Executive: Enterprise - (External) - LT20181108
Code/Reference:
LT20181108
Applications accepted until:
2018-11-15
Number of Openings
1

Company Overview

A subsidiary of Econet Global, Liquid Telecom is the leading independent data, voice and IP provider in eastern, central and southern Africa. It supplies fibre optic, satellite and international carrier services to Africa's largest mobile network operators, ISPs and businesses of all sizes. It also provides payment solutions to financial institutions and retailers, as well as award winning data storage and communication solutions to businesses across Africa and beyond. Put simply, we connect people.

We started out by questioning the way things are done and being single-minded in our determination to improve them. Everything we do is driven by a simple yet powerful belief that everyone in Africa has the right to be connected. Over the last decade, this vision has helped us change the face of communications in the region.

Our future-focused approach to new product development makes our services enduringly adaptable.

€œWe have to focus on services of the future and new revenue streams not as a side show to infrastructure but as the main show leveraging off the infrastructure which we have.€ - Nic Rudnick

 Our flexible and dynamic business model keeps us at the forefront of telecoms innovation. And by listening to customers, we ensure that our solutions are constantly evolving to meet their needs. In June 2017, Liquid Telecom raised $700m in a bond and term-loan issue that will help Liquid Telecom refinance debt and provide a war chest for further acquisitions.

Our Beliefs

At the very core of our business is our belief that every individual on the continent has the right to be connected. We believe that the power of technology will create better and brighter lives for everyone.

We're for everyone - Being connected shouldn't just be for the privileged few. We believe it's for everyone and this was recognised at the AfricaCom Awards 2013 when we won an award for Best Cost Efficiency Solution. The sense of doing the right thing runs through every aspect of our business.

Integrity - Having integrity in everything we do has made us what we are today. We are all encouraged to play our part and take responsibility for doing things right €“ and doing the right thing.

Only The Best Will Do - We're constantly striving to deliver the best communications technology to everyone €“ from the smallest communities to the biggest businesses in the region.

Don€™t Talk Do - We listen carefully to our customers, then we deliver beyond their expectations. This €˜can do' attitude is key to our success.

In It For The Long Run - We've invested heavily in our own network and technology. We created the largest single fibre network in the region, which stretches over 18,000km across borders to connect people locally, nationally and internationally. We're not stopping there €“ we're continuing to invest so we can connect people all over Africa.

Further information can be found at www.Liquidtelecom.com

Location

Johannesburg

Job Purpose:

To provide leadership to the LTSA Enterprise Sales segment by directing the development of short and long-range objectives, strategy, policies, budgets and operating plans for the segment. Establishes organizational hierarchy and delegate limits of authority to subordinates in relation to legal, people, financial and operational issues. Maintain and grow sales and revenue from existing and new clients and secure profit contribution by managing a division, establishing and accomplishing business objectives.

Minimum Requirements of Job

Qualifications

  • B. Degree or a minimum of a 3-year tertiary education from a recognized public education institution.
  • Post-Graduate Diploma or Master€™s Degree such as MBA/MBL

Experience

  • Minimum 8-10 years experience in complex sales and solution selling.
  • Minimum 8 years€™ experience in a leadership role.

Knowledge Areas:

  • Experience in strategic planning and execution.
  • Experience in developing and implementing new strategies and procedures.
  • Proven track record in complex deal closure.
  • Proven track record in managing a Sales Division of +100M Revenue accountability
  • Proven track record in Enterprise key segments of Retail, Finance & Manufacturing / Mining

Skills:

  • In-depth knowledge of the telecommunications industry.
  • Good understanding of technology, products and services in the South African Telecoms Markets.
  • Strong technical know-how, good managerial skills and drive to lead manage the team, acumen towards creating business plans and strategic initiatives.
  • Knowledge about regulatory norms in South Africa.
  • Managing business from start €“ to growing it to become profitable in the shortest period time.
  • Ability to identify key strategic initiatives and drive to closure.
  • Knowledge of contracting, negotiating and change management.
  • Skill in examining and re-engineering operations and procedures.
  • Ability to develop financial plans and manage resources.
  • Ability to analyse and interpret financial data.
  • Ability to develop and deliver presentations.
  • Ability to identify and secure revenue sources.
  • Professional written and verbal communication and interpersonal skills.
  • Ability to motivate teams and simultaneously direct several projects.

Key Outputs:

Executive Business Engagement / Accountability:

  • Develop the business strategy into operational execution plans, objectives and monitoring mechanisms to ensure that the strategy is under execution while being closely monitored for success.
  • Manage multiple business priorities concurrently while delivering on the business as usual requirements of the company.
  • Understand and operationalize the complexities of the companies operating model to focus on quarterly and annual objectives.
  • Develop areas of improvement across own business unit and interfaces with other business units to contribute towards a more streamlined business operation
  • Investigate and understand impact analysis of the business unit as it relates to the companies operating model.
  • Manage the impact of the business unit function to ensure that the company objectives and targets are met.
  • Develop an understanding of the department€™s cost structures to enable granular tracking of OPEX and CAPEX.
  • Develop an understanding of the department€™s revenue contribution and or revenue influence to enable granular tracking of quarterly targets.
  • Develops the necessary plan/s to ensure that the team(s) meets agreed goals and objectives.
  • Coach and mentor own team members as well as other employees in the company for performance improvement and career development
  • Contributes to the develop of communities of practice in the company, with aim of driving continuous improvement and innovation

Operationalise the segment strategy:

  • Drive the strategic plan to advance the segments strategic goals and objectives and to promote revenue, profitability and growth.
  • Plan, develop and implement strategies for generating resources and/or revenue for the company.
  • Formulate and execute strategic policies.
  • Review group policy matters and ensure they are carried out.
  • Review activity reports and financial statements to determine progress and status in attaining objectives and revise objectives and plans in accordance with current conditions.
  • Evaluate performance of employees for compliance with established plies and objectives of the company and contributions in attaining objectives.
  • Represent the company at legislative sessions, committee meetings and at formal functions.
  • Promote the company to local, regional and national constituencies.
  • Relationship building with stakeholders at a high level.
  • High level of knowledge of clients€™ business.
  • Drive new business development.
  • Responsible for achieving revenue and profit targets.
  • Anticipating future Capital Expenditure needs and requirements

Management of Sales Segment:

  • Develop sales strategy for the segment to achieve annual target
  • Constantly attempt to grow profit levels through innovative ideas, new business and client spend enhancement.
  • Lead team (through Sales Managers) or directly to understand the Customer€™s business and the associated strategies, plans, competitive position and trading methods in order to create a partnering concept to build solutions.
  • Oversee day to day operations of specific sales segments.
  • Provide strategic direction to the sales segment based on targets and market dynamics.
  • Focus on short-term and long-term objectives
  • Provide inputs on investments based on customer growth plans, market trends, emerging growth markets and business needs.

Management of Sales Targets:

  • Achieve the current defined targets ACV (Annual Contract Value) within the approved Annual Operating Plan (AOP).
  • Maintain current revenue run-rate business within the established account portfolio.
  • Using Salesforce.com as the tool to ensure accurate qualification and forecasting of the account pipeline via building sales and account specific development plans for the designated territory to meet the annual revenue and margin goals.
  • Oversee operations to include evaluating operating and financial performance
  • Provide accurate monthly sales forecasts and program updates, while ensuring that pipeline/funnel development activities aligns with sales strategy and business objectives
  • Develop all business opportunities that are strategic from a revenue perspective or complex in nature, requiring high-level complex selling skills
  • Focus on segment planning including revenue (and profit) and product forecasts for the customer base as well as for the major customers.
  • Maintain Budget revenue for the business, including COS.
    Plan ahead for the organisation in terms of service demand, operational roll out, capacity take up and working capital.
  • Provide end to end revenue assurance with pipeline forecast, including expected demand for the business on a weekly, monthly, quarterly and annual basis.

Management of internal and external stakeholders:

  • Monitor the management of SLA€™s.
  • Focus business on Customer targeting (including industry verticals).
  • Develop and implement a strategic sales plan with a view to grow revenue within existing and new customers.
  • Effectively maintain the required multi-lateral relationships with customers thereby ensuring continued loyalty and support.
  • Maintain high levels of productivity and motivation within the account management and sales division.
  • Pro-actively liaise with other company functions (e.g. product management / marketing / finance / operations) aimed at maximizing profitable revenue growth and servicing the nominated account to the highest quality standards
  • Establish resilient relationships at Senior Management level with our Strategic Clients or decision makers
  • Engage with the marketing team to position Neotel in the market.
  • Leverage technology, manage and support the sales and external partnering processes.
  • Work closely with internal teams - technical, commercial, product management and other support teams to ensure close link between customer requirements and our ability to deliver excellent service.
  • Establish strategic partnerships in the Industry.

People Management:

  • Display leadership skills and thus be able to motivate the team in order to achieve synergy
  • Drive the Performance Management process and ensure clear understanding within the sales segment.
  • Embed Coaching management in the business by conducting coaching sessions and sourcing formal training if required.
  • Participate in selected KRA discussions and on request as well as BU Consistency Check meetings (chair)
  • Advise line managers on the requirements of the discipline, capability and grievance processes and monitor their adherence to it.
  • Develop career management plans for identified roles together with line managers.
  • Identify "Talent" by analysing KRA-ratings and participating in next line€™s career development interviews.
  • Monitor and advise on poor Performance Improvement Plans (PIP's) for poor performers together with line managers.
  • Develop detailed annual succession plans for the respective area/s for Talent roles and ensure traction
  • Review absenteeism and time keeping information for the supported business area on a monthly basis and raise any potential red flags with the line managers in the area. Develop action plans to mitigate and or manage where required
  • Support/Challenge collated training needs submitted to the Learning & Development Team to ensure alignment to personal development plans as identified in the Performance.
  • Monitor effectiveness of training interventions and make adjustments where required
    Plan resources for own business unit in order to meet recruitment demands