8 Jun 2017

Regional Sales Lead

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Job Description

Airtel Nigeria (Airtel Networks Limited), a leading mobile telecommunication services provider in Nigeria and a member of Airtel Africa Group, is committed to providing innovative, exciting, affordable and quality mobile services to Nigerians, giving them the freedom to communicate, rise above their daily challenges and drive economic and social development.

We are recruiting to fill the vacant position below:

Job Title: Regional Sales Lead

Location: Nigeria

Job Purpose

  • The responsibility of the role holder is to entrench the Airtel Business Brand within the Enterprise Market with a view to having the dominant market share in the designated region, leading teams in the acquisition, growth and customer management of B2B customers in the region.
  • In addition to having full accountability for regional B2B revenue, brand equity, B2B relationship management, B2B customer service, B2B revenue assurance and debt management.
  • To acquire and retain more post-paid customers and generate revenue for the business.

Duties and Responsibilities
Develop the strategic and operational plan to drive B2B revenue and B2B customer growth in the region:

  • Define parameters for the corporate/SME segmentation and attendant key accounts, direct and indirect sales channel management
  • Develop compelling initiatives to increase B2B CMS and RMS in the region
  • Propose, implement and monitor unique enterprise value propositions and solutions as per individual client needs
  • Lead the development and implementation of robust and cost efficient routes to markets for the B2B segments in the region
  • Manage Sales Performance for all B2B sales teams (direct and indirect)
  • Provide Strategic Support to enhance the delivery of regional targets
  • Supervises teams to ensure proper sales pipeline activity. Ensures active nurturing of deals and movement of opportunities to close
  • Take ownership for ensuring availability of sales resourcing required to meet the regional targets
  • Responsible for applying the appropriate control to ensure quality of service by third party sales partners
  • Encourage and develop opportunities to have Airtel presence in all relevant areas related to the B2B segment, across the region

Performance management, compliance, and process governance:

  • Provide strategic support to enhance the delivery of regional B2B targets
  • Develop procedures for setting and communicating sales, service delivery and customer service targets and monitoring performance
  • Deploy relevant metrics to routinely monitor progress against targets and recommend appropriate remedial actions to ensure targets are met or exceeded
  • Effectively manage B2B sale and B2B customer service teams to ensure drive for greater performance in terms of customer acquisition, customer activation, and service provisioning, and customer service
  • Ensures timely submission of all performance reports on schedule
  • Manage the Account development plan (ADP) for all accounts under the regional portfolio and ensures timely submission of same to HQ on a monthly basis
  • Directly supervises the day to day activities of the Corporate Segment, SME Segment, Customer Service and Corporate Solutions teams
  • Accountability for ensuring that all receivables and Bills are up to date in terms of collections
  • Accountability for timely execution of all B2B contracts especially from the customer end (i.e. Sign off)

B2B Customer Management:

  • Lead the management of all B2B customers in the regions, both directly and indirectly
  • Deliver YOY increase in customer satisfaction scores for the B2B business in the regions
  • Accountability for managing teams to deliver optimum customer experience through:
    • Effective and first-time-right service activation
    • Delivering on SLA through effective service recovery
    • Managing and escalating customer issues to ensure an end to end resolution
    • Enforcement of health check processes and service review meetings
  • Propose and ensure execution of executive level service review meeting for key strategic accounts in the region
  • Take accountability for B2B customer retention and win back

Revenue Assurance, Realization, and Collection:

  • Put in place the appropriate governance framework for ensuring that all services are delivered on time and billed successfully through the submission of all appropriate documentation required for service provisioning and billing (POs, contracts, CRFs, JCC etc)
  • Accountability for managing collection and minimizing debt for the B2B customers in the region
  • Drive for resolution for all billing, reconciliation, and service penalty issues impacting revenue collection and or realizations

Proactive Competitor Intelligence and Market Insight:

  • Monitor and collate all activities of competition in the region and implement or recommend countermeasures to win competition

Cross Functional Engagement and Support:

  • Act as the Single Point of Contact for all operational activities for Airtel Business across stakeholder departments for the region
  • Develop a win-win working relationship between the region and HQ teams, collaborate and communicate effectively, ensuring an inclusive approach to teamwork
  • Work closely with wider networks, IT, Regulatory, Legal, Service, Marketing and commercial teams to elicit support for the Enterprise Business in the region

Build a capable and motivated team to create a high-performance team environment:

  • Provide clarity of purpose to the regional b2B teams. Bring teams in sync with Airtel Business objectives and create cohesive workforce
  • Coach, mentor and guide team members, ensuring high motivation and engagement
  • Put in place training and development plan for members of the team
  • Ensuring effective RHCI activities and identify team training needs and implement& appropriate learning interventions
  • Recruit the right talent in consultation with function head, as per defined recruitment guidelines
  • Establish performance expectations and regularly review individual performance Recommend appropriate rewards and recognition

Educational Qualification

  • Bachelors in any of the Social Sciences or Arts
  • Post graduate Degree in Marketing
  • Masters in Business Administration would be preferred additional qualification dependent on experience
  • Experience in Sales, customer service or marketing within Telecoms
  • 5 Years’ experience working in B2B within the commercial areas of the Telecoms Sector
  • Sound understanding of telecoms value chain
  • Capacity to interact and establish rapport with very senior levels of Management (customers)
  • Candidates must have a total of 10 years selling experience of Telecommunication Products of which 5 must be at a managerial level

Other Requirements (Behavioural etc.):

  • Professional Membership of relevant Bodies will be an added advantage
  • Candidates must be a team player and result-driven

Application Closing Date
14th June, 2017.

How to Apply

Interested and qualified candidates should:
Click here to apply online

Job Categories: Sales and Marketing Jobs in Nigeria and Telecommunication Jobs in Nigeria.

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