EHOD Vodacom Business Sales

Job Description

Job Purpose

The HoD is responsible for leading the B2B Sales and B2B presales including enterprise account management and indirect sales channels across all recognised B2B segments in the DRC. From a revenue perspective this encompasses the incremental revenue growth as well as the existing revenue baseline from all existing portfolio Mobile, Fixed and other available B2B services.

The role manages a high performing B2B sales organisation, manages strategic customer partnership as well as distribution partners (internal and external) with direct customer profitability ownership in terms of Contribution Margin.

Success in this role at Vodacom will depend heavily on their customer centricity but also their analytical mind, market knowledge, leadership skills and ability to work well in an extremely fast-paced and demanding environment collaborating with internal stakeholders and external partners.

Specific profile headlines

We are seeking an experienced leader to drive Vodacom DRC’s B2B growth by rigorously managing all sales policies and “prospect to order” procedures including the operational sales pipeline management.
The ideal candidate will:

shaping innovative marketing strategies, overseeing product development, Customer Value Management (CVM) and fostering high-impact partnerships. The ideal candidate will:

• Develop and implement cutting-edge sales and Prospect to Order (PtO) strategies that resonate with enterprise clients, driving market revenue share and brand strength in the DRC.
• Lead the management and development of all sales channels ensuring they meet the evolving needs of businesses across all segments and sectors, with a focus on Customer Experience (CEX).
• Establish and nurture strategic partnerships, maximizing the synergy between Vodacom and key industry players to unlock new revenue streams and enhance service offerings.
• Focus on customer contribution margin profitability by aligning sales strategies, channel development and account management with the company’s financial goals, ensuring sustainable and profitable growth.

Key responsibilities, accountabilities and decision ownership:

• Define and execute Sales & Prospect to Order strategies to position Vodacom DRC as the leading B2B telecom provider.
• Develop, maintain and lead specific/tailored account plans on acquisition and retention by segment in line with Vodafone Way of selling.
• Manage team negotiating and closing tempo vs monthly, quarterly and yearly revenue target.
• Manages complex deal structuring, contract negotiation, strategic account planning, forecasting, CRM discipline, and bid/RFP governance.
• Analyze forecasts and pipeline data to manage actions prioritization in support of successful deal closure
• Manage accurate and timely updates of all sales individual and team KPIs for all segments
• Manages with the support of Sales Senior Managers and Sales Managers to ensure Enterprise account strategies are clearly understood and effectively executed.
• Manages the adoption of new products and solutions into accounts with Sales Managers / Segment Owners to achieve revenue targets.
• Owns the C‑suite engagement strategy, supporting account teams with senior stakeholder access and influence.
• Oversee the full customer lifecycle, from prospect to order and performance monitoring.
• Oversee the customer specific pricing and offer strategies specially focusing on LE/PI segments.
• Build and maintain strategic relationships with customers, distribution partners, including industry organizations, to grow the Vodacom DRC’s customer portfolio.
• Manage cross-functional teams to ensure seamless collaboration between Direct Sales, Presales, Indirect Sales and distribution channel partners.
• Drive account plans and competitive intelligence to stay ahead of industry trends and customer demands.
• Secure account profitability and channel efficiency to secure the company financial goals.
• Build internal transversal relationships with other Vodacom DRC business units and group VBU experts to secure company and group wide alignment.
• Demonstrates strong, empathetic communication, taking ownership of customer issues and driving timely resolution to maximise. CEX
• Ensure teams are appropriately trained, skills are applied in daily operations, and performance is continuously improved.
• Acts as an outstanding communicator and mentor, motivating teams, building strong customer relationships, and influencing internal stakeholders
• Ensures compliance with Vodacom sales methodologies and tools (e.g. BSS quality, pipeline discipline).
• Assesses individual feedback and team performance, providing constructive feedback and improvement actions.

Core competencies, knowledge and experience

Competencies:
• Strategic Leadership: proven ability to manage, develop and execute B2B Sales, account management and Sales Channel strategies.
• Account planning: leading account planning for regional and multinational customers
• Team Leadership: Proven experience leading cross-functional teams.
• Innovation: Ability to identify opportunities and drive sales practices innovation.
• Customer Focus: Deep understanding of enterprise client needs with strong ability to drive CEX across all customer touchpoints.
• Partnership Building: Skilled in establishing strategic alliances with partners, strategic key accounts and government entities.
• Data-Driven: Expertise in using analytics to guide decisions.
• Results-Oriented: Focus on achieving revenue and profitable growth targets.
• Team player: Ability to build company / group wide work relations in line with the transversality of the role.
• Competing to win: knowing the competition and setting counter competitive differentiating strategies.
• Emotional intelligence: Demonstrates emotional intelligence, empathy, and strong listening skills, fostering openness and trust.

Knowledge:

• Telecom B2B: Deep understanding of the telecom industry landscape, vertical customer requirements specifically in B2B services.
• Business Development: expertise of the full prospect to order policy.
• Telcom technical concepts: deep understanding of technical concepts and the ability to communicate it as viable appealing market offerings
• Emerging Markets: Experience with sales strategies tailored to the DRC or similar markets with strong awareness of competitive and regulatory environment.
• Digital Transformation: Familiarity with digital tools and technologies in telecom.
• Financial literacy: expertise in P&L and financial KPI management.

Experience:

• 8+ Years in Telecom or Tech: Senior experience in B2B sales, B2B channel development, and Enterprise business development.
• B2B Success: Proven track record in growing B2B telecom services.
• Change management: Experience in complex change management in a technological context
• P&L: Strong profitability management expertise.
• Customer Experience: high skills in CEX
• Partnership Management: Experience forming strategic alliances.
• Cross-Functional Leadership: Strong team management across multiple disciplines with Intercultural awareness and experience
• Experience working in multinational complex matrix organisations building and maintaining trusted executive-level relationships with CIOs, CTOs, CFOs, and CEOs
• Emerging Market Expertise: Knowledge of the DRC or similar customer landscape market contexts including, Multinationals and large local corporates Government, public sector NGO and donor-funded institutions

Qualifications:

• Educated to degree level