Role Purpose\/Business Unit:<\/p>\n
\tDevelop new channels to market, including new SME partnerships. The Principal: Channel Management will also manage the overall SME sales and revenue targets across all channels. Channels will include Direct, Branded Stores, Digital Channels, Telesales, Inside Sales and Partner Channels.
\n\tManagement of pipeline and in year revenue across all sales channels by managing the sales operation and cadence.
\n\tSupport the sales channels with training, collateral and proposition playbooks, driving sales enablement. Drive incentives and GTM campaigns to stimulate sales activities and demand to meet sales targets.<\/p>\n
Your responsibilities will include:<\/p>\n
Channel Development<\/p>\n
\tPerform channel dimensioning exercises and support in determining where additional coverage is required for SME distribution
\n\tDevelopment and setup of new distribution channels, where the market opportunity warrants this
\n\tChannels will include Direct, Branded Stores, Digital Channels, Telesales, Inside Sales and Partner Channels.
\n\tSetup of SME strategic partner channels where required to support sales targets across the micro, small and medium sub segments<\/p>\n
Channel Management<\/p>\n
\tManaging the SME sales operational performance targets per channel and overall for SME
\n\tManagement of existing sales channels where required
\n\tManage the sales pipeline cover, velocity, conversion and in year revenue across all channels
\n\tManage the weekly sales cadence to track SME pipeline, sales and in year revenue targets through weekly reporting
\n\tProvide daily, weekly and monthly sales cadence reporting
\n\tManage customer NPS by subsegment<\/p>\n
Sales Collateral<\/p>\n
\tDefine sales guides and cheat sheets for the sales teams to understand the value proposition
\n\tProvide collateral (brochures, digital artwork, presentations) that sales can use as sales material to position the value proposition to customers
\n\tProvide case studies to the various sales channels, that can be used in micro targeting and positioning propositions in particular sectors
\n\tAnalyse competitor collateral, based on market intelligence and feedback to the value propositions teams for response where required<\/p>\n
GTM Enablement<\/p>\n
\tManaging channel enablement through training, collateral development, campaigns and incentives
\n\tDefined curriculum and proposition training material, housed within the academy
\n\tSales training on the customer value proposition and underlying products that meet the customer needs
\n\tSupport the sales teams with GTM strategies and campaigns to drive demand in the channels (Roundtables, Activations, Retail Campaigns, etc.)
\n\tAlign sales compensation plan to sales behavior towards selling propositions
\n\tCreate incentives to drive sales activity and uptake of various propositions
\n\tIncentives performance tracking
\n\tSales performance reporting and cadence management<\/p>\n
Stakeholder Management & Business Development<\/p>\n
\tCollaborate, champion and enable effective leadership and cross-functional working relationships to create a unique, superior customer experience based on leadership practice. Connect and leverage the skills of various functional teams to generate synergy across all the different customer touch points
\n\tCollaborate with industry vertical leads and teams on Sales Strategies and Plans to unlock growth in scaling industries and\/or strategic accounts
\n\tPresent to customers\/partners on Value Propositions to close strategic \/ high value deals
\n\tInternal and External stakeholder engagement and partner management related to growth of segment
\n\tEstablish and monitor healthy, diverse internal and external relations and implement remedial actions where required, in the achievement of organisational goals.
\n\tDevelop and maintain key account relationships with channel partners, ensuring that channel partners are aligned to the customer experience expectations and to the sales partner strategy framework.<\/p>\n
Delivering through People:<\/p>\n
\tOversee the activities of the team to ensure effective delivery of business outcomes.
\n\tSupports and enables the team to succeed by encourage frequent knowledge sharing between team members amongst other enablement initiatives.
\n\tCreate fit for future organization capability through skills development informed by skill gap analysis in line with business strategy and ensuring that the identified skills gaps, are addressed through training.
\n\tDevelop a high performing team by embedding formal performance management process, informal coaching through continuous 1:1 performance discussion
\n\tEmbed the Spirit of Vodacom by living the Spirit behaviours and ensuring consistent Spirit engagement initiatives.
\n\tWhen required, initiate disciplinary processes for team members calling on support from HR when required
\n\tResolve grievances raised by team members and escalate only if required
\n\tMotivate team members and ensure that their efforts are recognised by using Vodafone Stars platform.<\/p>\n
The ideal candidate for this role will have:<\/p>\n
\tB. Com\/Business Science, IT, Engineering Degree or Equivalent
\n\tA Post Graduate Degree in Business Science, IT, Engineering OR related field an advantage
\n\t7+ years\u2019 experience in Channel Management through direct selling, telesales, inside sales, partnerships and digital channels
\n\tICT or financial services experience essential
\n\t3+ years management experience<\/p>\n
Technical Competencies<\/p>\n
\tStrategic mind set and out of box thinking
\n\tExperience in solution selling within enterprise customers
\n\tDeep understanding of the customer\u2019s business, it\u2019s market and industry alongside key decision-makers and influencers in account organisation
\n\tAbility to translate customer\u2019s objectives and strategy into relevant Vodacom Business propositions
\n\tRobust understanding of account P&L
\n\tExperience working in multinational matrix organisation
\n\tSuccessful track record of managing multi- industry sales teams and demonstrate profitable revenue growth
\n\tStrategic Thinking: Effectively delivers against assigned strategy, exceeding expectations. Translates strategy into clear areas of focus and priorities for
\n\tIn depth understanding of segmentation strategies and proposition management
\n\tExperience in developing new B2B channels through direct selling, telesales, inside sales, partnerships and digital channels
\n\tA broad understanding of the ICT Landscape and Strategic ICT enablers.
\n\tA thorough understanding of converged and networking technologies and services.
\n\tDemonstrated understanding of important financial concepts, the IT&T environments, purchasing practices and industry specific aspects of corporate customers.
\n\tUnderstanding of the Value Chain Analysis with regards to various customer businesses<\/p>\n
Behavioural Competencies<\/p>\n
\tCustomer Focus: Prioritizing customer needs and delivering excellent service
\n\tAccountability: seeks feedback and identifies opportunities for improvement or innovation
\n\tCollaboration: Actively fosters collaboration, seeks input and effectively partners
\n\tResilience: Actively seeks opportunities for growth, demonstrates a strong commitment to self-improvement and has a growth mindset
\n\tFlexibility: uses various techniques to influence others (lobbies, approaches decision makers, finds sponsors)
\n\tPeople Management: Ensure team work together to deliver on their responsibilities creating accountability and ownership
\n\tOrganizational Savvy: Demonstrates strong understanding of assigned strategy for the Business\/ Function and creates strong team alignment to the strategy.<\/p>\n
We make an impact by offering:<\/p>\n
\tEnticing incentive programs and competitive benefit packages
\n\tRetirement funds, risk benefits, and medical aid benefits
\n\tCell phone and data benefits, advantages fibre connection discounts, and exclusive staff discounts offered in collaboration with partner companies<\/p>\n
Closing date for Applications:\u00a018 September 2025.\u00a0<\/p>\n
go to method of application \u00bb<\/p>\n
Apply via company website ( http:\/\/www.vodafone.com ) or<\/p>\n
<\/p>\n","protected":false},"author":2,"featured_media":0,"template":"","meta":{"_promoted":"","_job_location":"","_application":"","_company_name":"Vodafone Global Enterprise","_company_website":"http:\/\/www.vodafone.com","_company_tagline":"Vodafone Global Enterprise is part of the Vodafone Group, dedicated to simplifying the management of global communications for the world's largest multi-national companies. Specialists in enterprise mobility, Vodafone Global Enterprise focuses on implementing mobility strategies and solutions tailor... read moreed to the needs of global corporations - enabling them to focus on their core business With over a billion people spread across over 50 countries, Africa is developing at an unprecedented rate, The GDP of the continent is expected to hit $2.6 trillion by the year 2020. This expansion is matched by the growth in mobile subscribers. These have increased by some 20% each year over the past six years, with over 75% penetration and more than a billion subscribers expected by the end of 2016. Many global businesses are now firmly established across the continent and are taking advantage of the many opportunities for expansion. By helping businesses manage the complex business challenges that exist in Africa, we are helping to transform the way the region\u2019s businesses participate in today\u2019s fast-moving global economy. midrand south africa","_company_twitter":"","_company_video":"","_filled":0,"_featured":0,"_remote_position":0,"_job_salary":"","_job_salary_currency":"","_job_salary_unit":""},"job_listing_region":[11],"job-types":[12],"class_list":["post-19116","job_listing","type-job_listing","status-expired","hentry","job_listing_region-gauteng","job-type-full-time"],"jetpack_sharing_enabled":true,"_links":{"self":[{"href":"https:\/\/jobs.dataaxisnode.com\/southafrica\/wp-json\/wp\/v2\/job-listings\/19116","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/jobs.dataaxisnode.com\/southafrica\/wp-json\/wp\/v2\/job-listings"}],"about":[{"href":"https:\/\/jobs.dataaxisnode.com\/southafrica\/wp-json\/wp\/v2\/types\/job_listing"}],"author":[{"embeddable":true,"href":"https:\/\/jobs.dataaxisnode.com\/southafrica\/wp-json\/wp\/v2\/users\/2"}],"wp:attachment":[{"href":"https:\/\/jobs.dataaxisnode.com\/southafrica\/wp-json\/wp\/v2\/media?parent=19116"}],"wp:term":[{"taxonomy":"job_listing_region","embeddable":true,"href":"https:\/\/jobs.dataaxisnode.com\/southafrica\/wp-json\/wp\/v2\/job_listing_region?post=19116"},{"taxonomy":"job_listing_type","embeddable":true,"href":"https:\/\/jobs.dataaxisnode.com\/southafrica\/wp-json\/wp\/v2\/job-types?post=19116"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}