1) Job: Senior Manager, High Value Segment
Job Description
Job Purpose
·
The position Senior
Manager, High Net-worth is responsible to drive High Value revenues and acquisition. This
position carries the overall responsibility for the High Value individual
segments and will work closely with the High Value CSD team and the High Value
Usage & Retention Manager within the OPCO.
·
The Role requires
understanding of Technology changes and market/consumer requirements and
combining the two perspective to generate business opportunities as well as
deep insight into managing effective distributor and retail relationships
combined with an on the ground understanding of the market
Key Responsibilities
Drive Increased Market Expansion and Penetration
by Creating a Roadmap and Strategy for Customer
Acquisition, in line with OverallBusiness and Marketing Strategy
1.
Leverage market
research to get insights into consumer behavior and preferences and drive
future programs and promotions
2.
Track usage pattern to
devise customer acquisition strategies
3.
Keep track of customer
life-cycle to drive ARPU growth
Develop Products to Acquire
Customer Base
1.
Launch mass products
to acquire revenue earning customers
2.
Develop new products
and initiatives for trade in line with benchmarking and transfer of Best
Practices across Zones
3.
Analyze the daily,
weekly and monthly reports, Zone wise and at pan OPCO level to understand the
trend of customer demands and acceptability inclination
4.
Work closely with the
Apogee team and partners to generate new competitor leads sources and
alternative acquisition sources that are non-traditional telco leads
Develop and Enhance Customer
Engagement
1.
Create clarity on
plans and products to ensure consumer’s understanding of products and services
2.
Contribute towards
improvement of brand impact and positioning to ensure consumer engagement and
uniform brand experience across consumer touch points
Working With Internal
Customers
1.
Since these
initiatives will always have an OPCO wide angle, it will be imperative to
ensure that all the departments/verticals are fully aligned to support the
business. Cross functional teams would provide business requirements and other
“Must do” to ensure that the business and the customer requirements are always
met.
Hi Value Life Cycle
Management
1.
Lead all tariffs and
pricing approvalsa view to increasing NR and RMS
2.
Leads launch of new
product propositionsthe segment
3.
Cross functional
alignment with sales/CSD/ networks for a seamless customer experience
4.
Ensures sales support
and all marketing collaterals for sales
5.
Ensure high level of
customer and network experience for the segment
Desired Skills & Experience
Qualification
1.
Bachelor’s degree in
relevant field
2.
Post-graduate
qualification (e.g. CIM), an MBA would be required
3.
Minimum of 3-years
experience in a Marketing position, with a
focus on product development.
4.
Minimum of 3 years
Management experience
Experience
1.
2.
Able to operate in a
performance driven organization
3.
Affinity with and
technical knowledge of thetechnologies and services used within the industry
and affiliated industries
4.
Attributes
·
Motivated, flexible
and decisive with ability to convince and align groups with divergent
views
·
·
Customer focused,
Business awareness
·
Strong analytical and
strategic skills
·
·
Excellent
interpersonal skills
·
Sets high
personal standards and is goal oriented
·
Strong coaching
skills and leadership skills
·
·
Excellent
presentation skills
Company 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.
The company made history on August 5, 2001 by becoming the first telecoms
operator to launch commercial GSM services in Nigeria and has scored a series
of many "firsts" in the highly competitive Nigerian
telecommunications market including the first to introduce toll-free 24-hour
customer care; first to launch service in all the six geo-political zones in
the country; first to introduce affordable rechargedenominations;
first to introduce monthly free SMS and first to introduce monthly airtime
bonus.
A truly innovative company, Airtel has showed resilience, charting new paths in meeting the demands and needs of its esteemed stakeholders and enhancing distribution as well as providing affordable services to empower more nigerians.
In Nigeria, Airtel is working tirelessly to live up to an ambitious vision of being the most loved brand in the daily lives of Nigerians as it offers a superior brand experience and a portfolio of innovative products & services ranging from exciting voice solutions to inventive data packages and mobile broadband.
A truly innovative company, Airtel has showed resilience, charting new paths in meeting the demands and needs of its esteemed stakeholders and enhancing distribution as well as providing affordable services to empower more nigerians.
In Nigeria, Airtel is working tirelessly to live up to an ambitious vision of being the most loved brand in the daily lives of Nigerians as it offers a superior brand experience and a portfolio of innovative products & services ranging from exciting voice solutions to inventive data packages and mobile broadband.
2) Job: Manager, Corporate Sales
Job Description
Job Purpose
To build and execute a Corporate Client Account Business Plan
thatincludes both transactional
and strategic initiatives to grow Airtel's presence and share in the market and
in the accounts assigned to the region through a team of Key Account Managers
(KAMs).
Key Responsibilities
Increased regional drive for new Corporate
Business Opportunities
1.
Supervises the KAMs to
ensure proper sales pipeline activity. Ensures active nurturing of deals and
movement of opportunities to close.
2.
Ensures timely
submission of updated Pipeline in a weekly basis.
3.
Maintains an Account
Development Plan (ADP) for all accounts under the regional portfolio and
ensures timely submission of same to Head Office on a monthly basis.
4.
Submits to Head
Office, Mobile Number Portability tracker updates on a monthly bases.
5.
Directly supervises
the day to day activities of the KAMs.
Performance Management
1.
Provide strategic
support to enhance the delivery on regional corporate sales targets.
2.
Develop procedures for
setting corporate and communicating sales targets and monitoring performance.
3.
Deploy relevant
metrics to routinely monitor progress against targets and recommend appropriate
remedial actions to ensure targets are met or exceeded.
4.
Effectively manage
corporate salesmen incentive target to ensure drive for greater performance.
5.
Provide sales
performance data to support management decision making
6.
Ensures that all
delays in enterprise solutions deployment which are Customer dependent be duly
communicated by the KAMs to the customer concerned.
7.
Ensures that all Job
Completion Certificates are signed by client and submitted to Head Office.
8.
Ensure that all
receivables and Bills are up to date in terms of collections.
9.
To ensure the timely
execution of all enterprise contracts especially from the customer end (i.e. Sign off).
Sustainable Revenue Growth in
the region.
1.
Proactively protects
Airtel’s position and claims Airtel market leadership positions in strategic
solution areas.
2.
Meets or exceeds
Month-on-Month, Quarterly and Annual revenue & margin quotas.
3.
Constantly keeps a
record of the top ten revenue generating accounts the region and formulate
plans to increase revenue of same.
4.
Ensures that KAMs
carry out the targeted number of open days for the month.
Desired Skills & Experience
Qualifications
1.
Bachelors in Science and Technology related courses, Economics,
Business Administration or any other Social Sciences courses.
2.
Master’s in Business
Administration would be preferred additional qualification
3.
MBA in Marketing or
Postgraduate degree with specialization in Marketing will also be preferred.
Experience
1.
5-7 years of work
experience with ~ 3years of relevant experience in Telecom Industry.
2.
Of these years 2-3
years should be in telecommunications corporate and enterprise solution
products/ services sales/ marketing.
3.
A minimum of 2 years
in management role.
4.
Extensive knowledge of
telecommunications enterprise business data products and applicable markets
Attributes
1.
Entrepreneurial spirit
2.
Strong business acumen
3.
Strong technical aptitude &
IT savvy
4.
Strong communication
skills
5.
Good interpersonal
skills
6.
Good project
management skills
7.
Values teamwork and
collaboration with stakeholder
8.
Highly result oriented
9.
Customer centric
10.
Strong analytical
skills able to draw conclusions from data, management information and
Company 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.
The company made history on August 5, 2001 by becoming the first telecoms
operator to launch commercial GSM services in Nigeria and has scored a series
of many "firsts" in the highly competitive Nigerian
telecommunications market including the first to introduce toll-free 24-hour
customer care; first to launch service in all the six geo-political zones in
the country; first to introduce affordable recharge denominations; first to
introduce monthly free SMS and first to introduce monthly airtime bonus.
A truly innovative company, Airtel has showed resilience, charting new paths in meeting the demands and needs of its esteemed stakeholders and enhancing distribution as well as providing affordable services to empower more nigerians.
In Nigeria, Airtel is working tirelessly to live up to an ambitious vision of being the most loved brand in the daily lives of Nigerians as it offers a superior brand experience and a portfolio of innovative products & services ranging from exciting voice solutions to inventive data packages and mobile broadband.
A truly innovative company, Airtel has showed resilience, charting new paths in meeting the demands and needs of its esteemed stakeholders and enhancing distribution as well as providing affordable services to empower more nigerians.
In Nigeria, Airtel is working tirelessly to live up to an ambitious vision of being the most loved brand in the daily lives of Nigerians as it offers a superior brand experience and a portfolio of innovative products & services ranging from exciting voice solutions to inventive data packages and mobile broadband.
3) Job: Manager, Regional High Value Segment
Job Description
JOB PURPOSE
To drive high value channel development in
order to enhance our competitive differentiation through quality acquisition,
increase in pipeline sales and retention.
KEY ACCOUNTABILITIES
Responsible for the implementation of acquisition
strategy for prospective High Value Individual (HNI) accounts in Region
·
Identify and create
opportunities to for acquisition of High Value Individuals across the region.
·
Create exceptional
opportunities to sell HNI products and services within region
HNI Relationship Management
·
Develop good
relationship management processes with both existing accounts and prospective
customers.
·
Encourage and develop
opportunities to have Airtel presence in all high value customer locations,
institutions, recreational and professional clubs, HORECA, companies, private
schools, shopping outlets, airports and residential neighborhoods.
·
Create symbiotic
relationships in events sponsorship with high value customer presence to drive
sales and revenue growth.
Effective Reporting and
Database Management
·
Timely reporting of
all initiatives, potential prospects, queries, challenges, call plan and new
sales made in region
·
Maintain and manage
database of all Corporate customers in your sector
Industry
Awareness/Competition Intelligence
·
Monitor the activities
of competition and develop or recommend counter measures to win competition
·
Responsible for
analysis of competitor’s high value customer focused activities as well as
relevant market development and proposing pre-emptive counter measures
·
To immediately address
or escalate any unusual competitor activity and sale support that may be a
threat to performance of the business
Cross Functional Liaison and Support
·
Co-ordinate with all
internal stakeholders (marketing, sales, IT, service delivery and networks) to
delivery excellent customer experience, design value propositions, training
intervention for field sales employees and channel partners
·
Work with service
delivery and support bill delivery and collection for postpaid high value
customers in the zone
Target Allocation,
Forecasting, Reporting
·
Accountability for
ensuring that agreed target are cascaded across Zones, channel partners and
field sales agents
·
Responsibility for
managing performance variances and reallocating targets as required
·
Timely repot, of all
activities (Daily, weekly, monthly, quarterly etc.. and as required)
·
Acquisition –
Performance Vs. Target and against all product lines
·
Lost Opportunities
·
Initiatives
·
Service queries and
challenges
Others
·
Presence at relevant
events, ensuring expected benefits are realized
·
Reduce debt portfolio
and churn in your segment
·
Carry out all other
functions as directed by Zonal Business Manager
Major Challenges
·
Managing and
monitoring field sales teams and indirect sales channel
·
Expanding our
acquisition drive, and retaining High Value Accounts.
·
Creating visibility of
Airtel products and services
·
Effective and timely
communication of all schemes and product launches to direct and indirect sales
teams
·
Expanding high value
individuals sales coverage by appointing new sales partners
Key Decisions
·
Responding to market
dynamics and recommending measures to increase sales from existing & new
accounts.
·
Constantly tracking
and reviewing field sales activities and pre-empting counter solution for
market expansion.
Performance Measures
·
Revenue
Growth
·
Postpaid Gross
Adds/Activations
·
Activations within
service level agreement
·
Query resolution
within service level agreement
·
Churn Management
·
Quality of Gross
Adds
·
Channel Satisfaction
Score
·
Active Channel
Partner
Desired Skills & Experience
Educational Qualification
·
A first degree or its
equivalent in Computer science, Business Administration, Sales and Marketing or
Business related discipline
·
Superior written and
verbal communication skills
·
Selling skills,
organizational skills, and self-directed time management skills
·
Ability to plan
daily/periodic operations
·
Proficiency in
Microsoft Office, especially PowerPoint presentations
Relevant experience
·
5+ years of varied
experience in Sales & Marketing with at least 4 years at middle management
level handling high net worth accounts/individuals.
·
Relevant experience in
Telecom industry is desirable
·
Solid track record of
high value acquisitions and key account management with a passion for Airtel
Nigeria products/services
Attributes
·
High level of
professionalism in both appearance and attitude.
·
Authoritative, ultra
professional experts with an inviting and friendly demeanor
·
Demonstrated passion
for sales and delivering unparalleled customer service
·
Goal-oriented,
self-motivated and possess an entrepreneurial spirit which sparks their
creativity and resourcefulness.
·
Patience, flexibility,
tact, integrity, and dependability.
Company 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.
The company made history on August 5, 2001 by becoming the first telecoms
operator to launch commercial GSM services in Nigeria and has scored a series
of many "firsts" in the highly competitive Nigerian
telecommunications market including the first to introduce toll-free 24-hour
customer care; first to launch service in all the six geo-political zones in
the country; first to introduce affordable recharge denominations; first to
introduce monthly free SMS and first to introduce monthly airtime bonus.
A truly innovative company, Airtel has showed resilience, charting new paths in meeting the demands and needs of its esteemed stakeholders and enhancing distribution as well as providing affordable services to empower more nigerians.
In Nigeria, Airtel is working tirelessly to live up to an ambitious vision of being the most loved brand in the daily lives of Nigerians as it offers a superior brand experience and a portfolio of innovative products & services ranging from exciting voice solutions to inventive data packages and mobile broadband.
A truly innovative company, Airtel has showed resilience, charting new paths in meeting the demands and needs of its esteemed stakeholders and enhancing distribution as well as providing affordable services to empower more nigerians.
In Nigeria, Airtel is working tirelessly to live up to an ambitious vision of being the most loved brand in the daily lives of Nigerians as it offers a superior brand experience and a portfolio of innovative products & services ranging from exciting voice solutions to inventive data packages and mobile broadband.
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