Manager Commercial And Performance Reporting MTN Vacancy

Reference Number:
MTNVAC-252

Title:
Manager: Commercial & Performance Reporting

Location:
Johannesburg

Organisation Name:
Group EBU

Department:
Group EBU

MTN Level:
Level 3

Mission/ Core purpose of the Job

Manager: Commercial & Performance Reporting will report directly to the Segment Intelligence and Sales Operations Senior manager and support him in his responsibilities as the “chief of staff” to the revenue/sales leader. The Manager provides the analytical and financial support to the function. Manager: Commercial & Performance Reporting responsibilities are aligned, in the same manner as Segment Intelligence and Operations Senior manager, to the 5 key pillars of the function. The 5 key pillars are named below and described in detail in section 3:

1. Intelligence, Planning and Forecast

2. Performance Reporting

3. Operational Sales Engineering

4. Sales Force Performance Management

5. Project management

Context (Global influences, environmental / industry demands, organisational mission etc.)

MTN is entering a new phase in its lifecycle where operational and commercial excellence has become critical for success. The urgency for change has become more heightened amidst increased competitive intensity across all markets in which MTN operates. The Manager: Commercial & Performance Reporting must therefore support the successful delivery in context of:

MTN positioning as the best connectivity provider in Africa and the Middle East
MTN decision to centralise the management and solution creation of MNC accounts
Rapidly changing ICT environment
The geographic complexity of MTN’s foot print across Africa and the Middle East
Management of executive and local shareholder expectations across all 20 OpCos
Achievement of top quartile operating efficiency and effectiveness through scale and common processes
Driving growth through business intelligence and standardization to maximize business impact
Management of customer and supplier expectations
Enhance MTN position as a leading network and system provider
Constant dynamics and local challenges in the economic, regulatory and legal environments

Key Performance Areas: Core, essential responsibilities / outputs of the position (KPA’s)

The Manager: Commercial & Performance Reporting will be accountable to actively support the performance of the segment by injecting the required insights and implementing the various tools and methodologies to ensure optimal operational and financial performance. Besides general segment support, the Manager will be responsible for the operations of the Direct Sales force in group in the Elevated MNC segment.
The Consultant responsibilities are divided in the same 5 key Pillars as his direct manager:

1. Intelligence, Planning and Forecast
2. Performance Reporting
3. Operational Sales Engineering
4. Sales Force Performance Management
5. Project management

1. Intelligence, Planning and Forecast
o Assists the SM in hands-on preparation of the Segment Annual Strategic Plan, with direct accountability for addressable market, market dynamics and trends and other market and customer intelligence required
o Is directly Accountable and Responsible for the Segment target setting and budget for the year
o Collects, curates and collates the data sources that will “feed” the ADPs in the MNC segment. Accountable for ensuring that all accounts have up-to-date ADPs and reflect any major changes on (at least) a quarterly base (ideally automated)
o Hands-on responsibility for the forecast and ensures that the pipeline is aligned to forecast to reach targets, with direct accountability for the MNC segment, together with his SM
o Supports in the forecasting exercises across the markets and accounts by providing analysis using “big data”, customer financials, reported results and ensures the accuracy of the data in order to drive the right Strategic conclusions and actions, in line with GEBU needs.
o Accountable for the account segmentation and allocation, as steered by the SM of the segment.
o Supports the Sales Academy and HR with critical insights towards complementing the sales training

2. Performance Reporting
o Actively involved in the Segment Performance Reporting, both financial and operational. Owner of the reporting tools and databases with direct responsibility for the MNC Elevated accounts.
o Supports the SM with the design, creation, implementation and daily maintenance of a set of sales reports and dashboards that consistently satisfy the needs of the sales and executive team – across the Segments
o Recognizes when reporting, pipelines, sales metric are “off” and ensures the right steps are taken to correct / improve the process
o Support Finance and BICC to structure data hierarchy and collection for the required reporting for the segment
o Periodically checks for updates and ensures that the account structure hierarchy is correct, exhaustive and fully reflective of all revenues, and supports the SM with direct advice and actions aimed at minimizing reporting errors due to misallocations by setting control and correction processes
o Part of the Reporting Automation tool, together with the relevant team members from Finance, BICC and the Digital Innovation teams
o Supervises, updates and curates the Oracle Sales Cloud as steered by the SM and ensures that all defined dashboards and reports are reflective of reality. Supports GAM/LAM teams with updates as well as “pushing” them in filling in the pipelines, forecasts and any other data relevant to the Segment proper reporting.
o Supervises the CRM as well as the user support for EBU CRM, and in addition manages demands for improvements to CRM – supports the SM in defining the Business requirements
o Acts as a secondary “gatekeeper” to the operations budget, together with the direct SM

3. Operational Sales Engineering
o Actively supports his SM in the development and maintaining of the Sales process, all other policies and procedures, as well as ensuring adherence to the Sales Methodology
o Assists in all the Sales Cadences, across all Segments and, if necessary, documents them and creates minutes – ensures proper audit trail
o Periodical review of Lead and pipeline database, addresses potential errors, mis-inputs and contacts the responsible owners for corrections
o Actively involved in the facilitation of sales cadence meetings for MNC
o Works closely with the Sales Administration for the Elevated MNC segment and provides all required inputs from an Intelligence and Sales Operations perspective
o Collects, consolidates and maintains key contract database for the Elevated MNC segment and supports in the dissemination / disclosure of said contracts upon request

Job Requirements (Education, Experience and Competencies)

Education:
– Minimum 4-year degree in Business, Management or related degree
– Postgraduate (Advantageous)

Experience:
– 3-5 years sales operations support (essential)
– Minimum of 2 years’ relevant working experience – Sales Operations and Market Intelligence (essential)
– Experience in cross-cultural and cross-functional interactions and willing to push for deliverables / success
– Exposure to analytics and business reporting – advanced user of PPT, Excel & other analytical tools, e.g. ThinkCell etc (essential)
– Experience in developing and deploying project best practices, policies, procedures, and processes – (essential)
– Experience in financial reporting and compensation structure development
– Enterprise Business experience – advantageous
– Experience working in a medium to large organization in a complex, technology-oriented industry – advantageous
Competencies:
– Great attention to detail with strong analytical skills
– Fast learner with an agile attitude towards problem-solving – able to avoid organizational bottle-necks
– Excellent communication skills across verbal, written, and presentation
– Proactive and out-of the box thinker, able to actively support his direct SM and raise awareness to possible issues / solutions
– Data driven in order to drive Strategic and Tactical Planning
– Ability to work under pressure and deliver under tight deadlines
– Advanced skills in the Microsoft Office Suite (Excel, PowerPoint, Word, Outlook)

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