General Manager: Commercial Management

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Responsibilities

 

Strategy Development

  • Lead the formulation of the MTN Digital Commercial Management strategy in line with the overarching business goals and ensure that MTN maintains and improves its leadership positioning
  • Ensure  effective implementation of the strategy by means of providing direction, structure, frameworks,  models, plans and roadmaps to be adopted by the Opcos
  • Define the standards and set targets for performance across various activities and identify the parameters for measurement of performance.
  • Lead the development of the digital communication and Media strategies
  • Provide strategic direction for life cycle and management strategy 

Staff Leadership and Management

  • Build and manage a high performing team by providing leadership, role clarity, training and career development;
  • Source, induct and manage talent in accordance with legislative guidelines;
  • Ensure open communication channels with staff and implement change management interventions where necessary;
  • Provide definition of roles, responsibilities, individual goals and performance objectives for the team;
  • Set KPIs and provide regular performance feedback through a well-defined and implemented performance review program;
  • Develop and implement a training plan in order to build and develop skills within the team;
  • Encourage knowledge transfer through the implementation of a knowledge transfer plan and drive continuous improvement philosophy through the knowledge transfer plan;
  • Performance manage resources in accordance with HR policy and legislation where necessary;
  • Actively participate in leadership team and develop skills of own team; and
  • Promote a ‘MTN centric’ and ‘partnership approach’ to develop strong relationships with other working groups and ensure adherence to Group governance.  

Governance

Strategic Meetings

  • Hold strategic meetings, ensure relevant participation and provide guidance and support in the various discussions;
  • Drive enterprise wide transformation initiatives, elicit inputs from relevant parties;
  • Drive adequate risk mitigation and controls, and elicit inputs from relevant parties;
  • Sign off approval on new initiatives;
  • Provide relevant budget for internal projects; and
  • Prepare proposal on change initiatives, SLA policies and procedures.

Escalations

  • Manage and resolve issues that will result in severe time, scope, productivity and cost or resource impact; and
  • Resolve and provide guidance to issues escalated.

Tactical

  • Manage all projects and initiatives;
  • Review key risks, issues and dependencies and set mitigation actions; and
  • Sign-off / make decisions regarding tactical changes.

Performance

  • Monitor performance and alignment with MTN global strategy and per industry best practices;
  • Review performance against agreed Key Performance Indicators (KPIs) and review service level agreements;
  • Identify opportunities for improvement and collaborate with respective OPCOs and teams to agree on corrective actions;
  • Ensure provision of appropriate support to consumer functions; and
  • Create and monitor plan for continuous improvement and monitor adherence to the plans

Reporting

  • Report on a monthly basis to Group Chief Digital Officer relating to progress made within the division and in accordance with the measurement metrics set by the organisation;
  • Highlight to the management significant deviations from defined performance metrics; and
  • Report on an adhoc basis on specific projects, as required. 

Budgets

  • Develop and manage of divisional budgets in line with business objectives;
  • Develop and manage project initiative budgets in line with business objectives; and
  • Ensure that the “cost of operations” is reduced, in line with a least cost operating strategy stemming from the business drivers.

Operational Delivery

Content Acquisition:

  • Oversee the buying regulations across the geographies
  • Define Content Acquisition policies, processes and procedures
  • Ensure contracts are compliant and adhered to by both parties
  • Ensure the management of the group framework agreements
  • Oversee and ensure compliance to legal and regulatory frameworks
  • Ensure risks are mitigated

Go-to-Market:

  • Oversee the development of the GTM strategy for Group and its adoption in the Opcos
  • Ensure programmes are developed to take digital products/services to market across all Opcos
  • Lead and oversee the development of the value proposition strategy to ensure the right customers are targeted appropriately in the right geographies
  • Ensure products/services that are launched into the market are monitored both at a Group and Opco level
  • Ensure Digital products/services information on advertisements, FAQs, etc. is signed off by Go-to-Market Manager
  • Ensure improved digital business positioning

Partnerships:

  • Oversee the development of the partnership strategy to ensure MTN Digital enters into revenue shares with partners who are suited to launch their products/services on MTN’s SDP
  • Ensure partners are assisted in taking their products to market
  • Ensure relationships with partners are maintained and contracts are adhered to
  • Oversee the development of partner marketing developments
  • Ensure strategic partnerships are created and maintained and review partnership verticals and horizontals
  • Ensure the setting up and monetization of strategic verticals through global partnerships, joint ventures, funding partners, local partners and sales channels (financial services)
  • Business Intelligence:
  • Oversee the monitoring of Digital products/services and ensure targets are met
  • Ensure the strategic objectives of BI are consistent with the overall strategy and in line with the market needs and requirements and that Opcos align to Group BI requirements
  • Endure deep analysis conducted at a Group and Opco level into all aspects of Digital, including but not limited to performance, trends and competitors, and ensure that areas to be developed further in Digital are highlighted
  • Ensure BI data appropriately supports the business planning process by providing necessary information and modelling

Pricing:

  • Oversee the development of the Digital price plan for Group and ensure alignment to the overall group strategy and ensure local conditions are considered in the roll out and implementation in the Opcos
  • Review and approve long term pricing forecasts and predictions (2 – 5 years)
  • Ensure the analysis of competitor price plans and pricing strategies
  • Ensure cost saving is factored into the pricing plan
  • Ensure overall Digital P&L growth across Opcos
  • Review and sign off on promotions pricing
  • Oversee and ensure commercial and budget planning
  • Ensure the increase the P&L results from Financial Services, e-commerce, lifestyle and media & entertainment
  • Manage and monitor the end-to-end operations of the online sales channels, online channel profitability and maximise Average Revenue per User (ARPU) from all online sales from both new and existing customers in order to ensure alignment with MTN overall sales plans 

Education and Experience

Education / Business Degree 

  • Minimum of 4 year tertiary qualification
  • MBA or Masters advantageous
  • Fluent in English and language of country preferable

Work Experience  

  • Senior management track record of 5 enterprise
  • Understanding emerging markets advantageous
  • Worked across diverse cultures and geographies
  • Contracts management 

Skills

 

  • Attitude of Innovation, inventiveness & thought leadership
  • Global mind-set to service worldwide operations
  • Pan Africa multi-cultural experience
  • Telecommunications industry experience
  • Willing and flexible to travel within Africa and Middle East
  • Fluent in English
  • Worked across diverse cultures and geographies

Knowledge 

  • Complex and matrix structures
  • Consumer Insight best practices and trends
  • Decision making processes
  • Entrepreneurial approaches
  • Financial / Numeracy
  • Global considerations 
  • Operational management
  • Global sponsorships and campaigns
  • Pan Africa multi-cultural organisation
  • Project management
  • Telecommunications industries

Company