Executive Head: Mobile and Indirect Channel

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Role Purpose/Business Unit:

• Contribute to Vodacom Business sales strategy formulation and ensure that business plan targets are met by generating customer and commercial sales. Oversee sales pricing, planning, operational forecasting, partner management and trade marketing.
• To ensure that a clear and consistent account management strategy is in place, with a view to create a clear focus for the enterprise segment and ensure that the portfolio management exceeds guidelines for each account.
• Develops and leads strategic customer relationships and anticipates client requirements to drive sales, revenue and unmatched customer experience. Develops and expands the overall Vodacom Business service offering through building close relationships with relevant internal and external stakeholders.
• Works closely with the various account teams across segments, product teams, solution architects, commercial team, pre-sales specialist teams to identify and successfully leverage Vodacom Business opportunities.

Your responsibilities will include:

Strategy Formulation & Execution:

• Translate the organisational strategy into meaningful operational targets.
• Use customer insights to identify and evaluate strategic and innovative revenue generating sales initiatives and pathways for route-to-market to support the execution of the sales strategy in respective portfolio
• Drive strategic initiatives in terms of the sales acquisition and sales retention
• To develop industry best practice sales methodology and approach.
• Support revenue assurance initiatives
• Ensure revenue & margin targets are achieved in the designated sales portfolio.

Sales Management

• Manage, monitor and review sales targets (responsible for the overall sales number)
• Set sales targets for the respective sales team in line with overall sales target.
• Identify potential new opportunities through analysis of business intelligence reports
• Understand customer patterns and market behaviour to define data-driven forecasting strategies to increase profitability through improved targeted sales strategies
• Provide leadership, guidance and motivation to the sales team
• Direct lead generation initiatives to support new business acquisition via the sales team.
• Partner with Lines of Business like IoT, Cloud and Fixed/Mobile to develop future product roadmaps and industry propositions to enable delivering profitable revenue growth across product portfolios
• Drive sales operations: to retain existing accounts as well as leverage off existing customers who have a need for enterprise mobile and converged solutions. To provide input into commercial negotiations for purposes of concluding master agreements.
• Represent Vodacom at client negotiations
• Provide input to the Product teams for pricing and product development
• Develop a CRM / Retention program to ensure healthy and sustainable relationships with Key Accounts
• Manage Commission Scheme and payment process requirements
• Drive market leadership on Customer NPS through understanding the value of profitable customers and delivering outstanding service

Budget Management

• Effectively manage function and its objectives in line with approved budgets, report variances as required and recommend / implement remedial action within span of control
• Assess expenditure and resolve gaps
• Review and authorize payments in line with approved budget and policy and submit for final processing
• Ensure identification, implementation and development of processes to optimise cost efficiency

Stakeholder and Relationship Management

• To establish relationships with key personnel within selected corporate accounts with regards to the input of the marketing of new products and understanding their needs.
• Collaborate, champion and enable effective leadership and cross-functional working relationships to create a unique, superior customer experience based on leadership practice. Connect and leverage the skills of various functional teams to generate synergy across all the different customer touch points
• Provide specialised and technical support to internal and external stakeholders to ensure achievement of functional and organisational objectives
• Establish and monitor healthy, diverse internal and external relations and implement remedial actions where required, in the achievement of organisational goals.
• Develop and maintain key account relationships with channel partners, ensuring that channel partners are aligned to the customer experience expectations and to the sales partner strategy framework.

Delivering through People:

• Oversee the activities of the team to ensure effective delivery of business outcomes.
• Supports and enables the team to succeed by encourage frequent knowledge sharing between team members amongst other enablement initiatives.
• Create fit for future organization capability through skills development informed by skill gap analysis in line with business strategy and ensuring that the identified skills gaps, are addressed through training.
• Develop a high performing team by embedding formal performance management process, informal coaching through continuous 1:1 performance discussion
• Embed the Spirit of Vodacom by living the Spirit behaviours and ensuring consistent Spirit engagement initiatives.
• When required, initiate disciplinary processes for team members calling on support from HR when required
• Resolve grievances raised by team members and escalate only if required
• Motivate team members and ensure that their efforts are recognised by using Vodafone Stars platform.

The ideal candidate for this role will have:

• Bachelors Degree/Equivalent
• A Post Graduate Degree in Sales/Marketing/Business Commerce or related field advantageous
• A minimum of 8 years Sales experience in the telecommunications or technology related environments e.g. (ICT) with demonstrated experience in:
  
  • Managing Large scale customer sales organization
  • Portfolio management
  • Ability to increase NPS results and reduce administrative expense
  • Ability to build relationships and drive best in class process innovation
  • Working experience in the telecoms environment (advantageous)
• 5+ years management experience

Technical Competencies

• Strategic mind set and out of box thinking
• Experience in solution selling within enterprise customers
• Deep understanding of the customer’s business, it’s market and industry alongside key decision-makers and influencers in account organisation
• Ability to translate customer’s objectives and strategy into relevant Vodacom Business propositions
• Robust understanding of account P&L
• Experience working in multinational matrix organisation
• Successful track record of managing multi- industry sales teams and demonstrate profitable revenue growth
• Strategic Thinking: Effectively delivers against assigned strategy, exceeding expectations. Translates strategy into clear areas of focus and priorities for
• Understanding of the SA telecommunication landscape
• Understanding of Companies customer requirements
• Understanding of technical concepts and the ability to communicate it as viable appealing market offerings
• Understanding of SA business landscape
• Understanding of the Value Chain Analysis with regards to various customer businesses.

Behavioural Competencies

• Customer Focus: Prioritizing customer needs and delivering excellent service
• Accountability: seeks feedback and identifies opportunities for improvement or innovation
• Collaboration: Actively fosters collaboration, seeks input and effectively partners
• Resilience: Actively seeks opportunities for growth, demonstrates a strong commitment to self-improvement and has a growth mindset
• Flexibility: uses various techniques to influence others (lobbies, approaches decision makers, finds sponsors)
• People Management: Ensure team work together to deliver on their responsibilities creating accountability and ownership
• Organizational Savvy: Demonstrates strong understanding of assigned strategy for the Business/ Function and creates strong team alignment to the strategy.

Closing date for Applications: 02 July 2026

The base location for this role is Midrand, Vodacom 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.