Staff Leadership and Management

• Ability to work in a team
• Responsible for self-learning and development with guidance from the Manager
• Ensure cohesive working with the CoE
• Accountable for meeting and prioritising own targets / deadlines
• Provide information to the 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 provided input to the manager

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 Line Manager, 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

Reporting

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

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 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 terms and conditions of contracts 
• Negotiate and close sales by agreeing terms and conditions 
• Perform 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 present 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 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

1. 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.

2. Internal Perspective – Value created from improving processes: 

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

3. Customer Perspective – Value created from Customer Engagements & Ecosystem 

• Impact include 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 

4. People (Learning & Growth) – Value created through demonstrating the expected values and behaviours and sustaining an engaged workforce 

• always Speaking in complete candor, 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

Education:

• Minimum of 3-year degree in telecommunications, IT or Electrical Engineering with a commercial related field
• Master’s or postgraduate qualification is advantageous

Experience:

• At least 3 years in selling to Large Organizations and Public Sectors 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 to large size organization

Functional Knowledge: 

• 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

• 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
• 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, Communication and active listening skills 
• Team spirit and collaboration skills 
• Must be able to understand and apply the principles of change management 
• Negotiations and Persuasion skills 
• Must be able to manage multiple priorities 
• Able to create enthusiasm and cooperation for projects 
• Customer service and time management skills 
• Social Perceptiveness 
• Operations Analysis 
• Analytical Thinker 
• Problem Solver 
• Operational Value Creator 
• Culture and Change Champion 
• Supportive People Manager 
• Relationship Manager 
• Results Achiever
• Operationally Astute

Behavioural Qualities:

• Attention to detail
• Management skills, creativity, innovation, prevision 
• Open minded 
• Service Orientation
• Adaptable 
• Strong ethical standards 
• Ability to work with various groups of individuals and organizations 
• Targets oriented
• Directs people
• Manages time

Strategic Leadership & Governance

• Assist in the creation of sub-divisional strategy in line with overarching divisional goals
• Ensure effective implementation of sub-divisional strategy by means of providing direction, structure, business plans and support

Staff Leadership and Management

• Source, induct, and manage talent in accordance with legislative guidelines
• Ensure open communication channels with staff and implement change management interventions where necessary
• Provide definition of roles, responsibilities, individual goals, and performance objectives for the team
• Set KPIs and provide regular performance feedback through a well-defined and implemented performance review program
• Develop and implement a training plan to build and develop skills within the team
• Actively participate in leadership team
• Support team capability development through the creation of opportunities for realizing full potential
• Promote a ‘MTN centric’ and ‘partnership approach’ to develop strong relationships with other working groups and ensure adherence to Group governance
• Work in a team and drive own and cross functional team working across various divisions
• Accountable for meeting and prioritizing project team targets / deadlines
• Lead cross functional and own team meetings and contribute on specialist / technical areas when required
• Review performance metric dashboards prepared on various performance metrics

Governance 

Operational, Tactical and Strategic Meetings

• Provide input on all projects initiated
• Provide input in strategic meetings when required
• Provide input into the preparation of proposal on change initiatives, policies, and procedures

Escalations

• Manage and resolve escalations that have impact on critical path of service delivery
• Escalate issues that will result in significant time, scope, employee/customer or cost impact if not resolved
• Manage and provide solutions to issues that require formal resolution

Function Tactical

• Provide input into establishing objectives, targets, and budgets for the function as applicable
• Identify and document key risks, issues and dependencies and set mitigation actions
• Prepare documentation required for sign-off / making decisions regarding tactical changes

Opco Tactical

• Keep abreast of global and local best practice and make recommendations on leveraging opportunities to the Segment Senior Manager
• Provide input into the review of all projects initiated

Performance

• Review performance against agreed KPIs and their compliance to SLAs and reverse SLAs
• Review and monitor plan for continuous improvement
• Ensure execution in alignment with divisional strategy
• Continuous performance monitoring and adjust strategy and actions to deliver targets

Reporting

• Report on a periodic basis relating to progress made within the function and in accordance with the measurement metrics set by the organization
• Report on an ad hoc basis on specific projects, as required

Budgets

• Manage sub-divisional budgets in line with business objectives
• Manage project or initiative budgets in line with business objectives

Compliance

• All employees are in the first line of compliance defense and are expected to act as Compliance Champions in their respective roles.
• Employees must comply fully with all applicable legislation, regulations, policies, standards, and procedures in the execution of their day‑to‑day responsibilities.
• Any act of negligence or non‑compliance by an employee will be addressed in accordance with the MTN Cameroon Disciplinary Policy.
• Employees are required to attend scheduled compliance training, proactive report, and escalate any compliance concerns, issues, or failures.
• With the support of the Compliance Champions and the Risk & Compliance (R&C) team, employees are expected to review and update compliance obligations, compliance risks, and control testing activities within their respective units.

Operational Delivery

• Performs sales activities on Corporate Key accounts market segment, and negotiates sales price and discounts in conformity with the delegation of authority

• Develops specific plans to ensure revenue growth in all products & services in his portfolio

• Ensures sales policies, practices and procedures are in line with the company’s rules

• Establishing personal contact and rapport with top echelon decision-makers.

• Interprets short- and long-term effects on sales strategies in operating profit.

• Collaborates with marketing, solutions engineering and senior management to establish and control budgets for sales promotion and trade show expenses.

• Reviews expense and recommend economies.

• Animate the Corporate Key Account during all his life cycle 

• Negotiate and close sales by agreeing terms and conditions of contracts 

Key Performance Indicators         

1. Financial – Value created by optimizing business projects and reducing spend on Unit budget.

• Enterprise Financial Health (Revenues, EBITDA, ARPU & other financial health ratios) – translating revenue growth formula & objectives into results
• Business growth, value created & cost-effectiveness achieved by process optimization, new initiatives and improved operations etc. 

2. Internal – Value created from executing Unit operations

• Value created by increase in customer base, product sales, contracts signed etc. for products and services.
• New business opportunities from products launched, sector/market growth, product/process innovation, structural changes, process reviews/audit implementation etc. 

3. Customer – Value created from Customer engagement & Ecosystem:

• Impact includes positive companywide engagement indices (Net Promoter Score), customer insight management & engagement (traditional & new business)
• Benefits accruing to MTN/Telecom industry from specific actions. Benefits can be in form of legislations or policies influenced, contributions during stakeholder workshops etc. 
• Deliberate ecosystem management to achieve business objectives (value creation), brand value & corporate positioning 

 

4. People (Learning & Growth) – Value created through positive Impact on People & Culture & 

• Impact includes satisfaction index on the engagement survey dimensions/employee engagement index.
•  Change Management, Enhancing MTN’s profile as employer of choice and instilling company pride/passion etc.

Key Performance Indicators 

• % revenue increase 
• % retention 
• % collection

% new business development initiatives implemented 

Education:

• Bachelor’s degree in Commercial and Telecoms related fields
• Additional IT and Engineering related qualifications and Master’s degree are advantageous  
• Additional commercial qualifications are advantageous (B. Comm…)

• Fluent in language of country with basic command of English

Experience:

• At least 8 years in selling to Large Organizations and Public Sector with minimum of 

• 5 years in a sales position in the IT or telecommunication sector 

• Min 5 years relevant industry experience with Min 5 years in enterprise products

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

• Experience in supervising/managing others.

• Experience working in a medium to large organization.

Training:

• Financial analysis for non-financial

• Sales and negotiations skills

• Experience share

• Commercial territory Management

• Leadership skills Training 

• Induction to Marketing 

Competencies:

Functional Knowledge: 

• Must be able to manage multiple priorities simultaneous

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

• Strong win-win negotiations skills

• Communication skills

• Strong leadership skills

• Strong computer skills

• Customer service and time management skills

• Interpersonal skills

• Able to create enthusiasm and cooperation for projects

• Knowledge of principles and methods of management

• quality control, costs

• Technical implementation and support

• Fluent in French and English

Skills

• Management

• Persuasion

• Speaking 

• Service Orientation 

• Active Listening 

• Social Perceptiveness 

• Operations Analysis 

• Critical Thinking Excellent written / verbal communication & interpersonal skills, and ability to deliver a mock presentation and provide sample presentations/documents upon request

Behavioural Qualities

• High level of management, creativity, innovation, prevision

• Open minded

• Adaptability

• Reactive 

• Strong ethics

• Ability to work with various groups of individuals and organizations

• Targets oriented