To oversee the direction and control of all sales and distribution in the company, ensuring they are streamlined for maximum efficiency and effectiveness. The GM-Sales is the owner of the “Customer Life Cycle”.
KPA Duties
Key Tasks: Indicates those KPA’s that are essential to the position itself. These are normally specific to the incumbent, the job, and the function. Excludes role and leadership / management. 1. Participates with top management to establish Corporate strategic plans and objectives. 2. Make recommendations and decisions in conjuction with the CEO, CFO and CTO on all commercial matters and ensures the effective achievement of the agreed objectives. 3.Responsible for initiating, planning, developing, coordinating and excecuting all Sales and Distribution operations policies and programs. 4. Responsible for establishing, coordinating and growing the “Fixed Line” business to ensure the achievement of the commercial objectives. Evaluates sales performances, formulates and reviews corporate commercial medium and long range plans, goals and objectives for specific products and services. 5. Responsible for the Strategic direction and coordination of a field Sales force and achievement of direct and indirect sales targets with regard to market needs and actions of the competition. 6. Directs and controls the Commercial(retail & distribution) function with overall responsibility for planning, budgeting, implementing and maintaining costs, for the commercial(retail & distribution) departments. 7. Regularly interact with Executives and/or major customers or dealers.Interactions normally sensitive situations, customer negotiations at high level or influencing and persuading other senior level managers. 8. Manages the Public Access and Mobile Money function with overall responsibility of enhancing MTN’s market share. 10. Oversee the development of the Commercial business plans and product/service positioning in the market place. 11. Conduct competitive analysis and market research(direct and monitor the competitive analysis and market research and address/recommend action on the identified customer needs), evaluate sales performances, formulate and review corporate commercial medium and long range plans, goals and objectives for specific products and services. Monitors competitive activity and identifies customer needs. 12. Provide persuasive presentations to customers to implement product and service positioning strategies. 13. Define and implement strategies for penetrating the market place.
Job Requirements
Education: Masters Degree in Business Administration(MBA). B.Commerce, B.B.A, or Marketing Degree.
Experience: 10year’s commercial and management experience in service organization. Sales, Marketing and Customer service experience. Strong telecommunications and business management experience.
Knowledge: Knowledge of Financial procedures, procurement procedures etc. Skills / physical
comptencies: Computer Skills- MS Office Financial and Accounting systems. Excellent strategic and business planning skills. Excellent negotiation skills, diplomatic and courteous. Excellent well spoken and presentation skills. Strong operational skills Behavioural qualities: Culturally sensitive.
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