Head, Go-To-Market Programs - Mass Market at Airtel Nigeria

Airtel Nigeria (Airtel Networks Limited) is a leading telecommunications services provider in Nigeria headquartered in Lagos, the commercial nerve-centre of Nigeria. The telco ranks amongst the top four mobile service providers in terms of subscribers with a customer base of more than 39.8 million. The company's product offerings include 2G, 3G and 4G wireless services, mobile commerce and enterprise services.

We are recruiting to fill the position below:

Job Title: Head, Go-To-Market Programs - Mass Market

Job Identification: 622
Location: Nigeria
Job Schedule: Full time

About the Role

• The role holder will be responsible for mass market distribution strategies (SMF - Super Mini Franchise, Mini Shops & MBOs - Multi Brand Outlet); formulating partner acquisition and the implementation of the overall merchant strategy across all bottoms of the pyramid partner prospects, medium & semi large segments from identification, creation & management to business scale up. 

Responsibilities
Mass Market GTM:

• Overall ownership of Mass Market Segment GTM
• Formulation of the tactical plan & roll out of the Mass Market acquisition strategy across the country to tie up all small, medium & semi large partners
• Ownership & achievements of daily, monthly, quarterly & annual targets within the Mass Market Segment.
• Identifying potential prospects & carrying physical visits & pitches to ensure closure within the niche.
• Ensuring KYC due diligence of all the retailers to ensure compliance before activations and follow through on complete system set up 
• Managing Bike / Van / Resident promoter models

Partner And Retailer Training & Management:

• Revamping and managing the existing SMF Model to ensure a win-win for both Partners and Airtel 
• Responsible for Recruitment and training of all SMF Partners and retailer process i.e. both owners & business handlers.
• Responsible for ensuring that all appointed partners and retailers fully adhere to their roles & responsibilities.
• Monthly newsletter to partners on their performance
• Quarterly session with partners/retailers on performance 
• Ensuring refresher training on key business developments & in event of handler turnover at the merchant point.
• Driving sales cadence deployment across sales force

3rd Party Partner Management:

• Responsible for recruitment of 3rd party vendor to support Gross Adds 
• Responsible for training 3rd Party Agents/Partners acquirers plus their staff to support achieving the stipulated business objectives/targets.
• Driving partners engagement to ensure constant motivation to deliver objectives 
• Ensuring partners and their staff are well trained from inception and also offer refresher training as new business offers/directions evolve.
• Tracking 3rd party partner performance against set targets to ensure achievement of set objectives.
• Ensuring partners are aligned to the key business expectations.
• Responsible for ensuring that 3rd party partners fully adhere to their roles & responsibilities.
• Ensuring that the 3rd party partners are remunerated accurately & timely.

Revenue Growth & Business Review:

• Managing focus site program
• Ensuring that all set up partners / retailers' outlets across the country are active and operational.
• Establishing collaborative relationships with all tied up partners to ensure business efficiency.
• Establishing clear sales objectives & value proposition for all partner prospects.
• Working together with the Support Executive to ensure performance tracking & timely reports availability to individual merchants.
• Tracking GAC- Schemes & commissions, M2 decay.
• Providing competition insights to support business decision making 
• Timely reports pertaining to segment performance with scale up plan.
• Routine partners review & transactions growth initiatives across the segment.

Trade visibility:

• Working with Brands Team to formulate strategy to support brand visibility standard across all categories of retail shops
• Ensuring that all appointed Agents are well branded & products, fully merchandised.
• Scaling up of visibility at all existing retail touch points i.e. replacement of all faded material.

Qualifications
Educational Qualifications:

• A university education preferably Bachelor of Business Studies
• Masters degree in sales, business administration an added advantage.

Relevant Experience & Technical Skills:

• Minimum of 10-15 Years of Experience in Sales, Dealer network, Channel management in reputable Organizations preferably in the telecoms, FMCG industry
• At least 8-10 years in a senior sales management role
• Experience in Telecoms would be an added advantage
• Role may require extensive travel
• Ability to operate strategically and tactically in a fast-paced environment an added advantage
• Strong understanding of all aspects of sales, good communication and people skills, understanding of the market.
• Experience in building and development of channels 

Application Closing Date
9th October, 2025; 11:59 PM.