Head of SME(Job Number: SME108) Description Role purpose - To plan and develop strategies that drive the sales and revenue growth for the SME and SOHO segment across the regions. Full responsibility for Revenue, Customer Market share, Retention, Customer Satisfaction and Product Penetration for the SME and SOHO Business , ownership of Sales (New Business), development of acquisition initiatives, pricing and business case development, segment growth through usage and retention intervention, segment revenue & profitability and market and customer insights
Key accountabilities
- Design and drive the implementation of acquisition strategies for SME/ SOHO accounts across the country
- Drive the Regional SME/ SOHO sales teams in delivering target set for customer acquisition and revenue growth
- Work with marketing and product teams to develop appropriate sales collaterals, incentives and reward for SME/SOHO
- Provide strategic support to enhance the delivery on regional SME/SOHO sales targets.
- Develop procedures for setting and communicating sales 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.
- Develop and manage a sales pay plan which provides incentives and rewards to meet/exceed sales targets.
- Use sales performance data to take corrective actions and support management decision making
- Perform regular review of the Sales Incentive Plan – Measurement Criteria, Monthly/Quarterly targets etc to ensure alignment with business focus and strategy
- Develop a mechanism for managing recruitment of sales agents, ensuring constant availability of field sales resources.
- Develop training and capability development programs for 3rd party sales partners and agents
- Provide strategic support to enhance the delivery on regional SME/SOHO sales targets.
- Develop procedures for setting and communicating sales 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.
- Develop and manage a sales pay plan which provides incentives and rewards to meet/exceed sales targets.
- Provide sales performance data to support management decision making
- Perform regular review of the Sales Incentive Plan – Measurement Criteria, Monthly/Quarterly targets etc to ensure alignment with business focus and strategy
- Act as the Single Point of Contact for all SME Segment related engagement across stakeholder departments in head office
- Work to ensure that all the departments/verticals are fully aligned to deliver on meeting customer requirements and business targets
- Carry out regular SME sales training needs analysis
- Coordinate content development and delivery of skill enhancement programs to enhance professionalism of the SME sales team
- Effective interpretation and cascade of all new product and value propositions to the regional SME sales team
- Establish and continuously review SME sales management process to support the sale of SME/SOHO products and services. Such processes include:
- Provide clarity of purpose to team members
- Coach, mentor and guide team members, ensuring high motivation and engagement
- Put in place training and development plan for members of the team
Qualifications
Experience/Skill Requirements
- A good first degree in a related field.
- A 2nd degree in Sales and Marketing or related field is an added advantage
- 8+ years of varied experience in Sales & Marketing with at least 4 years at middle management level handling independent businesses.
- An in-depth knowledge of B2B
- Relevant experience in Telecom industry
- customer-focused and commercially aware
- Project management skills
- Strong relationship management skills and ability to lead and manage cross-functional teams
