Joining Vodacom is more than a job, what we do matters. We don’t just carry minutes, texts and data – we carry people’s lives. And that’s a huge responsibility. If you think for a minute about the people you rely on…the likelihood is they rely on us.
Customers are at the heart of everything we do and we want to make a difference to the lives of our customers, and the communities in which we live and work. We support our people to give something back to the causes that mean the most to them through helping them give time and money to the charities they love.
And what’s it like to work here? We have created an environment where you can look forward to coming to work and are empowered to be at your best. We offer flexibility in how you work that helps you do your job in a way that suits you, opportunities to help you grow and progress throughout your career and a choice of benefits to suit your lifestyle.
Role Purpose & Key Accountabilities
Role Purpose
- To drive revenue growth in large enterprise and public sector segments
- To be the though leader of enterprise segment driving change and defining best or’ideal’ practice models, methodologies, governance and guidance to direct sales channels
- To build and drive sales transformation programmes for the sales environment across all direct sales channels to deliver measurable improvements in efficiency, productivity and value of the segment across Vodacom
- Provide governance, oversight and guidance on the successful delivery of wider sales programmes into the large enterprise segment including Vodafone/Vodacom formalised and approved programmes
Key Accountabilities
- Impact on the business/drive segment performance
- Raises performance standards within the large enterprise channel, driving revenue, Total Contract Value (TCV), efficiency & productivity improvements
- Proposes methodologies, systems and practices to ensure highest standards across the segment and adoption of programmes
- Runs change programmes, recommends business tactics to drive implementation and is accountable to monitor outcomes
- Delivers against annual targets on Revenue and TCV while keeping operational expenses of team to budgeted levels.
- Set targets for sales teams and individuals to ensure delivering of budgeted numbers and improving the share of customer wallet
- Ensure product portfolio, sales promotions and sales communications are relevant for sales team, Customers, supplier and third parties
- Personal involvement to win and retain large / complex accounts and develop / maintain strategic customer relationships
- Ensures Net Promoter Scores (NPS) for accounts are met / exceeded
- Responsible for managing relationships, networking and influencing across all Vodacom divisions to Executive level/third parties through day-to-day contact in order to deliver programmes on time and to budget/forecast
Competence, Qualifications & Experience
Leadership and teamwork
- Has a clear documented vision and strategy to evolve the direct sales channel including an annual sales plan
- Makes recommendations to Director on decisions that affect the operational effectiveness of the direct sales channels
- Ensures Sales Teams are motivated and that accounts and opportunities are allocated to maximize revenue growth
- Ensures diversity and attrition targets within sales teams are met
- Helps create new revenue streams from new products, via partnerships and by selling through accounts
Knowledge and experience
- Provide and direct mobile communications ‘thought leadership’, to the industry sector and internally within Vodacom
- Ensure appropriate training is provided to and completed by all team members and that these skills are applied in daily operations
- Guarantees team’s compliance with Sales methods & tools (i.e. SFDC quality) to ensure alignment with other teams and functions
- Outstanding communicator able to motivate team, build beneficial customer relationships and able to convince internal stakeholders
Technical / Professional Expertise
- University Degree
- 3 yrs+ experience leading sales teams of at least 20 FTE
- Proven Sales Success; min 5 yrs
- Experience with managing budgets of 100ME
- Proficiency in English and at least two other languages
- Good communication skills and sales track record
- Can-do attitude and strong execution skills
- Experience working in multinational matrix organisations
- Ability to think strategically and drive sales transformation programmes
- Deep work experience in Telecommunications / IT Industry
- MBA desirable
Skills
- Selling Business Outcomes
- Digital Selling
- Application of Vodafone Business Sales Core Processes
- Commercial Acumen in the B2B Environment
- Customer Centricity
- Application of Vodafone Business Sales Tools
- B2B Product Knowledge and Proposition Delivery
Commitment from Vodacom
Vodacom is committed to attracting, developing and retaining the very best people by offering a flexible, motivating and inclusive workplace in which talent is truly recognized, developed and rewarded. We believe that diversity plays an important role in the success of our business and we are committed to creating an inclusive work environment which respects, values, celebrates and makes the most of people’s individual differences – we are not only multinational but multicultural too. At Vodacom you will have access to our excellent flexible benefits programme that you would expect from any global company.
