Senior Manager – Sales and Trade Development at MTN Nigeria

MTN Nigeria is part of the MTN Group, Africa\'s leading cellular telecommunications company. On May 16, 2001, MTN became the first GSM network to make a call following the globally lauded Nigerian GSM auction conducted by the Nigerian Communications Commission earlier in the year. Thereafter the company launched full commercial operations beginning with Lagos, Abuja and Port Harcourt. MTN paid $285m for one of four GSM licenses in Nigeria in January 2001. To date, in excess of US$1.8 billion has been invested building mobile telecommunications infrastructure in Nigeria. Since launch in August 2001, MTN has steadily deployed its services across Nigeria. It now provides services in 223 cities and towns, more than 10,000 villages and communities and a growing number of highways across the country, spanning the 36 states of the Nigeria and the Federal Capital Territory, Abuja. Many of these villages and communities are being connected to the world of telecommunications for the first time ever. The company\'s digital microwave transmission backbone, the 3,400 Kilometre Y\'elloBahn was commissioned by President Olusegun Obasanjo in January 2003 and is reputed to be the most extensive digital microwave transmission infrastructure in all of Africa. The Y\'elloBahn has significantly helped to enhance call quality on MTN network.
Job Identification: 7012

Mission

To implement the sales strategy within the regional environment to ensure that regional targets across the full range of products are achieved.
To manage and lead the regional sales managers towards sales, distribution, and availability of MTN products and drive MTNN’s growth aspirations.

Description

Provide leadership to the sales and distribution team in the region.
Ensure the achievement of revenue, airtime sales, data device, data and VAS revenue, and gross connection targets in the assigned region.
Co-ordinate the regional engine room, a platform for cross-functional integration and collaboration in the region.
Drive execution of MTNN’s retail agenda in the region: visibility and merchandising by retail formats, retail expansion across traditional and non-traditional channels, retail loyalty programs, and relationship building.
Execute the wholesale channel strategy in the region: relationship building with channel partners, execution of the loyalty programs, partner profitability, and credit management.
Ensure a consistent customer experience across all retail formats in the territory.
Ensure effective field coverage by both the direct and auxiliary sales force in the region and the execution of go-to-market plans in the territory.
Responsible for crafting and implementing a developmental and coaching program for the regional sales teams.
Execute strategies and plans for sales and distribution in the region for sustainable channel growth and development, including ‘go-to-market’ plans for the full bouquet of MTN products.
Ensure the achievement of revenue, sales, and acquisition targets for both voice and data in the region, in line with network capacity, and oversee regional dealerships with MTN Trade partners and other sales channels to meet the overall regional sales target.
Ensure territory coverage in terms of the sales circle, set targets for stock availability, manage the recommended retail price (RRP), and monitor sales performance trends.
Liaise with the regional stock and inventory team to review sales and distribution performance (including stock availability) and submit
Monthly, quarterly, and yearly stock forecasts for the region across channels.

Requirements
Education:

A First Degree in Economics, Business Administration, Commerce or any Social Science degree
Possession of a postgraduate degree may be an added advantage.
Fluent in English and the language of the country is preferable.

Experience
9 – 17 years’ work experience, comprising:

Manager track record of 3 years or more, with at least 3 years in the relevant sector or industry
Work experience across diverse cultures and geographies is advantageous.
Sales experience in an FMCG environment, services industry, or logistics environment
Telecoms experience would be an added advantage.