Home Broadband Manager, Lagos Boundary at Airtel

• Managing and supervising team of 3rd party canvassers and Direct Sales Agencies (DSA) activities
• Achieving sales targets
• Increasing Average Revenue Per User (ARPU) and customer base via converting existing broadband users to Airtel broadband and creating new users.
• Ensuring channel development and process compliance in order to enhance our competitive differentiation through quality acquisition and customer retention activities

Responsibilities

Win in Home Broadband segment within key cities

• Work with 3rd party canvassers or/and DSAs to create awareness, education, trial, conversion and regular usage of Airtel Broadband products and services in homes, offices and HORECA outlets.
• Identify opportunities for quality acquisition & execute leveraging all customer-facing staff and channels within region

Exceed Data and Device Revenue Target

• Manage & develop a motivated and result-oriented team of canvassers
• Identify, register and develop Profitable DSAs who will have feet on street to penetrate residential estates, Horeca outlets, offices and higher institutions with Airtel broadband products.
• Create symbiotic relationships in events sponsorship with HNI presence to drive sales and revenue growth

Sales Planning & Reporting Excellence

• Ensure installation SLAs are followed for sales done within assigned geographical demarcation
• Ensure stock availability in the assigned area/market
• Ensure recharge availability for the 5G & Fixed Wireless Access devices (FWA) within assigned demarcation(s).
• Manage the direct sales team within assigned sites
• Develop forecasts and market projections.
• Drive database management 
• Manager scorecard update, gap analysis and timely reporting of all initiatives, potential prospects, queries, challenges, call plan and new sales.

Industry Awareness / Competition Intelligence

• Ensure Self & Team are highly knowledgeable of Airtel Products & Services.
• Stay abreast of publicly available information on technologies and competitors (WiMAX, Mesh, WIFI, VoIP, Internet, Cisco, Swift, Smile, Spectranet etc)
• Monitor the activities of competition and develop or recommend counter measures to win competition.

Cross Functional Liaison and Support

• Co-ordinate with all internal stakeholders (Marketing, Sales, IT, Service Delivery and Networks) to deliver excellent customer experience, design value propositions, training intervention for field sales employees, canvassers and DSA partners.
• Work with Finance in canvassers’ payout and DSA commissions in line with set mechanics and consistent timelines to ensure happy feet on street.
• Customer billing accuracy and where issues ensure timely resolution

Forecasting, Allocation of sales target and Reporting

• Forecasting – monthly sales planning accuracy of +/-5%
• Ensure regional targets are cascaded by Zones and Areas to responsible executors such as ASMs, Shop Managers, Canvassers and DSAs.
• Timely reporting of all activities (Daily, weekly, monthly, quarterly etc.. and as required)
• Acquisition – Performance Vs. Target and against all product lines
• Lost Opportunities - Initiatives - Service queries and challenges

Customer Prospects

• Conduct Customer prospects directly or indirectly through team members, potential customers and other sales leads.
• Consult with potential customers to understand their needs, Identify and suggests equipment, products, or services that will meet those needs and share with relevant business leaders

MAJOR CHALLENGES

• Recruiting high quality canvassers and DSA partner companies.
• Productivity of canvassers, DSAs, ASMs, Shop Managers in terms of broadband sales.
• Effective and timely communication of all schemes and product launches to direct and indirect sales teams.
• Breaking into Home Broadband segment as dominant player

KEY DECISIONS

• Quality and timeliness of execution.
• Swift response to market dynamics and recommending measures to increase sales from existing & new accounts.
• Creativity on the job to drive our market share in segment

DIMENSIONS (METRIC MEASURES)

• Data Revenue Growth
• Device Revenue Growth
• Home Broadband Quality Gross Additions  - Base & ARPU Growth
• Sales Planning Accuracy 
• Canvassers Survey Score
• DSAs Profitability & DSA Satisfaction Score
• Query resolution within SLA

Qualifications

Educational Qualifications & Functional / Technical Skills

• A first degree or its equivalent in Computer science, Business Administration, Sales and Marketing or Business-related discipline.
• Superior written and verbal communication skills.
• Selling skills, organizational skills, and self-directed time management skills
• Ability to plan daily/periodic operations and turn strategy to execution.
• Proficiency in Microsoft Office, especially PowerPoint presentations

Relevant Experience 

• 8+ years of varied experience in Sales & Marketing with at least 4 years at middle management level.
• Relevant experience in Telecom industry is desirable
• Solid track record of sales performance, new business development, quality customer acquisition and key account management with a passion for Airtel Nigeria products/services

Other requirements 

• High level of professionalism in both appearance and attitude.
• Authoritative, ultra professional experts with an inviting and friendly demeanor
• Demonstrated passion for sales and delivering unparalleled customer service
• Goal-oriented, self-motivated and possess an entrepreneurial spirit which sparks their creativity and resourcefulness.
• Patience, Flexibility, Tact, Integrity, and Dependability