Role Purpose

To drive revenue growth in large enterprise and public sector segments
To be the though leader of enterprise segment driving change and defining best or’ideal’ practice models, methodologies, governance and guidance to direct sales channels
To build and drive sales transformation programmes for the sales environment across all direct sales channels to deliver measurable improvements in efficiency, productivity and value of the segment across Vodacom
Provide governance, oversight, and guidance on the successful delivery of wider sales programmes into the large enterprise segment including Vodafone/Vodacom formalised and approved programmes

Key Accountabilities

Impact on the business/drive segment performance
Raises performance standards within the large enterprise channel, driving revenue, Total Contract Value (TCV), efficiency & productivity improvements
Proposes methodologies, systems and practices to ensure highest standards across the segment and adoption of programmes
Runs change programmes, recommend business tactics to drive implementation and is accountable to monitor outcomes
Delivers against annual targets on Revenue and TCV while keeping operational expenses of team to budgeted levels.
Set targets for sales teams and individuals to ensure delivering of budgeted numbers and improving the share of customer wallet
Ensure product portfolio, sales promotions and sales communications are relevant for sales team, Customers, supplier and third parties
Personal involvement to win and retain large / complex accounts and develop / maintain strategic customer relationships
Ensures Net Promoter Scores (NPS) for accounts are met / exceeded
Responsible for managing relationships, networking and influencing across all Vodacom divisions to Executive level/third parties through day-to-day contact in order to deliver programmes on time and to budget/forecast

Leadership and teamwork

Has a clear documented vision and strategy to evolve the direct sales channel including an annual sales plan
Makes recommendations to Director on decisions that affect the operational effectiveness of the direct sales channels
Ensures Sales Teams are motivated and that accounts and opportunities are allocated to maximize revenue growth
Ensures diversity and attrition targets within sales teams are met
Helps create new revenue streams from new products, via partnerships and by selling through accounts

Knowledge and experience

Provide and direct mobile communications 'thought leadership', to the industry sector and internally within Vodacom
Ensure appropriate training is provided to and completed by all team members and that these skills are applied in daily operations
Guarantees team’s compliance with Sales methods & tools (i.e. SFDC quality) to ensure alignment with other teams and functions
Outstanding communicator able to motivate team, build beneficial customer relationships and able to convince internal stakeholders

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