Senior Representative – EAM Corporate Douala.Enterprise Business Unit, Représentant Senior – EAM Corporate Douala.Enterprise Business Unit, Douala, MTN Group

Role Responsibilities/ Responsabilités du rôle

Job Description

Job Specifications

Education / Business Degree

• Degree in telecommunications with a commercial related postgraduate degree or qualification is desirable

• BSC in IT or Electrical Engineering

• Additional commercial qualification preferred (B.Comm,)

Work Experience

• At least 3 years in selling to Large Organizations and/or SME/SMIs with minimum of 3 years in a sales position in the IT or telecommunication sector

• Min 3 years relevant industry experience with

• Min 3 years in enterprise products

• Experience in ICT and specifically Cloud solutions sales would be an advantage

Experience in supervising others is an advantage

Experience working in a medium organization

Training

• Information Technology

• Data solutions

• Product Management

• Product and services training

• Solutions sales

• Sales and negotiations skills

• Leadership skills Training

• Induction to Marketing

• Relevant industry certifications in IT, security, and/or IP networking (e.g. ITILv3, CISSP, vendor-specific certifications)

• Financial analysis for non-financial

Industry / Certifications

Any other specifications

Competencies

Knowledge

• Sales skills

• Project management

• Market and industry knowledge

• New product development and management

• Telecoms industry, technology, products and services

• Managed networks

• Cloud computing

• Data center solutions

• IP communications

• Managed security

• Fixed-mobile convergence

• M2M

• People Management

• Planning and budgeting

• Knowledge of principles and methods of management

• Technical implementation and support

• Fluent in French and English (verbal and writing)

• MS Office

Skills

Interpersonal skills ·

Communication skills ·

Leadership skills ·

Must be able to understand and apply the principles of change management

Negotiation skills ·

Must be able to manage multiple priorities simultaneously ·

Active Listening ·

Able to create enthusiasm and cooperation for projects ·

Operations Analysis ·

Customer service and time management skills ·

Persuasion ·

Social Perceptiveness ·

Operations Analysis ·

Critical Thinking

Analytical Thinker

Problem Solver

Operational Value Creator

Culture and Change Champion

Supportive People Manager

Relationship Manager

Results Achiever

Operationally Astute

Behavioral Qualities

Vital Behaviors: Complete candour, complete accountability, get it done, active collaboration

Attention detail

High level of management, creativity, innovation, prevision

Open minded

Service Orientation ·

Persuasive

Adaptability

Reactive

Strong ethics

Ability to work with various groups of individuals and organizations ·

Targets oriented

Directs people

Detail-oriented

Manages time

Key Performance Areas

Measures

Key Job Responsibilities

Staff Leadership and Management

Ability to work in a team

Responsible for self-learning and development with guidance from the Senior Manager

Ensure cohesive working with the CoE

Accountable for meeting and prioritising own targets / deadlines

Provide information to the Senior Manager on work accomplishments, individual / team challenges

Lead team meetings and contribute on specialist / technical areas when required

Review performance metric dashboards prepared on various performance metrics and provide input to the senior manager

As per business plan

Governance

Adhoc and Operational Meeting

Participate and provide inputs in operational meetings as and when required

Set up and manage adhoc meetings for day to day operational requirements as and when required

Escalations

Timely notification of escalations to the Senior Manager, SSH and the CoE

Resolve escalations as per defined escalation / resolution procedures

Opco Operational

Participate and provide inputs in project status meetings

Propose operational changes and provide associated user impact assessment

Performance

Ensure effective execution of day-to-day operations at the CoE and at the Opco and resolve operational issues

Improve productivity and quality through leading practice initiatives

As per business plan

Reporting

Provide inputs to the Senior Manager (as required) relating to progress made within the sub-division and in accordance with the measurement metrics set by the organisation

As per business plan

Operational Delivery

Search for new clients who could benefit from MTNC products in a designated sector of activity, size of company or region

Travel to visit potential clients

Establish new, and maintain existing relationships with customers

Manage and interpret customer requirements

Provide Account Plans for each account in order to provide consultation on products and services that would best serve customer needs Develop the overall sales strategy for a given account and ensure that all sales activity is compliant with the sales strategy

Continuously learn about products and become subject matter expert on products and services in the Business Services portfolio

Persuade clients that a product or service will best satisfy their needs

Calculate client quotations

Work on tenders launched by customers

Negotiate and terms and conditions of contracts

Negotiate and close sales by agreeing terms and conditions

Performs cost/benefit analysis while working on tenders’ offers

Prepare reports management (sectorial report, monthly/quarterly roadmap)

Meet regular sales targets

Record and maintain client contact data

Be presented in GSM, ICT/Data, Cloud & IT forums or any other business-related events to approach clients and present offers

Make technical presentations and demonstrate how a product will meet client needs

Liaise with other technical experts to gather additional knowledge/inputs where necessary to complete an offer

Be able understand client problems in order to provide the support team with the exact feedback on the issue facing by the client

Assist in the design of custom-made products

Provide training and produce support material to the client where necessary

Achieve sales targets as well as collections’ targets

Ensure no loss of revenue/accounts in current data base

Key Performance Indicators

Financial Perspective – Value created by optimizing business projects/activities:

Value created by saving cost

Value created by increase in customer base, product sales, etc. for products and services.

Internal Perspective – Value created from improving processes:

Value created & cost-effectiveness achieved by process optimization, new initiatives and improved operations/ways of work etc.

Customer Perspective – Value created from Customer Engagements & Ecosystem

Impact includes positive companywide engagement indices (Net Promoter Score), customer insight management & engagement (traditional & new business)

Being a Brand Ambassador and MTN advocate

Benefits accruing to MTN/Telecom industry from specific actions. Benefits can be in form of contributions during stakeholder workshops etc.

Deliberate ecosystem management to achieve business objectives (value creation), brand value & corporate positioning

People (Learning & Growth) – Value created through demonstrating the Vital Behaviors and sustaining an engaged workforce

Speaking in complete candor at all times, being completely accountable, driving a collaborative work culture, getting the job done with Company Pride & Passion thereby enhancing MTN’s profile as employer of choice.

Key Performance Indicators

% revenue increase

% retention

% collection

As per business plan

Role Dependencies

MTN Policies and Procedures

• Liaison with the Customer relations (Back office: Vetting and Activation; ICT/ISP/GSM)

• Liaison with the Support services (implementation and support for customer queries; GSM/ICT/ISP)

• Liaison with Marketing (New offers adapted to clients’ needs and market)

• Liaison with Finance (for debt recovery)

• Liaison with the Network Group (Improvement of network quality and coverage)

Stakeholders Landscape

Internal Stakeholders: Interaction and Relationship

HR, Finance

External Stakeholders: Interaction and Relationship

Vendors

Discretionary Space (if applicable)

Decision Making Constraints:

Full freedom to decide on the way to conduct activities within the above framework

Authorities:

As per the delegation of authority

Negative Indicators

Bad quality of network coverage

Bad quality of billing/charging system

Inappropriate offers

Stock shortage (CPE/Modem / Phones / PTP etc.)

Poor customer service

About Us

MTN Group Limited is a South African multinational mobile telecommunications company, operating in many African, European and Asian countries. Its head office is in Johannesburg. MTN recorded 232.6 million subscribers, making it the eighth largest mobile network operator in the world, and the largest in Africa.

With more than 17510 professionals, working in over 20 countries around the world.

MTN recruiters are always searching for brilliant candidates with an entrepreneurial spirit, looking for a work culture where innovation is the goal, hard work is expected, and creativity is rewarded. MTN employees enjoy competitive salaries, excellent health benefits, and a network of like-minded co-workers that drive innovation across the entire telecommunication industry.

About the Team

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