Senior Manager - SME Segment (Enterprise Business) at Airtel Nigeria

Airtel Nigeria (Airtel Networks Limited), a leading mobile telecommunication services provider in Nigeria and a member of Airtel Africa Group, is committed to providing innovative, exciting, affordable and quality mobile services to Nigerians, giving them the freedom to communicate, rise above their daily challenges and drive economic and social development. The company made history on August 5, 2001 by becoming the first telecoms operator to launch commercial GSM services in Nigeria and has scored a series of many "firsts" in the highly competitive Nigerian telecommunications market including the first to introduce toll-free 24-hour customer care; first to launch service in all the six geo-political zones in the country; first to introduce affordable recharge denominations; first to introduce monthly free SMS and first to introduce monthly airtime bonus.

A truly innovative company, Airtel has showed resilience, charting new paths in meeting the demands and needs of its esteemed stakeholders and enhancing distribution as well as providing affordable services to empower more nigerians.

In Nigeria, Airtel is working tirelessly to live up to an ambitious vision of being the most loved brand in the daily lives of Nigerians as it offers a superior brand experience and a portfolio of innovative products & services ranging from exciting voice solutions to inventive data packages and mobile broadband.

We are recruiting to fill the position below:

Job Title: Senior Manager - SME Segment (Enterprise Business)

Location:- Nigeria

Job Description
Effective development of SME Sales strategy:

• Design and drive the implementation of acquisition & retention strategies for prospective and existing SME accounts across the zone
• Liaise with the Regional enterprise sales teams in driving sales initiatives targeted at enhancing profitability.
• Work with marketing teams to develop appropriate sales collaterals for enterprise products

Managing 3rd party Sales/ alternate Partners:

• Develop the frame work for the recruitment and management of alternate sales partners and channels
• Provide SOP procedure to guide region and channel managers in the management of third party sales partners
• Develop a mechanism for managing recruitment of sales agents, ensuring constant availability of field sales resources.
• Develop training and capability development programs for 3rd party sales partners and agents

Product Management, proposition Development, Revenue and Margin Management:

• Lead all tariffs and pricing approvals
• Work with Airtel stakeholder community to develop competitively priced value proposition and packages which generates agreed margins for products and services.
• Ensure high level of customer and network experience for the segment
• End-to-end management of existing SME products (GSM and Non GSM) and value propositions to meet targets for profitability and revenues, as agreed with the GM Commercial

Business Analysis, Data analysis, Usage and Retention analysis and Intervention:

1. Manage each in-life products and services on a profit and loss account basis, using financial performance data to make individual product investment and withdrawal decisions, proposing and implementing changes required to optimize performance through

• Customer incentives plans
• Sales incentives plans
• Upgrade
• Cross Sells

2. Analyze the daily, weekly and monthly reports, region wise and at pan OPCO level to understand the trend of customer demands and acceptability inclination

Market and Customer insight:
Leverage market research to get insights into consumer behavior and preferences and drive future programs and promotions.

Performance Management:

• Provide strategic support to enhance the delivery on regional SME sales targets.
• Develop procedures for setting and communicating sales targets and monitoring performance.
• Deploy relevant metrics to routinely monitor progress against targets and recommend appropriate remedial actions to ensure
• Develop and manage a sales pay plan which provides incentives and rewards to meet/exceed sales targets.
• Provide sales performance data to support management decision making
• Perform regular review of the Sales Incentive Plan – Measurement Criteria, Monthly/Quarterly targets etc to ensure alignment with business focus and strategy

Cross Functional Engagement and Support:

• Act as the Single Point of Contact for all SME Segment related engagement across stakeholder departments in head office
• Work to ensure that all the departments/verticals are fully aligned to deliver on meeting customer requirements

Trade and Sales team information dissemination and Training:

• Carry out regular SME sales training needs analysis
• Coordinate content development and delivery of skill enhancement programs to enhance professionalism of the SME sales team
• Effective interpretation and cascade of all new product and value propositions to the regional SME sales team

Effective SME Sales Processes:

• Establish and continuously review SME sales management process to support the sale of enterprise products and services. Such processes include:
• Bid Management
• Contract Management

Effective Competitor analysis and Intelligence:

• Effectively liaise with Marketing in analyzing competitor’s activities as well as relevant market development and proposing pre-emptive counter measures

Team Management:

• Provide clarity of purpose to team members
• Ensure effective prioritization of product development activities and alignment of such to the overall SBU and company wide objective
• Coach, mentor and guide team members, ensuring high motivation and engagement
• Put in place training and development plan for members of the team

Desired Skills and Experience

• A first degree or its equivalent in Computer science, Business Administration, Sales and Marketing or Business related discipline
• 8+ years of varied experience in Sales & Marketing with at least 4 years at middle management level handling independent businesses.
• An in-depth knowledge of enterprise systems is highly desirable
• Relevant experience in Telecom industry is desirable

Application Closing Date
7th April, 2014

How to Apply
Interested and qualified candidates should:
Click here to apply online