Manager, Sales Accounts - MTN

The Manager Sales Accounts will form a part of a highly skilled group of commercial, technical and management experts who are responsible for wholesaling and leveraging MTN’s global fixed connectivity infrastructure, within the MTN Group and developing the external business for 3^rd party carrier providers. 

MTN GlobalConnect and its team aims to better commercialise MTN Group’s fixed line infrastructure, thereby gaining increased revenue in global markets.

The Manager will overview the sales and commercial support for fixed infrastructure wholesale for a dedicated region (WECA/MENA or SEA/ROW). He/she will cater to internal customers (MTN Group OpCos) and external customers (3^rd parties, e.g. global carriers, ISPs, MNOs and digital players).

The role will develop and define initiatives to assist in strategic positioning of connectivity services to maximise revenues from MTN Group’s fixed network capacity and connectivity, as well as other assets (e.g. satellite). The Manager Sales Accounts will drive sales in a range of fixed connectivity products and services, including submarine cable capacity.

The Manager Sales Accounts will be accountable to achieve the following objectives:

• Drive the global wholesale business to capture incremental revenue both internally (from OpCos) and externally (from 3^rd party customers)
• Define the wholesale strategic guidelines to sell fixed infrastructure for global 3^rd party customers, such as digital players and global carriers, and manage the customer relationship throughout the lifecycle
• Optimise the returns from submarine cable investments through development and application of capacity wholesale sale, lease strategies and plans
• Ensure on-time implementation and delivery of sold services by doing regular follow-ups with implementation teams and/or managed services
• Ensure full customer satisfaction over the wholesale sales/delivery process
• Tailor and customise commercial solutions dependent on regulatory approval across multiple jurisdictions.
• Work hand-in-hand with MTN GlobalConnect Technical teams to manage suppliers, products , solutions and commercial management of assets
• Provide input to monitoring capacity pricing changes in the markets, market price trends analysis based on customer feedback, and market dynamics, so that to improve own practices as well as request pricing update from the pricing teams
• Work on business cases for both internal and external sales forecasts to assist in forecasting demand for MTN GlobalConnect services
• Ensure that international assets are optimised for the best possible group financial return
• Grow product demand via innovative combination of GTM strategies, pricing, financing and services
• Together with the Large Account Manager, define the wholesale sales strategy and GTM best practices, understand and identify customer needs and trends
• Define, monitor and ensure ambitious financial targets are met for wholesale revenue market share
• Manage performance of the wholesale activities and provide it as input to consolidated reports
• Possess the authority, presence and integrity to command respect from colleagues and from external contacts
• Plan and organise work around customer demand
• Foster cross-functional collaboration between multiple MTN GlobalConnect business units to deliver wholesale services
• Assess current competitive and operator landscape for the wholesale fixed connectivity business
• Ensure that all transactions with customers are duly recorded and tracked and ensure the customers are billed and revenues are collected