Position: Executive Head of Department – Sales Strategy & Distribution Capability

Job Time: Full-Time

Job Type: Contract

Place of Work: Addis Ababa, Addis Abeba - Ethiopia

Posted date: 1 hour ago

Deadline: July, 24/2024 (7 days left)

Role purpose:

Provide leadership in the creation and bringing to life a responsive route to the customer (RTC) model that will create strong product availability in the market and accelerate both market penetration and customer acquisition. The role also defines and continuously develops robust channel execution capability.

Key accountabilities and decision ownership:

• Develop and bring to life a responsive RTC Model and necessary governance that will create strong availability and visibility, to accelerate market penetration and customer acquisition.

• Provide thought leadership, operationalization, and continuous orchestration of One, Scientific, Digital, and highly responsive distribution channels.

• Guide on the internal operating model adequate to support the RTC model.

• Deliver a robust channel compensation strategy and engage all stakeholders for buy-in.

• Provide leadership in the delivery of simple, effective distribution platforms and tools.

• Lead business teams in the operationalization of all key distribution strategies including onboarding of different channel members through agreed distribution platforms.

• Provide leadership in developing a strong execution culture by developing and embedding robust channel execution capability strategies and providing both strategic and execution support across the entire channel in bringing the strategies to life.

• Provide leadership in customer registration governance.

• Provide leadership in the generation of strong insights to drive strong channel performance and strategic decisions.

Core competencies, knowledge, and experience:

Working with Others

• Consciously takes steps to make the most of every conversation/interaction

• Identifies people’s needs, interests, and motives to be able to influence the decisions they make

• Communicates simply to excite and engage people

• Pro-actively adapts own style and approach to build rapport and work with others more effectively

• Builds and maintains strong relationships and networks

Operational Excellence

• Targets effort and resources on high-value, high-impact activity.

• Focuses on achieving maximum performance and driving continuous improvement.

• Thinks about processes and problems cross-functionally and end-to-end.

• Uses knowledge of products, technology, processes, systems, and policy to solve problems.

Creativity and Innovation

• Find creative ways to exploit opportunities and solve problems.

• Takes risks and pushes what is possible.

• Experiments with unorthodox approaches.

Business Know-how

• Uses data and research to make decisions that are competitively and financially robust.

• Balances current and future needs.

• Thinks and acts like an owner of the business.

• Acts in line with legal, regulatory, professional, and ethical standards.

Working with Change

• Responds flexibly to changing situations.

• Manages the business and people aspects of change to drive performance.

Project and Program Management

• Defines scope and deliverables in terms of time, cost, quality, and business benefit

• Schedules activity and identifies resource needs, dependencies, and synergies

• Evaluate progress, mitigate risks and address issues

Functional Competencies:

• Experience in launching and developing e-top distribution systems for telecom or banking / commercial companies.

• Applies knowledge of industry/sector priorities, dynamics, and operational structures to make business decisions that may involve an element of risk

• Correctly analyses the business issues and identifies appropriate action

• Acquires additional information to resolve specific business issues and inform decisions

• Understands and uses good judgment in guiding the business, negotiates well on its behalf, and develops effective tactics based on knowledge of the organization and the industry

• Creates PICOS and aligns them to the strategy

• Gets results under tough conditions

• Creates a channel strategy to influence how customers contact us and deliver admired service cost-effectively

• Maintains a detailed understanding of trends and competitive landscape impacting Safaricom

• Have a practical and robust grounding in operational and strategic issues facing the organization

• Develop an understanding of the broader business world beyond internal business dynamics.

• Identifies innovative ways of providing extra value to Safaricom through partnering

• Aligns Safaricom and partner business objectives to achieve a win-win for both partners.

Must have technical/professional qualifications:

• Bachelor’s degree in a Business-related field

• Research and development experience

• Minimum 8 years experience in a trade sales /development role & partner management

• Minimum 3 - years experience in a leadership (people management) role.

Desired

• Experience in launching and developing digital / e-top distrbution system for telecom or banking / commercer company.

• Strong commercial acumen and business development skills

• Strong analytical and problem-solving Skills (statistics)

• Exceptional collaboration and leadership skills.

• Strong communicator -story telling and excellent listener

• Must be self-motivated, quick-thinker, and result oriented.

• English proficiency with excellent written and oral communication skills.

• Proficiency in Microsoft Office packages is mandatory. (MS Access, Excel, PowerPoint, Word).

Key performance indicator:

Commercial deliveries:

• Develop digital / Mpesa / Etop distribution channel.

• Customer acquisition targets

• Maintain Out of stock in the market below 2%

• Delivery of S&D revenue targets

PROCESS SIMPLIFICATION:

• Number of processes documented.

• Number of RTC policies/ processes documented and operationalized.

• Processes digitized.

Channel development initiatives:

• Number of successful National initiatives delivered.

• Number of successful regional specific initiatives delivered.

RESEARCH:

• Industry bench marking engagements and the learnings obtained.

• Trade surveys done, learnings cascaded, and gaps fixed.

Financial Responsibility:

• Departmental budget management

• Channel P&L

Direct reports:

• Capability management

• Platform Delivery management

• EKYC management

How to Apply

If you feel that you are up to the challenge and possess the necessary qualifications and experience, kindly proceed to update your candidate profile on THIS LINK . Remember to attach your resume.

The closing date for receiving applications is Wednesday, 24th July 2024, at 5:30 pm.