Cell C Ltd Senior Manager: Business Sales

Strategy & Operations

• Lead the Business Sales strategy in the development and execution of appropriate sales strategies aligned to & not limited to prepaid, contract & hybrid, data, FLTE, FTTB and VAS products & accessory  categories in order to exploit opportunities for profitable volume growth and sustainable competitive advantage within the Business Sales channels
• Manage the Business Sales Business Sales budget and planning, working closely with Products, IT, customer service and Analytics.
• Promote Cell C as the preferred Network supplier within the Business Sales, tailoring products/services type to fit with the channel partner’s portfolio (e.g. FTTB, bundled deals, handset, Postpaid products vs. prepaid products)
• Ensure the Business Sales teams execute campaigns and have proper channel marketing
• Work closely with all channels & Customer Service in ensuring in service capability.
• Work closely with Products, IT, Customer Service, Analytics and Cell C Legal team to launch new Business Sales products
• Ensure all activities meet and integrate with organisational requirements for quality management, legal stipulations, health and safety compliance, environmental policies and general duty of care

• Establish, develop and manage vendor opportunities for Business Sales.
• Define and manage the roll out plan in alignment with the overall commercial strategy.
• Liaise with the vendors on the headcount and talent requirements to execute sales strategy and plan requirements 90 days in advance.
• Ensure the creation of IT projects  to enhance sales output and manage use of resource and reduction in waste
• In Business Sales ensure the creation of IT projects  to enhance sales output and manage use of resource and reduction in waste
• In Business Sales Identify and sift new business opportunities in line with Direct Sales Operations strategy, including new channel types such as web, SME, Fibre, Online support etc. & manage relationship with downstream channels (call centres) to ensure profitable growth.
• In Business Sales ensure downstream channel satisfaction by meeting and exceeding expectations. Mediate and negotiate resolution of complaints.  Involves monitoring customer satisfaction and putting proactive steps in place to avoid problems.
• Negotiate and evaluate contracts with suppliers. Responsible for ensuring that Cell C retains profitable vendors as well as the enhanced growth of vendor distribution for both new and existing vendors
• Determine strategy towards increasing market share either through capturing customers new to the market or from the competition.
• Lead the overall product strategy and manage the development of residential product lines.
• Oversee the Direct & Indirect Sales operations and ensure all strategic initiatives deliver profitable volume growth as well as delivering a superior competitive advantage.
• Oversee product management and roadmaps for the product lines.
• Oversee the Go to Market campaigns
• Oversee the planning and delivery of customer solutions.
• Lead the Commercial and technical relationships with external partners/vendors
• Develop and maintain a comprehensive set of KPIs and/or SLAs against direct sales and vendor performances
• Oversee the execution of consumer-centric marketing activities (customer engagement etc.) to support the strategy.
• Negotiate contracts and trading agreements with potential new and existing vendors.  In certain circumstances, in conjunction with Procurement, marketing, legal, commercial division and on behalf of the Head of Sales & Distribution.  Evaluate proposals and decide on feasibility of proposal
• Liaise with Sales & Distribution and Marketing divisions on projects as identified from time to time.

Manage cost of acquisition deal development and stock forecasting

• Ensure Business Sales cost of acquisition targets are met through developing appropriate deals
• Manage product forecasts on a monthly rolling basis for the Direct Sales division as well as the forecasted order of stock required in advance per month.
•  Develop appropriate deals to achieve cost of acquisition and sales volume targets, keeping ARPU and other targets in mind.

Demand creation for inbound and outbound call centres ( Tele-Sales)

• Ensure sufficient demand & pipeline is created Direct and Indirect teams and partners (pull strategy) through appropriate marketing and sales tactics, e.g. optimal media strategy.
• Ensure sufficient data availability for optimal outbound sales (push). Liaise with data vendors and negotiate agreements to

Measurement and analysis

• Develop and maintain a Sales Operations dashboard
• Ientify sales trends and customer profiles through data mining and analysis
• Measure Sales Operations’ customer base to ensure ARPU growth and churn management
• Prepare daily, weekly and monthly reports for division

Cost and Budget Management 

• Prepare, control and administer the yearly budgets for the Operations department
• Develop and implement policies to achieve savings
• Manage cost tracking and variation reports
• Approve expenditure for the department
• Inform Executive timeously of potential over-spend
• Make recommendations for budget-affecting change requests
• Approve expenditure for the department

Staff Leadership

• Lead and motivate staff to effectively deliver objectives, ensuring development opportunities, appraisal and management systems are embedded and relevant HR procedures are adhered to
• Provide an advisory, support and mentorship function to enable staff to grow within their career
• Maintain a low staff turnover rate.
• Initiate the appropriate Labour Relation action required within the department
• Establish, evaluate and guide the department’s Employee Performance Management programme
• Set Key Performance Indicators targets and goals as per the departments strategy and business objectives.
• Recruit employees; assign and direct work, oversee their development, identify training needs and maintain staff competence
• Uphold HR policies and procedures
• Apply and adhere to Cell C Health and Safety procedures and rules.

Perform any other Related duties as requested by Management