Job Opening at Airtel Nigeria

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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.

REGIONAL SALES LEAD

JOB PURPOSE

The responsibility of the role holder is to entrench the Airtel Business Brand within the Enterprise Market with a view to having the dominant market share in the designated region, leading teams in the acquisition, growth and customer management of B2B customers in the region.
In addition to having full accountability for regional B2B revenue, brand equity, B2B relationship management, B2B customer service, B2B revenue assurance and debt management.
To acquire and retain more post-paid customers and generate revenue for the business.

Duties and Responsibilities
Develop the strategic and operational plan to drive B2B revenue and B2B customer growth in the region:
Define parameters for the corporate/SME segmentation and attendant key accounts, direct and indirect sales channel management
Develop compelling initiatives to increase B2B CMS and RMS in the region
Propose, implement and monitor unique enterprise value propositions and solutions as per individual client needs
Lead the development and implementation of robust and cost efficient routes to markets for the B2B segments in the region
Manage Sales Performance for all B2B sales teams (direct and indirect)
Provide Strategic Support to enhance the delivery of regional targets
Supervises teams to ensure proper sales pipeline activity. Ensures active nurturing of deals and movement of opportunities to close
Take ownership for ensuring availability of sales resourcing required to meet the regional targets
Responsible for applying the appropriate control to ensure quality of service by third party sales partners
Encourage and develop opportunities to have Airtel presence in all relevant areas related to the B2B segment, across the region
Performance management, compliance, and process governance:

Provide strategic support to enhance the delivery of regional B2B targets
Develop procedures for setting and communicating sales, service delivery and customer service targets and monitoring performance
Deploy relevant metrics to routinely monitor progress against targets and recommend appropriate remedial actions to ensure targets are met or exceeded
Effectively manage B2B sale and B2B customer service teams to ensure drive for greater performance in terms of customer acquisition, customer activation, and service provisioning, and customer service
Ensures timely submission of all performance reports on schedule
Manage the Account development plan (ADP) for all accounts under the regional portfolio and ensures timely submission of same to HQ on a monthly basis
Directly supervises the day to day activities of the Corporate Segment, SME Segment, Customer Service and Corporate Solutions teams
Accountability for ensuring that all receivables and Bills are up to date in terms of collections
Accountability for timely execution of all B2B contracts especially from the customer end (i.e. Sign off)
B2B Customer Management:

Lead the management of all B2B customers in the regions, both directly and indirectly
Deliver YOY increase in customer satisfaction scores for the B2B business in the regions
Accountability for managing teams to deliver optimum customer experience through:
Effective and first-time-right service activation
Delivering on SLA through effective service recovery
Managing and escalating customer issues to ensure an end to end resolution
Enforcement of health check processes and service review meetings
Propose and ensure execution of executive level service review meeting for key strategic accounts in the region
Take accountability for B2B customer retention and win back
Revenue Assurance, Realization, and Collection:

Put in place the appropriate governance framework for ensuring that all services are delivered on time and billed successfully through the submission of all appropriate documentation required for service provisioning and billing (POs, contracts, CRFs, JCC etc)
Accountability for managing collection and minimizing debt for the B2B customers in the region
Drive for resolution for all billing, reconciliation, and service penalty issues impacting revenue collection and or realizations
Proactive Competitor Intelligence and Market Insight:

Monitor and collate all activities of competition in the region and implement or recommend countermeasures to win competition
Cross Functional Engagement and Support:

Act as the Single Point of Contact for all operational activities for Airtel Business across stakeholder departments for the region
Develop a win-win working relationship between the region and HQ teams, collaborate and communicate effectively, ensuring an inclusive approach to teamwork
Work closely with wider networks, IT, Regulatory, Legal, Service, Marketing and commercial teams to elicit support for the Enterprise Business in the region
Build a capable and motivated team to create a high-performance team environment:

Provide clarity of purpose to the regional b2B teams. Bring teams in sync with Airtel Business objectives and create cohesive workforce
Coach, mentor and guide team members, ensuring high motivation and engagement
Put in place training and development plan for members of the team
Ensuring effective RHCI activities and identify team training needs and implement& appropriate learning interventions
Recruit the right talent in consultation with function head, as per defined recruitment guidelines
Establish performance expectations and regularly review individual performance Recommend appropriate rewards and recognition

EDUCATIONAL QUALIFICATION
Bachelors in any of the Social Sciences or Arts
Post graduate Degree in Marketing
Masters in Business Administration would be preferred additional qualification dependent on experience
Experience in Sales, customer service or marketing within Telecoms
5 Years’ experience working in B2B within the commercial areas of the Telecoms Sector
Sound understanding of telecoms value chain
Capacity to interact and establish rapport with very senior levels of Management (customers)
Candidates must have a total of 10 years selling experience of Telecommunication Products of which 5 must be at a managerial level

OTHER REQUIREMENTS (BEHAVIOURAL ETC.):
Professional Membership of relevant Bodies will be an added advantage
Candidates must be a team player and result-driven

AREA SALES MANAGER [NORTH]

JOB DESCRIPTION

The successful candidate will be to maximize revenue and subscriber acquisition (gross and net additions) opportunities in assigned territory through channel effectiveness (wholesale & retail), adequate recharge availability and implementation of planned sales & distribution and marketing strategies.

DUTIES AND RESPONSIBILITIES
To achieve recharge sales target within state/area:
To ensure adequate availability of all recharge denominations in sub-CP and retail points.
To ensure channel partners are making stock available and distributing to their network of sub-CPs and retailers
To achieve ERC, RCV and E-pin target in agreed ratios.
Constantly identify opportunities for driving activation and recharge sales within territory.
Achieve Share of Gross & Net Additions (SOGA & SONA):

Ensure full-fledged achievement of Gross Adds targets by driving market initiatives in assigned area.
Effective management of direct activation teams and monitoring of CP bus activation activities.
KYC Optimization at Trade level by ensuring adequate and functional deployment of KYC kits
Drive KYC inactivity to nil
Other initiatives to increase GAD including new site launch
Ensure activation of Quality GADs in assigned area.
Develop and implement activities that will increase SONA in assigned area.
Decrement:

Implementation of customer driven activities (product launches, town storms etc) in assigned area.
Drive voice and data business performance by the implementation of revenue generating activities and initiatives in assigned territory.
Channel branding and visibility:

Ensure appropriate and effective outlet branding is carried out in line with the “look of success” within the territory.
Identify visibility opportunities for Airtel brand within the territory.
To ensure ITP increases and gives impetus to iCMS and iRMS
Effective management of POS stock in the warehouse to avoid damage, wastage and obsolete materials.
Train Market Developers on POS deployment in line with “look of success”.
Distribution Infrastructure:

To recruit appropriate number of Retailers- RSOs, SSOs, ERCOs in line with scientific distribution requirements.
Migrate all other retailers to become one stop shop SSOs and SSOs.
Maintain the ratio of RSO(5): SSO(1) in line with scientific distribution.
Maintain KYC infra ratio of 1kit:3 SSOs.
To identify and recruit suitable sub channel partners in the territory for effective product re-distribution.
BTS Management:

Ensure constant CLS elimination.
Develop subscriber acquisition and other marketing initiatives to drive revenue in CLS site locations.
New Site Launch Plan and Distribution Preparedness.
Effectively drive and manage target driven initiatives and project.
Industry Awareness/Competition Intelligence:

To effectively report competitive activities within assigned territory and implement adequate counter initiatives.
Track on-going initiatives in Market.
To immediately address or escalate any unusual competitor activity and sale support that may be a threat to the performance of the business.

RELEVANT SKILL AND EXPERIENCE
Bachelors in Social sciences, marketing, business management, engineering or computer science
Master’s in business administration or management will be an advantage
Project Management qualification will be an advantage
3+ years of commercial/ business management experience
Team leadership experience
1 - 2 years of relevant experience in the Telecommunications space
Computer literacy
Sales knowledge
Product/ Service development
Product/ Service Management
Interpersonal skills
Customer orientation

TO APPLY
Click on Job Title below:

REGIONAL SALES LEAD
AREA SALES MANAGER [NORTH]

DUE DATE: 14 June, 2017

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