Job Description

Role purpose:

The Group Head of Business Sales will be instrumental in orchestrating sales strategies and driving revenue growth across diverse business segments, including small businesses, large enterprises, and multinational corporations. This role sits at the group level, necessitating a comprehensive understanding of the telecommunications industry, particularly in the diverse and dynamic markets of Africa. The incumbent will be tasked with translating the groupxe2x80x99s strategic vision into actionable sales plans, ensuring consistency and adaptability to the unique challenges, opportunities presented in different regions and the size and constraints of key customer segments. They will need to demonstrate exceptional leadership, guiding sales teams across various operating companies and instilling a culture of excellence, transparency and accountability. Given the rapid evolution of telecommunications technologies and the increasing importance of digital solutions, the Head of Sales must be forward-thinking and innovative, ready to lead the sales function through periods of change and disruption. They will play a pivotal role in identifying and capitalising on new business opportunities, while also maintaining and growing the groupxe2x80x99s existing client base. In addition to driving sales performance, this role requires a strong focus on building and maintaining relationships with key stakeholders, clients, and channel partners. The Head of Sales will need to be an exceptional communicator, capable of engaging effectively with a wide range of audiences and forging strong connections based on trust and mutual benefit. This person will also need to be highly detail oriented, ensuring that all appropriate sales disciplines are embedded within the operating companies, and the sales organisation grows in maturity and customer centricity.

Your responsibilities will include:

Sales training accreditation & enablement:
Develop and implement a sales training program, ensuring all sales personnel are fully trained, accredited, and equipped with the necessary skills and knowledge to excel in their roles. Foster a culture of continuous learning and development, providing ongoing training opportunities and resources to keep the sales team up-to-date with the latest industry trends, products, services and sales techniques. Motivate and support the implementation of sales enablement tools and resources, ensuring the sales team has access to the necessary collateral, information, and support to effectively engage with clients and close deals.
Sales analytics & insights:
Assist operating companies to develop CRM capabilities to track and analyse customer interactions, sales opportunities, and account history, ensuring the sales team can leverage this data to build strong customer relationships and close deals effectively. Utilise CVM principles and analytics to identify high-value customers and prospects, tailoring sales strategies to maximize customer lifetime value and ensure the allocation of resources to the most lucrative opportunities. Leverage sales analytics to gain insights into sales trends, effectiveness of sales strategies, and customer behaviour, using this data to optimize sales processes, identify areas for improvement, and set clear targets and KPIs.
Commissions & incentives:
Design a fair and motivating group commission and incentive structure, aligning sales rewards with the companyxe2x80x99s strategic objectives, margin requirements and sales targets. This structure should consider the nuances of the operating companies, but still provides appropriate best practice guidance that is actionable and implementable.

Channel economics:

Oversee and optimize the economics of different sales channels, ensuring a balanced and profitable approach to direct and indirect sales. Develop and maintain strong relationships with channel partners, ensuring alignment of incentives and objectives, and driving mutual success. Regularly assess and optimise channel performance, identifying opportunities for improvement and implementing strategies to enhance channel efficiency and profitability.
Sales performance:
Set clear and ambitious sales targets into the operating companies, driving the sales team to achieve and exceed these objectives through effective leadership, motivation, and support. Create best practices for performance management systems, regularly assessing individual and team performance, and providing feedback and coaching to drive continuous improvement. Improve the sales maturity of the business enterprise, and move toward best in class within 3 years.

The ideal candidate for this role will have:

• Matric xe2x80x93 Essential
• Bachelorxe2x80x99s/Masterxe2x80x99s degree in Business, Engineering, Computer Science, or related fields - Essential
• An MBA or other masterxe2x80x99s level post-graduate studies xe2x80x93 Advantageous
• A minimum of 8-10 years proven track record in telecommunications, ICT and sales management with a minimum of 5 yearxe2x80x99s management experience - Essential

Core competencies, knowledge and experience:

• Thorough understanding of sales methodologies and disciplines to increase customer value, including but not limited to CRM, CVM, pipeline management, channel sales etc.
• Good understanding of fundamentals of marketing & sales including but not limited to market research, advertising, demand creation, segmentation, market mix, positioning, targeting and customer value management
• A natural networker, adept at establishing and cultivating relationships that align with the company's vision and objectives
• Have experience in operating in group and operating company environments within technology and communication companies would be beneficial, including working with direct sales teams & channel partners to sell products to both small and large business companies
• Have strong technical and commercial understanding and experience of mobile, fixed and platform-based products and services and be able to design commission models effectively to maximise sales while protecting margin

Closing date for Applications: 24 November 2023.
The base location for this role is Vodacom, Midrand Campus.
The Company's approved Employment Equity Plan and Targets will be considered as part of the recruitment process. As an Equal Opportunities employer, we actively encourage and welcome people with various disabilities to apply.
Vodacom is committed to an organisational culture that recognises, appreciates and values diversity & inclusion.