Job Details
Role purpose:
This role will be responsible for the leadership of the VGE Central East and West Africa (CEWA) Sales teams across all Vodacom Opco’s, Partner markets and Vodacom Business Africa entities in CEWA. The Regional Head’s role is to ensure that the VGE sales teams meet their customer sales objectives in terms of revenue and TCV, as well as maintain excellence in account governance and sales process. The role is to also act as a mentor and coach to the Account Management teams to ensure they maximise the account opportunity, fully engage at the C level and effectively up-sell and cross sell into the account
Key accountabilities:
Impact on the business
To achieve against annual targets on Revenue and TCV while keeping operational expenses of team to budgeted levels.
Ensures account management team works collaboratively with all other functions within VGE to ensure the customer receives world-class experience across all touch points.
Ensure that global product portfolio, sales promotions and sales communications are relevant for team.
Customers, supplier and third parties
Personal involvement to win and retain large / complex accounts and develop / maintain strategic customer relationships at C level
Has direct dialogue and on-going relationships with executive accounts in region.
Manage and work closely with line of business and partners to provide total solutions for customers
Leadership and teamwork
Ability to formulate strategies for effective execution
Attracts and enables sales talents to grow by creating opportunities in sales team
Provides coaching and mentoring to ensure the best sales performance, account planning and management
Ensures Sales Teams are motivated and that accounts and opportunities are allocated to maximize revenue growth
Conducts weekly and monthly sales team meetings, account reviews and pipeline management.
Decides quality levels, functionality and capability of services for specific customers in conjunction with the Global service Manager and ensures the Account Managers and service teams follow up on service improvement plans
Actively engages with the EBU leadership teams across the CEWA markets.
Innovation and change
Helps create new revenue streams from new products, via partnerships and by selling through accounts
Constantly drives improved account management and performance culture within the team to ensure best practice
Supports the culture of change within the Middle East and Africa sales region
Knowledge and experience
Domain expert in mobile and fixed telecommunications and C level selling
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, VGEART etc) to ensure alignment with other teams and functions
Outstanding communicator able to motivate team, build beneficial customer relationships and able to convince internal stakeholders
Responsible for interactions at all levels with the OpCo & Partners to ensure full alignment and support provided
Essentials:
Proven Sales Success; min 15yrs
University Degree Bachelor or higher
Proficiency in English and at least one other language
Good communication skills
Proven sales track record
Can-do attitude and strong execution skills
Experience working in multinational matrix organisations
Strong relationship and customer contacts at C level
Desirable:
Deep work experience in Telecommunications / IT & Fixed Industry
What is the key to our success? It’s simple – our people. Across a Global footprint, we believe we’re at our best when you’re at yours. From our diverse workforce, our flexible working policies to our creative work spaces, we embrace a culture of learning and sharing to develop our next stage growth. It’s in our hearts to push forward, to create a better future, to never rest and find new ways that help people communicate.
We are committed to developing the very best people by offering a flexible, motivating and inclusive workplace in which talent is truly recognised and rewarded. We respect, value and celebrate our people’s individual differences – we are not only multinational but multicultural too. That’s what we mean when we say Power to you.
