Senior Manager - Lead Account WECA and MENA

Mission/ Core purpose of the Job

The Senior Manager - Lead Account WECA and MENA will form a part of a highly skilled group of commercial, technical and management experts who are responsible for wholesaling and leveraging MTN's global fixed connectivity infrastructure, within the MTN Group and developing the external business for 3rd party carrier providers. MTN GlobalConnect and its team aims to better commercialise MTN Group's fixed line infrastructure, thereby gaining increased revenue in global markets.

The Senior Manager - Lead Account WECA and MENA will be responsible for the management of large accounts in a designated region (WECA/MENA or SEA/ROW respectively). He/she will overview business development and wholesale sales for 3rd party and within MTN Group OpCos in regard to defining the sales strategy, monitoring sales performance, analysing the competitive landscape, providing commercial support to FibreCos and MTN Group opcos and providing inputs to demand-based infrastructure capacity planning. The role will be responsible for building relationships with external clients, driving towards MTN GlobalConnect external revenue targets. He/she will also oversee and drive domestic wholesale within the OpCos.

The Senior Manager will define and implement strategy to develop capacity wholesale revenue streams, develop and define initiatives to assist in strategic positioning of Capacity and Connectivity services to maximise revenues from MTN Group's backbone network capacity and connectivity, develop Wholesale Value Proposition, Scope, Market Segments, Products and Services, Go to Market strategy and Partner management.

Key Performance Areas:

Core, essential responsibilities / outputs of the position (KPA's)

The Senior Manager - Lead Account WECA and MENA will be accountable to achieve the following objectives:

• Provide leadership role and guidance in the fixed connectivity wholesale environment in the dedicated region (WECA/MENA or SEA/ROW)
• Build a network of potential external clients in the designated region
• Manage relationships with key accounts in the designated region
• Be involved in negotiations and client relationships when required, as well as maintain relationships with key clients by providing information, support and guidance
• Approach high profile clients for strategic sales and be involved in the escalation process when a client is unsatisfied
• Drive sales of Capacity and Connectivity services and products to Carriers, Operators, Capacity and Connectivity providers in order to realise defined Wholesale Sales strategy and targets both for international and for domestic fixed infrastructure
• Support OpCos to work with their network teams to identify excess capacity and connectivity to create wholesale products including pricing, support OpCos in the wholesale target planning and in the sales activities on the ground
• Drive sales activities to 3rd parties: Global ISPs, Digital Providers and Global carriers with the scope to increase the return on investment on existing Bayobab fixed infrastructure assets
• Constantly monitor sales performance, identify and solve key performance gaps and report sales performance to Wholesales General Manager
• Contribute to the achievement of set commercial targets in sales, buying and cost reduction targets while achieving the set quality of service parameters
• Review and coordinate sales strategy of the business lines as well as planning and executing wholesales solutions for the domestic and wholesales teams
• Develop commercial propositions for network infrastructure/capacity working with Carriers, Operators, Wholesale Capacity and Connectivity providers and address their infrastructure requirements in conjunction with Bayobab Wholesale and OpCos Solution Engineers
• Assess current competitive and operator landscape of the Wholesale Partnerships business and develop initiatives to ensure optimum revenues from MTN Group's backbone network capacity and connectivity
• Drive commercial processes, procedures, policy guidelines and RACI for infrastructure and facilities related opportunities for wholesale growth synergies efforts between MTN Wholesale Business stakeholders i.e. MTN Group Business, MTN Global Carrier Services and MTN OpCos
• Ensure that KPIs are fairly cascaded in the sales business unit
• Plan and execute solutions for the sales team to deliver to customers
• Manage geographically diverse teams for international connectivity and domestic wholesale within OpCos, mentor and provide incentives to sales team members
• Maintain relationships with key clients by providing information, support and guidance and identify potential up/cross-sell opportunities
• Improve the Bayobab reputation in the fixed broadband infrastructure by representing the company in key professional events
• Provide inputs for budget plans and key financial reports
• Collaborate with Group Commercial Legal to manage, review and finalize NDA's, Contracts and Commercial Agreements associated with the MTN Group wholesale business

Role Deliverables

• Create sales and market reports including, but not limited to, 3rd party wholesales for international and domestic wholesale services
• Monitor sales plan and encourage, motivate subordinates to achieve targets
• Provide inputs to budget and financial planning
• Wholesale sales strategy and planning, including sales pipeline and accounting planning strategy
• Sales and growth targets for wholesale business

Role Dependencies

• Inputs to high-level reports, direction and guidance from Bayobab Executives
• Wholesale and OpCo sales managers
• Dedicated in-OpCo domestic wholesale commercial teams
• The morale, effectiveness and co-operation of all associated staff

Job Requirements

(Education, Experience and Competencies)

Education:

• Minimum 4 Year Academic Degree in (Engineering or Computer Science or Business Administration)
• Master's degree in (Engineering or Computer Science or Business Administration) as an advantage
• English, French and Arabic (as advantage)

Experience:

• 5+ years sales-related experience, preferably in the telecommunications space (ideal if experience is in the enterprise / carrier business and/or fixed line international)
• 5+ years managerial experience preferably in a sales / wholesale function, preferably in the telecommunications space (ideal if experience is in the enterprise / carrier business and/or fixed line international)

Competencies:

• Effective team management skills and the ability to coach, mentor and motivate a staff of commercial and technical professionals
• Ability to identify key issues in a situation and to think creatively and strategically in facing internal and external challenges
• Ability to manage numerous large accounts simultaneously, prioritizing and delegating to achieve maximum effectiveness
• Effective oral and written communication skills
• Excellent public relations skills to be able to function across multiple business lines in a multicultural environment
• Exceptional networking skills to build MTN GlobalConnect professional relationships
• Outstanding sales and negotiation skills to win contracts with large accounts
• Outstanding customer relationship building and management skills
• Comprehensive understanding of the fixed connectivity landscape in terms of infrastructure, commercial requirements, trends, growth, etc. with a focus on emerging markets
• Deep understanding of the designated regions (MENA/WECA and SEA/ROW respectively) in terms of infrastructure, commercial requirements, trends, growth, etc.
• Strong analytical skills to execute MTN GlobalConnect strategy and compile high-level reports
• High level of computer literacy
• Proficient fluency in English; Arabic or French an advantage

Other:

• Regional and international travel
• Ability to adapt to changing requirements of business and staff members.
• Excellent Interpersonal Skills