The Role
Leads regional enterprise sales for mobility, connectivity, 5G, and fixed wireless products. Manages sales channels, account managers, supervisors, and direct sales teams; drives market penetration, device sales, installations, outlet productivity, compliance, and achievement of sales targets. Resolves customer and staffing issues, develops sales strategies, engages prospects, and provides team training and motivation. Requires strong knowledge of enterprise technology solutions, competition, regulations, and market dynamics.
Summary Generated by Built In
Why Airtel Africa?
At Airtel Africa, we act with passion, energy, and a can-do attitude. Innovation with an entrepreneurial spirit drive us. If you like “ordinary”, then we are not for you.
We champion diversity. We anticipate, adapt, and deliver solutions that enrich the lives of communities we serve. we roll up our sleeves to win with our customers.
By choosing Airtel, you choose to be part of a winning team. All this in addition to a brilliant opportunity to build a career in your field of expertise, across our different operating companies in Africa.
Airtel Africa is proud to be an equal opportunity employer and remain fully committed to diversity and inclusion in the workplace.
Channel Management
- Manage direct sales channels for the sale of mobility and shared infrastructure connectivity products
- Ensure recharge availability for the 5G & Fixed Wireless Access devices (FWA) within assigned demarcation(s)
- Identify and formulate sales strategies to help drive gross addition device sales for the region
Sales and Distribution
- Drive full BE product market penetration and AOP achievement
- Drive Key Account Manager and Account manager performance in line with AOP
- Ensure all products installations are met within assigned geographical demarcation
- Collaborate with sales supervisors and cross-functional leaders and peers to meet sales targets in assigned market or area
- Ensure regional outlets are productive
Customer Complaint Resolution
- Resolve customer complaints in collaboration with relevant stakeholders where applicable
- Address staffing or manpower problems and other issues that may interfere with efficient sales operations.
Customer Prospects
- Conduct Customer prospects directly or indirectly through team members, potential customers and other sales leads
- Consult with potential customers to understand their needs, Identify and suggests equipment, products, or services that will meet those needs and share with relevant business leaders
Trade Execution and Compliance
- Ensure adherence to compliance requirements of sales processes, policies and recovery of devices from noncompliant customers
- Supervise health of device acquisitions and compliance on activations
- Implement and execute sales plans as per plan first time right
- Implement agreed sales plans through timely monitoring and corrective action to drive desired business results
Team Engagement and development
- Provide or facilitate ongoing training, motivation, and development of Key Account Managers, Account Managers, sales supervisors, Direct Sales Executives team to ensure that sales and profits are effectively managed and maintained
- Continuously motivate the frontline employees through leadership by example
- Implement all action plans that will address hygiene issues etc. from employee feedback meetings or surveys
- Perform any other duties as assigned from time to time
Educational Qualifications & Functional / Technical Skills
- Bachelor of Business Administration or any equivalent qualification.
Relevant Experience (Type of experience and minimum number of years)
- Minimum 5 years’ experience in sales in Corporate & SME
- 2 years of in-depth Sales and Marketing experience digital services comprising corporate mobility solutions, communications platforms, IoT, networking and connectivity solutions, internet services, managed network services or other related fields.
- At least 2 years at middle management level handling independent businesses.
Competencies
- Category understanding the competition landscape within the OPCO – players, the market size, regulations, technologies used devices offered, spectrum used etc.
- Technology Understanding: Needs to understand solutions across Business Enterprise Products & Services. Should be able to guide and drive cross-functional teams
- Resilience and ability to deliver against stretch targets
- Strong entrepreneurial spirit
- Able to motivate and encourage the team to ensure sales targets are met
- Able to plan and execute team route plans and evaluate performance daily
Other requirements (Behavioral etc.)
- Able to operate in a performance driven organization
- Good organizational and teamwork skills
- Self-motivated, enthusiastic, energetic
- Attention to detail
- Confident, assertive with good negotiation skills
- Excellent time Management Skills
- Customer-centric
- Flexible and ability to travel on urgency basis
- Consumer knowledge
Skills Required
- Bachelor of Business Administration or equivalent qualification
- At least 5 years of sales experience in Corporate and SME markets
- At least 2 years of in-depth sales and marketing experience in digital services, including mobility, communications platforms, IoT, networking, connectivity, internet, or managed network services
- At least 2 years of middle-management experience handling independent businesses
- Understanding of the competition landscape, market size, regulations, technologies, devices, and spectrum used within the operating company
- Understanding of enterprise business products and services and ability to guide cross-functional teams
- Ability to deliver against stretch targets and motivate sales teams
- Ability to plan and execute team route plans and evaluate daily performance
- Strong organizational, teamwork, negotiation, time-management, and customer-centric skills
- Ability to travel on an urgent basis
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The Company
What We Do
Airtel Africa is a leading provider of telecommunications and mobile money services, operating in 14 countries across sub-Saharan Africa, offering mobile voice, data, and financial services.
