Chief Sales and Distribution Officer - CSDO at MTN Nigeria

Job Description
Reports To: Chief Operating Officer

Division: Sales and Distribution

Description:

• Develop frameworks, policies and procedures to guide all Sales and Distribution operations and enable the division to provide high-quality services to customers and attain set goals and objectives of MTNN.
• Establish management processes and systems with appropriate checks and balances and drive alignment of functions within the division to ensure that the Sales and Distribution Division meet EBITDA targets.
• Lead Sales and Distribution Division management team to deliver on business objectives, ensure full integration of quality management processes within the division and their effective deployment on a day-to-day basis.
• Drive increase in Shareholder return by ensuring that S&D Processes are aligned to achieve all elements on the business scorecard. (E.g. Grow Market Share, Grow ICT & Data Revenue, Increase EBITDA margins, Assure Revenue, CAPEX Returns Management and Net Subscriber Additions).
• Champion/Sponsor review of Business Processes (headcount, process optimisation, business optimisation etc.), to drive efficiency gains to ensure at least 5% reduction in Divisional budget year-on-year.
• Champion Contract negotiations to reduce cost and drive MTNN Value Creation Philosophy
• Review MTNN corporate strategy and assess resource requirements for Sales and Distribution Division to operate effectively and meet targets and develop a budget for S&D operations.
• Regularly monitor and review resources of the division ensuring they are allocated and utilized in a cost-effective and financially disciplined manner and in line with budget provisions.
• Proffer recommendations on relevant metrics and measures to routinely monitor progress against targets and take appropriate managerial action to ensure targets are met or exceeded and also use to support management decision-making at the executive management level ExCom)
• Provide leadership and direction in the operation of sales and distribution function, ensuring periodic review operations of the division and leading team to deliver on respective business targets and improve the overall performance of the division.
• Regularly review sales and distribution activities and trends in the market with a view to providing the executive team with new ideas or methods that will increase sales, prospect customers and develop new business opportunities.
• Deliver business value through partnership with MTNN’s Ecosystem Partners
• Develop/reform relationships with MTNN’s internal and external customers to transform the MTNN’s revenue.
• Deliberate ecosystem management to achieve business objectives (value creation), brand value & corporate positioning
• Build and oversee relationships with a number of external organisations including trade partners, and communicate MTNN’s culture and image to external and internal stakeholders.
• Continuously review and confirm metrics and measures in the division with a view to maximizing operational efficiencies and effectiveness and supporting management decision-making.
• Identify business risks, critical issues and determine appropriate risk mitigation plans covering the short- to long-term horizon in respect of consumer sales and distribution in MTN.
• Oversee the implementation of an effective warehousing/distribution system and ensure efficiency in controlling the flow of products across the business while realizing cost savings.
• Coach and mentor the S&D team to ensure understanding of the objectives and goals of the division, awareness of all related job requirements and accountabilities and leverage human resources through the deployment of robust people management practices.
• Identify, evaluate and track the development needs and performance of Sales and Distribution staff, providing opportunities for staff to build on the company’s investment in their training and improve productivity.

Education:

• First degree from a recognized University in any related field.
• An MBA or a Master's qualification in a related field is required.

Experience:

• Minimum of 12 years work experience including:
• 5 years leadership experience heading the sales function of a large organization / FMCG.
• At least 3 years experience in relevant sector/ industry
• Experience working in a global/multinational enterprise  with a good understanding of emerging markets
• Worked across diverse cultures and geographies
• Proven track record of  a start-up, shut-down and/or business improvement project