Head, Go-To-Market Programs - Mass Market at Airtel

The role holder will be responsible for mass market distribution strategies (SMF - Super Mini Franchise, Mini Shops & MBOs - Multi Brand Outlet); formulating partner acquisition and the implementation of the overall merchant strategy across all bottoms of the pyramid partner prospects, medium & semi large segments from identification, creation & management to business scale up. 

Airtel Africa is proud to be an equal opportunity employer and remain fully committed to diversity and inclusion in the workplace.

Responsibilities

Mass Market GTM

• Overall ownership of Mass Market Segment GTM
• Formulation of the tactical plan & roll out of the Mass Market acquisition strategy across the country to tie up all small, medium & semi large partners
• Ownership & achievements of daily, monthly, quarterly & annual targets within the Mass Market Segment.
• Identifying potential prospects & carrying physical visits & pitches to ensure closure within the niche.
• Ensuring KYC due diligence of all the retailers to ensure compliance before activations and follow through on complete system set up 
• Managing Bike / Van / Resident promoter models

Partner And Retailer Training & Management

• Revamping and managing the existing SMF Model to ensure a win-win for both Partners and Airtel 
• Responsible for Recruitment and training of all SMF Partners and retailer process i.e. both owners & business handlers.
• Responsible for ensuring that all appointed partners and retailers fully adhere to their roles & responsibilities.
• Monthly newsletter to partners on their performance
• Quarterly session with partners/retailers on performance 
• Ensuring refresher training on key business developments & in event of handler turnover at the merchant point.
• Driving sales cadence deployment across sales force

3rd Party Partner Management

• Responsible for recruitment of 3rd party vendor to support Gross Adds 
• Responsible for training 3rd Party Agents/Partners acquirers plus their staff to support achieving the stipulated business objectives/targets.
• Driving partners engagement to ensure constant motivation to deliver objectives 
• Ensuring partners and their staff are well trained from inception and also offer refresher training as new business offers/directions evolve.
• Tracking 3rd party partner performance against set targets to ensure achievement of set objectives.
• Ensuring partners are aligned to the key business expectations.
• Responsible for ensuring that 3rd party partners fully adhere to their roles & responsibilities.
• Ensuring that the 3rd party partners are remunerated accurately & timely.

Revenue Growth & Business Review

• Managing focus site program
• Ensuring that all set up partners / retailers' outlets across the country are active and operational.
• Establishing collaborative relationships with all tied up partners to ensure business efficiency.
• Establishing clear sales objectives & value proposition for all partner prospects.
• Working together with the Support Executive to ensure performance tracking & timely reports availability to individual merchants.
• Tracking GAC- Schemes & commissions, M2 decay.
• Providing competition insights to support business decision making 
• Timely reports pertaining to segment performance with scale up plan.
• Routine partners review & transactions growth initiatives across the segment.

Trade visibility

• Working with Brands Team to formulate strategy to support brand visibility standard across all categories of retail shops
• Ensuring that all appointed Agents are well branded & products, fully merchandised.
• Scaling up of visibility at all existing retail touch points i.e. replacement of all faded material.

Qualifications

Educational Qualifications  

• A university education preferably Bachelor of Business Studies
• Masters degree in sales, business administration an added advantage.

Relevant Experience & Technical Skills

• Minimum of 10-15 Years of Experience in Sales, Dealer network, Channel management in reputable Organizations preferably in the telecoms, FMCG industry
• At least 8-10 years in a senior sales management role
• Experience in Telecoms would be an added advantage
• Role may require extensive travel
• Ability to operate strategically and tactically in a fast-paced environment an added advantage
• Strong understanding of all aspects of sales, good communication and people skills, understanding of the market.
• Experience in building and development of channels