development and informal coaching.
• Encourage frequent knowledge sharing between team members.
• In liaison with HR, determine and analyze development needs for the team & ensure that identified training requirements are budgeted for and executed.
• Manage leave for team members and create leave plan to ensure adequate coverage.
• When required, initiate disciplinary processes for team members calling on support from HR
• Resolve grievances raised by team members and escalate only if required.

Governance and Reporting

• Ensure the employees and commercial functions have the right analytics to perform the most relevant actions.
• Identify process improvement areas & ensure implementation.
• Ensure timely, accurate, complete daily, weekly, monthly, quarterly, half yearly and annual reports.
• Review Operations reports and provide feedback & follow up on issues note
• Provide formal input into business process and area to address operations

REQUIRED QUALIFICATIONS:-

Education

• BA in Marketing Management, Business Management or other related fields

Experience

• A minimum of 8 years in a commerce, business administration or sales and marketing leadership role, Strong financial acumen and experience in channel partner management

FUNCTIONAL COMPETENCIES

The incumbent is required to have the following functional competencies:

• Commercial Acumen
• Financial Management
• Negotiations Skills
• English Acumen (Written and Spoken)
• Customer Relationship Management
• Developing Value Proposition
• Product/Brand Knowledge
• Financial Management
• Risk Management
• Governance and Compliance

BEHAVIORAL COMPETENCIES

• Relationship Management
• Conflict Resolution
• Decision makin
• Critical appraisal
• Holistic thinking
• Persuading & Influencing
• Coaching