Regional Sales Operation Managers develop sales and targeting strategies for a company. They manage sales teams, allocate sales resources based on the plans, prioritise and follow up on critical leads, develop sales pitches and adjust them over time, and maintain a sales platform to track all leads and sales.

Duties and Responsibilities:

The role holder will be responsible for: 

▪ research and identify new business opportunities in specialty channels - including new markets, growth areas, trends, customers, partnerships, products - or new ways of reaching existing markets ▪ Develop and execute PICOs for trade partners and POS across the country.

▪ Promote and sustain trade marketing excellence.

▪ Address channel partner issues and drive prompt resolution. meet with customers/clients face to face or over the phone.

▪ foster and develop relationships with customers/clients

▪ understand the needs of your customers and be able to respond effectively with a plan of how to meet these

▪ think strategically - seeing the bigger picture and setting aims and objectives in order to develop and improve the specialty channel business.

▪ work strategically - carrying out necessary planning in order to implement operational changes

▪ have a good understanding of the businesses' products or services and be able to advise about them

▪ train members of your team, arranging external training where appropriate

▪ discuss promotional strategy and activities with the marketing department

▪ liaise with the finance team, warehousing, and logistics departments as appropriate

KEY TASK

Sales Execution and Operational Delivery 

▪ Execute MultiChoice Ethiopia sales strategy ensuring that business plan targets are met by generating customer and commercial sales.

 ▪ Responsible for achieving the consumer-commercial target of Gross Revenue, Net Revenue, EBITDA Cash Flow & growth in subscriber numbers.

▪ Execute the sales strategy & drive the performance of Multichoice Brands in the market.▪ In liaison with the Head of Sales, develop and execute innovative market development opportunities. 

▪ Providing the Head of Sales with on the ground insights across all aspects of the business.

▪ Lead and drive consistent market execution strategies & initiatives enabling excellence in sales operations (Right Execution Daily-RED) across the channels.

▪ 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 across the specialty channels and identify new commercial opportunities.

▪ Act as the conduit between the commercial functions and specialty channels.

▪ Deliver best standards customer service and ensure customer experience initiatives are implemented for all customer touch points within the specialty channels.

▪ Provide formal input into business process and areas to address operations.

▪   Assist the market on business casing.

▪ Identify customer friction points and create plans to mitigate with customer experience teams.

▪ Research to ensure the specialty channels are getting regular consumer feedback to inform decisions.

▪ Ensure all Operational queries/ issues raised get resolved.

▪ In liaison with the Marketing and Brand Communications team, implement and execute strategic marketing plans for the all-specialty channels.

▪ Provide retention and CVM assistance & roadmap for the channels as per set KPIs.

▪ Drive in-market CVM activities within the specialty channels, maximizing value extraction from the active base through effective upselling, prevention and win back.

▪ In liaison with the Field Services Manager, provide support to installers by channeling technical issues to the relevant teams for quick resolutions and improve customer experience. Stake Holder Management

▪ Play a leadership role in Public Relations initiatives in the specialty channels 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. 

▪  Encourage frequent knowledge sharing between team members.

▪  Determine and analyses 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. 

▪  Manage leave for team members and create leave plan to ensure adequate coverage.

▪ When required, initiate disciplinary processes for team members calling on support from HR.

▪ Resolve grievances raised by team members and escalate only if required.

▪ 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.

▪ Review Operations reports and provide feedback & follow up on issues noted.

▪ Provide formal input into business process and area to address operations. 

Job Requirements

Qualifications and Experience

▪ A first degree in any discipline. An MBA is an added advantage.

▪ Executive education and leadership training such as a program in management development or leadership development. 

▪ Proficient in computer applications.

▪   Digital savvy. 

▪ 5+ years in a sales and distribution leadership role with a leading FMCG, Telco, Technology or digital mobile brand or leading Bank, directing and managing large complex teams.

▪ Extensive experience in sales operations supporting a huge number of channel partners and sales teams.

▪ General management experience is an added advantage.

▪ Strong financial and commercial acumen and experience in channel partner management.

▪ Deep sales and distribution knowledge; extensive knowledge of routes to market in Ethiopia.

▪ Experience in trade marketing or leading trade marketing teams, experiential marketing and market impact teams.

▪ Ease navigating through matrix organizations and virtual teams.

▪ A mix of B2C, B2B2C and B2B experience will be a huge advantage.

Behavioral Competencies

▪ Flexible.

▪ Passionate.

▪ Energetic.

▪ Can do attitude.

▪ Strategic Thinking.

▪ Networking.

▪ Risk Management.

▪ Negotiation Skills.

▪ Future Oriented. 

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.

How to Apply

Interested candidates are invited to send their CV and/or cover letters onine using THIS LINK mentioning the job title.

Only shortlisted candidates will be contacted.