HOD: Enterprise Sales

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 teamworknafasi za kazi

• 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

Technical / Professional Expertise

• University Degree
• 3 yrs+ experience leading sales teams of at least 20  FTE
• Proven Sales Success; min 5 yrs
• Experience with managing budgets of 100ME
• Proficiency in English and at least two other languages
• Good communication skills and sales track record
• Can-do attitude and strong execution skills
• Experience working in multinational matrix organisations
• Ability to think strategically and drive sales transformation programmes
• Deep work experience in Telecommunications / IT Industry
• MBA desirable
   

• Selling Business Outcomes
• Digital Selling
• Application of Vodafone Business Sales Core Processes
• Commercial Acumen in the B2B Environment
• Customer Centricity
• Application of Vodafone Business Sales Tools
• B2B Product Knowledge and Proposition Delivery