IT and Telecoms

Airtel Jobs for Senior Manager – SME Segment

Airtel Nigeria (Airtel Networks Limited), a leading mobile telecommunication services provider in
Nigeria and a member of Airtel Africa Group, is committed to providing innovative, exciting, affordable and quality mobile services to Nigerians, giving them the freedom to communicate, rise above their daily challenges and drive economic and social development. The company made history on August 5, 2001 by becoming the first telecoms operator to launch commercial GSM services in Nigeria and has scored a series of many “firsts” in the highly competitive Nigerian telecommunications market including the first to introduce toll-free 24-hour customer care; first to launch service in all the six geo-political zones in the country; first to introduce affordable recharge denominations; first to introduce monthly free SMS and first to introduce monthly airtime bonus.

Job Title: Senior Manager – SME Segment
Airtel Nigeria – Lagos

Job description


To plan and develop strategies that drive the sales  and revenue growth of GSM and Non GSM  products and services across the regions for the SME segment. Full responsibility for Sales and Marketing initiatives for the SME Business within Enterprise 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.

Effective development of SME    Sales strategy

    Design and drive the   implementation of acquisition & retention strategies for prospective and   existing SME accounts across the zone
    Liaise with the   Regional enterprise sales teams in driving sales initiatives targeted at   enhancing profitability.
    Work with marketing   teams to develop appropriate sales collaterals for enterprise products

Managing 3rd party Sales/ alternate    Partners

    Develop the frame   work for the recruitment and management of alternate sales partners and   channels
    Provide SOP   procedure to guide region and channel managers in the management of third   party sales partners
    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

Product Management, proposition Development, Revenue and Margin   Management

    Lead all tariffs and   pricing approvals
    Work with Airtel   stakeholder community to develop competitively priced value proposition and   packages which generates agreed margins for products and services.
    Ensure high level of   customer and network experience for the segment
    End-to-end   management of existing SME products (GSM and Non GSM) and value propositions   to meet targets for profitability and revenues, as agreed with the GM   Commercial

Business Analysis, Data analysis, Usage and Retention analysis and   Intervention

    Manage each in-life   products and services on a profit and loss account basis, using financial   performance data to make individual product investment and withdrawal   decisions, proposing and implementing changes required to optimize   performance through
        Customer incentives plans
        Sales incentives plans
        Cross Sells
        Analyze the daily, weekly and monthly reports,   region wise and at pan OPCO level to understand the trend of customer demands   and acceptability inclination

 Market and Customer insight

     Leverage market   research to get insights into consumer behavior and preferences and drive   future programs and promotions

 Performance Management

    Provide strategic   support to enhance the delivery on regional SME 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.

Cross Functional Engagement and Support

    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

Trade and Sales team information dissemination and Training

    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

Effective SME Sales Processes

    Establish and continuously review SME sales   management process to support the sale of enterprise products and services.  Such processes include:
        Bid Management
        Contract Management

Effective Competitor analysis and Intelligence

    Effectively   liaise with Marketing in analyzing competitor’s activities as well as   relevant market development and proposing pre-emptive counter measures

Team Management

    Provide clarity of purpose to team members
    Ensure effective prioritization of product   development activities and alignment of such to the overall SBU and company wide objective
    Coach, mentor and guide team members, ensuring   high motivation and engagement
    Put in place training and development plan for members of the team

Desired Skills and Experience

Educational  Qualifications 

    A first degree or its equivalent in  Computer science, Business Administration, Sales and Marketing or Business  related discipline

Functional / Technical  Skills

    Product Management, Business Analysis and Planning, Product Development, Strategic Sales Management, Channel  management, Key account management, Presentation, Business Case Development.
    Ability to use market research gap analysis to develop profitable products and services.
    Ability to manage the product life cycle.
    Knowledge of the Nigerian enterprise solutions market. 
    Ability to exercise “thought leadership” throughout Airtel and customer organizations.
    Ability to lead and manage a virtual Sales and product management team, motivating others to achieve targets.
    Analytical thinker who can plan/execute action to exploit business opportunities.
    Ability to present compelling business cases for investment in in-life products and services development.
    Utmost professional integrity

Major Challenges

    Driving exponential business growth across all  regions
    Limited IT capabilities of data management and segmentation of this segment
    Creating visibility of Airtel products and services
    Effective delivery  and timely communication of all schemes and product launches to existing and potential Corporate accounts

Key Decisions

    Responding to market dynamics and recommending measures to increase sales and revenue SE segment

Relevant Experience

    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 enterprise systems is highly desirable 
    Relevant experience in Telecom industry is desirable

Personal Characteristic & Behaviour

    High drive for results
    Analytical & strategic
    Team Player; Confident, and Objective
    Attention to detail/ excellent oral and written communication skills
    Good presentation skills
    Ready to achieve beyond set target

How to Apply

Click here to apply online

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