Manager, Multi-National Companies & Large Enterprise Accounts at MTN

Job Summary:

• Responsible for the management of the assigned Multi-National Companies (MNC) and Large Enterprise (LE) segment with the goal of growing their MTN product portfolio, overall revenue/APRU and improve their overall experience.

Job Context

• Dynamic Telecommunication and ICT Industry and business models (Platform business).
• Increasing demand for digital experiences and data-driven decisions to keep up with customers.
• Development of a sophisticated client base (especially high value)
• A shift from share of market to share of life.
• MTN Group Enterprise business standards and practices
• Multiregulated and multifaceted stakeholder environment
• Public Listed Organization
• Environmental, Social and Governance prioritized
• Regionalization structure and implication
• Performance driven environment
• Diverse cultural environment
• Dynamic workforce management
• Agile way of work

Foundational Skills Proficiency Required

Strategic Planning & Thinking

• Considers customer needs and trends in the development of strategic plans
• Implements strategic objectives
• Understands the strategic direction of the organization and highlight areas of potential value or risk

Critical Thinking

• May produce useful ideas or explanations for circumstances but lack in identifying or including cause and effect
• Undertakes a complex task by breaking it down into manageable parts in a systemic, detailed way

Analytical Thinking

• Analyze the data to detect trends and issues in the data and information in a logical and factual manner.
• Makes logical deductions from data sets
• Identifies a solution for resolving the underlying problem

Decision Making based on Decision Modelling

• Identifies the core issue in problem solving, considers possible solutions and seeks direction and advice as appropriate
• Seeks to problem solve effectively by correctly analyzing the issues, seeking expert advice as required and consulting and collaborating with others as appropriate

Integrated Analytics

• Demonstrates an ability to take a comprehensive approach to insights development, through demonstrating integrated thinking
• Works with cross functional teams across the business to ensure that the organization is gathering good quality behavioral information and technical data.
• Leads the Divisional insights strategy for the Division and makes a significant contribution to Divisional reporting

Job Role

• Prospecting and Acquisition of new corporate clients
• Identify potential clients in the allotted segment (MNC & LE)
• Implement strategies to Acquire corporate clients in the allotted industry/sector
• Corporate Customer Relationship Management
• Serve as the MTN SPOC for all MTN related products to the customer
• Makes regular visits to existing corporate clients according to weekly/monthly time plans to retain them and prevent churn
• Responding to customer complaints within agreed Service Level Agreement (SLAs)
• Cross Selling MTN Products & Services
• Giving relevant information on existing and new Products and Services
• Cross & upsell them to new/existing clients to grow revenue as well as market share
• Contact Report
• Collate all information on customer related issues that informs targeted selling, enabling customer experience and decision making
• Ensure that customer account profile is always updated
• Gathering information for customer account profile
• Monitoring credit limit of accounts
• Monitoring accounts to ensure that accounts are within the credit limit thresholds
• Responsible for monthly reports related to assigned segment and any other adhoc report requested by line manager of function

Education

• University degree in Business Administration, Marketing, Social Sciences or Engineering

Experience

• Minimum of 5 years’ experience in a Sales or Commercial function
• Prior experience in selling to MNC/LE accounts
• Key Account Management in Telecoms or allied industries is a plus.

Training

• Per skills analysis

Competencies

Professional/Technical Competencies:

• Good understanding of telecoms and platform technology and services
• In depth knowledge of the market and industry
• Sales Management
• Customer Relationship Management
• Enterprise Account Management and cross selling Knowledge
• Contract Management
• Project management
• Commercial acumen
• Financial acumen
• Stakeholder Management
• Good Knowledge of the range of the corporate business partners
• Microsoft Office Suite (Excel, Word & PowerPoint)

Skills/Physical competencies:

• Courage Skills- Manages self and be a team player, good conflict management, takes and manages accountability
• Energy & Drive – Innovative, takes initiative, result oriented and develops self consistently
• Interpersonal Skills - Leadership, customer centricity, collaborative and coaches & develops direct reports
• Personal Skills - Trustworthy, integrity and ethical in dealings
• Operating Skills - Ability to focus on priorities and plans, shares knowledge effectively
• Organisational Positioning Skills - Good written and verbal communication, presentation skills, commitment to the organization
• Global thinker, Analytical thinking, and Problem-solving abilities.
• Skill in Resource Management
• Negotiation & Influencing Skills
• Strong Performance drive and result orientation
• Ability to understand strategy to ensure operational resiliency.
• Ability to work effectively under pressure
• Ability to multi-task

Must live the MTN Values of

• Can Do; Integrity; leadership; Innovation; Relationships

Must exhibit the MTN Vital Behaviors of

• Complete Candor, Complete Accountability, Active Collaboration & Get it done.