Cell C Ltd Senior Manager: Business Sales

By | March 23, 2021

Cell C Ltd Senior Manager: Business Sales

Cell C Ltd

Senior Manager: Business Sales

  • Permanent
  • Full Time
  • Market Related
  • EE/AA, Non EE/AA
  • Published: 

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Introduction

Cell C ( Pty) Ltd is currently recruiting for a qualified and experienced Senior Manager : Business Sales to join our dynamic team at our  Head Office in Buccleuch.

Purpose of the Job:

Lead, define and deliver the acquisition strategy and business plan for growth and performance of the Cell Business Sales across all sales channels & the regions, ensuring alignment of Business Sales Strategy with the requisite sales strategies, market plan, Commercial &  Retail Operations strategy, products/services offerings. Driving market growth through acquisition and increasing the customer base nationwide as well as to develop strategic partnerships in alignment with Business Sales Strategy & Objectives. Transforming Business Sales with SME and Government propositions

Ensure achievement of sales revenue and acquisition targets on a consistent basis and in line with defined Business Sales budgets, setting KPIs and performance targets. Manage the performance of the Business Sales team, dealers & partners through the development and implementation of specific business models and KPIs.

As part of the leadership team the primary function is leadership and performance management, creating the right environment for the Business Sales team to carry out their strategic mission for the Business Sales Business unit and align to the company’s overall business strategies of revenue growth, customer experience excellence and maximising returns to shareholders.

Main Responsibilities

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.
See also  Tharisa Minerals Engineering Manager

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.
See also  Lotus HR Recruitment Project Planning and Control Engineer

Perform any other Related duties as requested by Management

Minimum Requirements

Qualifications

  • Post Grad Degree Qualification in Sales/Marketing – Hons

Qualification in Business Management advantageous

  • MBA Preferable

Experience

  • Minimum of 10 – 12 years of relevant/related years of Experience
  • Of which a preference of accumulated experience
  • 10 years relevant Sales experience – dealing with the Corporate and SME & SMME market
  • Of which min of 5 years in a strategic leadership role
  • Experience in High Tech industry
  • Telecommunications and non-telecommunications (i.e. bank, retail) experience advantageous
  • Proven track record of meeting sales targets
  • Used to present and negotiate on senior executive level

Competencies

  • Strategy Execution
  • Leading with Agility
  • Systemic Thinking
  • Commercial Awareness
  • Innovation and Creative Thinking

Package & Remuneration

Market Related 

Location

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Cell C Ltd
1, 2090 Johannesburg, South Africa