Purpose of the Position

The Corporate sales/Key Accounts manager is responsible for driving the B2B segment of the pay TV business across the Commercial market segment which is composed primarily of hotels, pubs & clubs, offices and multi-unit dwelling customers. The scope of the role is to define and execute a B2B segment strategy, product design, pricing, sales strategies and the customer experience across the lifecycle of Commercial customers.

The role is responsible for driving the performance of the B2B segment, execute against the strategy and managing the large corporate client relationships in the market. The incumbent will drive and coordinate other Corporate functions, such as IT, Customer Care, Finance, Operations, etc., to improve the customer experience for Commercial customers and improve internal efficiencies and processes for managing Commercial accounts.

Key Performance Objectives

Sales Execution and Operational delivery

• Execute MultiChoice sales strategy ensuring that business plan targets are met by generating DStv Business & & Key Accounts sales.
• Responsible for achieving the consumer-commercial target of Gross Revenue, Net Revenue, EBITDA Cash Flow & growth in subscriber numbers.
• Ownership of the DStv Business & Key Accounts Debtors book and collection thereof.
• Execute the sales strategy & drive the performance of Multichoice Brands in the market.
• Develop and execute innovative market development opportunities.
• Lead and drive consistent market execution strategies & initiatives enabling excellence in sales operations across the regions.
• Execute strategies to drive business growth and leading projects.
• Ensure timely execution of strategic & operational objectives.
• Drive and champion all digital transformation strategies & initiatives.
• Execute the commercial ‘go to market’ channel structure and identify new commercial opportunities.
• Deliver best standards customer service and ensure customer experience initiatives are implemented for all customer touch points.
• Ensure all Operational queries/ issues raised get resolved.
• In liaison with the Marketing and Brand Communications team, implement and execute strategic marketing plans.
• Drive in-market CVM activities, maximizing value extraction from the active base through effective upselling, prevention and winback.
• Ownership of the Commercial field services ecosystem.

Stakeholder Management

• Play a leadership role in Public Relations initiatives including CSR activities.
• Drive strategic partnerships and collaboration with internal cross functional leadership, external vendors and channel partners.

People Management

• Lead the team in creating and sustaining a work environment driven by an enabling coaching culture.
• Build and develop high performing teams and drive superior performance standards.
• Manage team members to ensure effective delivery of business unit objectives.
• Develop a high performing team by embedding formal performance development and informal coaching.
• Determine and analyze development needs for the team & ensure that identified training requirements are budgeted for and executed.
• Create effective workforce and recruitment demand plans to ensure that current and future business requirements can be met.
• When required, initiate disciplinary processes for team members calling on support from HR.
• Address poor performance of any team member through the formal Performance Improvement program and ensure that continued poor performance is appropriately dealt with.
• Motivate team members and ensure that their efforts are recognized.
• Ensure effective communication on key focus areas and developments.

Governance & Reporting

• Ensuring the employees and commercial teams have the right analytics to perform the most relevant actions.
• Implementing core governance structures in order to facilitate better reporting, execute pricing decisions, avoiding arbitrage etc.
• Ensure timely effective compliance of annual budget plans.
• Identify process improvement areas & ensure implementation.
• Ensure timely, accurate, complete daily, weekly, monthly, quarterly, half yearly and annual reports.
• Hold quarterly business reviews.
• Manage Operation reviews.
• Review Operations reports and provide feedback & follow up on issues noted.
• Provide formal input into business process and area to address operations.

Key Internal Contacts

• Country MD
• CCO
• Management Team
• Group Companies (M-Net/SuperSport/DStv Online)
• Broadcast technology
• Regulatory
• MAL RDs and GMs and functional in market heads

Key External Contacts

• Third Party Vendors
• System Integrators & Installers
• Key Sub-Saharan Africa B2B customers (regional and in local markets)
• Technology providers for Commercial segment solutions (equipment and integrators for hotels, P&Cs, etc.) 

Job Requirements

• A bachelor’s degree or equivalent from recognized institution. An MBA is an added advantage.
• A minimum of 8 years of relevant experience in commercial functions (e.g. business development, solid B2B experience, account management, product development, marketing, etc.) out of which Min 5 years’ experience as a leader managing a team of people and in a B2B sales & distribution leadership role with a leading FMCG, Telco, Technology or Bank leading, directing and managing large complex teams.
• Post Graduate Qualification or Equivalent NQF Level 8 Qualifications in Marketing e.g. CIM and MSK, Business Management or similar.
• Executive education and leadership training such as a program in management development or leadership development.
• Proficient in computer applications.
• Digital savvy.
• Demonstrated success producing and executing impactful country, segment and / or product strategies, defining, launching and managing excellent products for B2B customers
• Technical Competencies
• Selling Skills.
• Commercial Acumen.
• Financial Management.
• Negotiations Skills.
• Customer Relationship Management.
• Developing Value Proposition.
• Product/Brand Knowledge.
• Financial Management.
• Risk Management.
• Governance and Compliance.

Leadership.

Behavioral Competencies

• Flexible.
• Passionate.
• Energetic.
• Can do attitude.
• Strategic Thinking.
• Networking.
• Risk Management.
• Negotiation Skills.

Future Oriented.

How to Apply

Interested candidates are invited to send their CV and/or cover letters through CLICK HERE

Only shortlisted candidates will be contacted.