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To plan, monitor and ensure achievement of customer and revenue market share objectives set for zonal operations by supervising/ influencing multiple teams to deliver operational excellence in network operations, customer service, channel management and market expansion.

Responsibilities

Increase revenue earning customer net additions – Prepaid

• Identify and formulate zonal sales strategies to help drive gross additions
• Monitor churn & grace periods
• Supervise health of acquisitions, compliance on activations, 
• Oversee activating connections as per the stipulated turnaround times

Increase Revenue earning customer net additions – Postpaid

• Identify and formulate zonal sales strategies to help Drive gross additions
• Monitor churn & grace periods
• Supervise health of acquisitions, compliance on activations
• Oversee activating connections as per the stipulated turn-around times

Achieve Net Revenue of the zone

• Identify and formulate Customer Service development strategies to help drive collections and bad debts performance of the zone 
• Propose and drive VAS Up selling activities 
• Drive the reduction of recharge turnovers and first bill churn & zero recharge.

Deliver on Channel Satisfaction Score

• Implement the audit and review of channel partners & distributors to ensure Healthy ROI of 
• Monitor the timely disbursement of claims to the market, regular trade servicing.
• Conceptualize, design and implement channel delight activities

Expand distribution Width and Depth

• Identify and formulate zonal sales strategies to help Drive Distribution across showrooms and Dealer Service Agents
• Ensure expansions to align to dimensioned number of Active Easy Charge Outlets
• Establish SIM Selling outlets and other categories of retail outlets as a % of Easy Charge outlets

Network Coverage & Quality

• Network Optimization
• New Sites ROI and deployment
• Follow through with ZTOs in delivering cell availability, quality of calls and reduction of outages at sites within zone

Deliver Showroom Experience 

• Identify and formulate Customer Service Delivery Strategies to help improve Customer Satisfaction scores
• Ensure provision of standard Infrastructure at zonal showrooms, 
• Ensure showroom employees are up-skilled in industry training and certifications for the role

Achieve Employee Engagement scores in line with the Engagement target for the Business area 

• Implement strategies to ensure the front-line employees through leadership by examples 
• Implement all action plans that will address hygiene issues etc. from engagement survey

DIMENSIONS

Financial Dimensions 

• Budget: 
• Revenue Earning Customer (Prepaid Nos.) 
• Revenue Earning Customer (Post paid Nos.) 
• Gross Revenue 

Other Dimensions

• Team Size
• No. of direct reports
• No. of channel partners/ vendors

Qualifications

Educational Qualifications  

• Bachelor’s degree in Management or related Social Sciences
• Masters' in Business Administration would be preferred additional qualification

Relevant Experience & Functional / Technical Skills

• 10+ years of varied experience in Sales & Marketing with at least 2 years at middle management level handling independent businesses.
• Relevant experience in Telecom industry is desirable

Other requirements 

• Result Orientation
• Great problem-solving skills
• Good communications skills.
• Good interpersonal skills 
• Customer centric
• Sound understanding of Sales systems and Process
• Creative self - starter

go to method of application »

Develop and direct all Sales & Distribution activities in region of assignment comprising all the zones, ensuring all revenue and customer market share targets are met through deep and wide distribution of all product offerings within the localized context

Responsibilities

Acquisition & Customer Market Share (CMS) growth

• Strategize and implement actions plans to deliver target CMS through clear action plans for both Postpaid and Prepaid business. 
• Drive all activities towards scheme planning, productivity enhancement, distribution expansion & monitoring competition activity

Revenue Market Share (RMS) growth

• Ensure the Region continues to get revenue market share in excess of CMS through implementing revenue enhancement initiatives by managing own base to deliver higher revenue’s 
• Drive outgoing usages, VAS etc. 
• Focus on churning high value competition customers

CSMM

• Deliver world class customer service at all touch points in the territory leading to customer loyalty and advocacy. 
• Implement/change & monitor customer interfacing processes both at backend and front end towards building customer sensitivity in the team 

Network

• Monitoring Network KPIs to ensure they are at the agreed levels thereby creating excellent customer experience.
• Direct Network team by innovatively devising commercial schemes to optimize network quality 

Net Revenue

• Deliver the Region’s net revenue objectives through constantly improving own base management for revenue

Channel Satisfaction

• Ensure that all channel partners have great pride of association through legitimate & good profits and grow with the organization. 
• Build process and systems for them to deal with trade/customers in a transparent manner

Financial

• Ensure the territory meets the desired financial deliverables by keeping operating cost and bad debts under control/plan. 
• Ensure every Naira spend is right and delivers quality of acquisition of customers.

Build a capable and motivated team  

• Drive regular feedback and reviews with each team member through structured training and on the job coaching 
• Play a critical role to ensure employee engagement & passion 
• Lead initiatives geared towards reducing attrition and retaining talent.
• Establish performance expectations and regularly review individual performance
• Recommend appropriate rewards and recognition

DIMENSIONS

Financial Dimensions 

• Budget
• Revenue base 
• Subscriber base 
• Revenue Market Share
• Budget – Assigned S & D, marketing budgets
• Geographical span (circle job / zonal job/regional job) 
• Churn & customer satisfaction
• Customer Service Delivery
• OPEX & bad debts to Finance 
• Process adherence to business excellence
• Product segments of Postpaid, Prepaid & Data

Other Dimensions 

• Team Size
• No. of direct reports
• Off-rolls project team
• No. of technology partners/ vendors
• Employee Development & Retention

Qualifications

Educational Qualifications  

• Bachelors degree in social sciences  
• Masters in Business Administration would be preferred additional qualification

Relevant Experience & Functional / Technical Skills

• Minimum of 15 years of varied experience in Sales & Distribution – at least 10 years of relevant experience in Telecom 
• Extensive knowledge of telecoms business and value chain and sound understanding of distribution models and route to market

Other requirements 

• Ability to innovate and deliver value to business at multiple levels will play an important role 
• Ability to manage large scale with a very wide geographical scope across region of assignment
• Ability to manage an outsourcing partner to deliver business solution
• High on interpersonal skills.
• Sound sales & Distribution experience – combination of both FMCG/Direct marketing
• Sensitive to understand customer expectations
• Sound analytical skills
• Strong communication skills and should be able to lead cross functional teams.
• High level of planning & execution capabilities

go to method of application »

To maximize revenue and subscriber acquisition (gross and net additions) opportunities in assigned territory through channel effectiveness (wholesale & retail), adequate recharge availability and implementation of planned sales & distribution and marketing strategies

Responsibilities

To achieve recharge sales target within state/area

• Ensure adequate availability of all recharge denominations in sub CP and retail points.
• Ensure channel partners are making stock available and distributing to their network of sub-CPs and retailers to achieve ERC, RCV and E-pin target in agreed ratios.
• Constantly identify opportunities for driving activation and recharge sales within territory

Achieve Share of Gross & Net Additions (SOGA & SONA)

• Ensure full-fledged achievement of Gross Adds targets by driving market initiatives in assigned area.
• Effective management of direct activation teams and monitoring of CP bus activation activities.
• KYC Optimization at Trade level by ensuring adequate and functional deployment of KYC kits
• Drive KYC inactivity to nil
• Deploy other initiatives to increase GAD including new site launch
• Ensure activation of Quality GADs in assigned area.
• Develop and implement activities that will increase SONA in assigned area

Decrement

• Implementation of customer driven activities (product launches, town storms etc) in assigned area
• Drive voice and data business performance by implementation of revenue generating activities and initiatives in assigned territory

Channel branding and visibility

• Ensure appropriate and effective outlet branding is carried out in line with the “look of success” within the territory.
• Identify visibility opportunities for Airtel brand within the territory.
• Ensure ITP increases and gives impetus to iCMS and iRMS
• Effective management of POS stock in warehouse to avoid damage, wastage and obsolete materials.
• Train Market Developers on POS deployment in line with “look of success”

Distribution Infrastructure

• Recruit appropriate number of Retailers- RSOs, SSOs, ERCOs in line with scientific distribution requirements.
• Migrate all other retailers to become one stop shop SSOs and SSOs
• Maintain ratio of RSO(5):SSO(1) in line with scientific distribution.
• Maintain KYC infra ratio of 1kit:3 SSOs.
• Identify and recruit suitable sub channel partners in territory for effective product re-distribution

BTS Management

• Ensure constant CLS elimination.
• Develop subscriber acquisition and other marketing initiatives to drive revenue in CLS site locations.
• New Site Launch Plan and Distribution Preparedness.
• Effectively drive and manage target driven initiatives and projects

 Industry Awareness/Competition Intelligence

• Effectively report competitive activities within assigned territory and implement adequate counter initiatives.
• Track on-going initiatives in Market
• Address or escalate any unusual competitor activity and sale support that may be a threat to performance of the business

DIMENSIONS

Financial Dimensions 

• SOGA/ SONA                                                    
• Decrement 
• Channel Satisfaction Score                        
• Active Sub CP channels   
• RSOs/ SSOs

Qualifications

Educational Qualifications  

• Bachelor’s in Social sciences, Marketing, Business Management, Engineering or Computer Science
• Master’s in Business Administration or Management will be an advantage
• Project management qualification will be an advantage

Relevant Experience & &Functional / Technical Skills 

• 4 -7 years of commercial/ business management experience
• Team leadership experience
• Computer literacy
• Sales knowledge
• Product/ Service development
• Product/ Service management
• Interpersonal skills
• Customer orientation

Other requirements 

• Committed to common goals and values of the organization.
• Passion for customer satisfaction and service delivery
• A strong work ethic with positive attitude.
• Team Leader & Player: Independent, confident and objective
• Attention to detail/ excellent oral and written communication skills.
• Good presentation skills.
• Ability to maintain confidentiality at all times
• Result Orientation
• Great problem-solving skills
• Good communications skills.
• Good interpersonal skills 
• Customer centric
• Sound understanding of Sales systems and Process 
• Creative self-starter

go to method of application »

• Support Airtel Enterprise business in planning and providing customized technical solutions to Enterprise business customers. 
• To drive the end-to-end network strategy, planning, implementation, operational management of Airtel Enterprise Networks solutions delivery for the business unit.
• Take full ownership and accountability for Enterprise network strategy, projects and customer solutions delivery, transmission planning and delivery, IP planning and Operations, network performance management and monitoring.
• Drive and own customer satisfaction and revenue realization for Enterprise network products

Responsibilities

Drive Enterprise Network & Service Delivery team’s responsibilities, strategy and performance

• Responsible for enterprise network planning and strategy
•  Operationally accountable for enterprise network transmission planning
• Responsible for enterprise network TX & IP planning 
• Accountable for enterprise network projects
• Responsible for enterprise network Transmission and IP implementation and delivery
• Responsible for enterprise network inventory management and planning (CWIP, SOA, Tower Recon)
• Agree a set of performance KPI targets and measures; regularly measure and report on network relationship management and service delivery performance against agreed targets 
• Initiate, conceptualize and deliver business change and process change initiatives, eradicating bottle necks that affect networks and solutions delivery.
•  Develop standard procedures for effective service delivery and management
• Develop a steering committee and program board for managing all network delivery related issues with the wider support teams and external stakeholders as required
• Supervise and ensure proper quality assurance on all 3rd party installations on Enterprise Client sites.
• Seek avenues for cost optimization, creating efficiencies that will optimize EBITDA margin

Presales support management

• Support the Sales team in business development and market stimulation activities
• Manage the processes for scoping of the technical and operational feasibility of bespoke solutions and standard solution in line with the end customer requirement
• Manage the trade-off between speed to market, cost and quality throughout the lifecycle of customer projects engaging stakeholders as required 
• Design and execute systems and processes for order capturing, order tracking, order closure, certificate of job completion, invoicing, revenue recognition and revenue assurance
• Ensure effective management of a delivery tracker, for all ongoing Enterprise services implementation from Order to Completion in close coordination with Network and Provisioning team and publish such tracker periodically (Daily, Weekly or forthrightly) for the benefit of sales and enterprise team.
• Ensure the provision of all required documentation including approval process for implementation kick-off of all Enterprise service provisioning (CRF and any other supporting documents)

Network Planning and Project Delivery & Reporting

• Take forecasts from the enterprise sales and commercial team to design enterprise network.
• Lead the preparation of AOP & budget for capex and opex including BOQ preparations & validation
• Lead Preparation of RFP & Technical specifications, Vendor validation, selection and recommendations
• Drive and implement Bandwidth and capacity planning & management
• Lead day to day monitoring of KPIs of enterprise networks
• Bring synergies with existing network infrastructure 
• Production of MIS for senior management

Cross functional engagement and support

• Act as the Single Point of contact for enterprise network activities for Airtel Busines across stakeholder departments
• Develop a win- win working relationship between the regional teams, HQ teams, vendor environment, wider networks and IT.   
• Collaborate and communicate effectively, ensuring an inclusive approach to team work
• Provide support to the Enterprise teams in the regions and work closely with wider networks, IT, Regulatory, Legal, Service, Marketing and commercial teams to  elicit support for the Enterprise Business

Build a capable and motivated team to create a high performance team environment

• Provide clarity of purpose to the operational teams. Bring teams in  sync with Airtel Business objectives and create cohesive workforce
• Coach, mentor and guide team members, ensuring high motivation and engagement
• Put in place training and development plan for members of the team
• Ensuring effective RHCI activities and identify team training needs and implement appropriate learning interventions
• Establish performance expectations and regularly review individual performance
• Recommend appropriate rewards and recognition

DIMENSIONS

• Budget Management
• Knowledge of Customer Market Share
• Speed & quality of Service Delivery
• Customer Satisfaction skills
• Direct Cost Management
• Achieving CSI targets
• Revenue realization (recognition and collections)

Qualifications

Educational Qualifications 

• Bachelor of Engineering Degree (Masters’ Degree in Engineering a plus)

Relevant Experience & Functional / Technical Skills 

• Minimum 12 years relevant experience in enterprise networks domain 
• With at least 6 years’ senior management experience in an area of network planning and solutions delivery
• Technology/Telecom Savvy, Communication, Influencing, Negotiation, Analytical thinking, Project Management, Change Management, Administration, Service Oriented, Organization and Diligence
• Routers, switches, aggregators & protocols; LEO satellite
• IP networks, LAN, WAN, Cloud (VMs)
• Bandwidth & capacity management
• IP management
• Technologies for Last mile connectivity
• New technologies (e.g. AI, IOT, CDN, SDWAN, Leo Satellite, etc)
• Various enterprise services – Internet, APN, SIP Trunk, Leased Lines, Voice & Video conference, etc.
• MPLS / DCN network
• Handling & managing partners / vendors
• Should have knowledge of local geography & customers

Other requirements 

• Budget management awareness
• Sound knowledge of Mobile Network - Planning & Operations
• Analytical and Presentation skills
• Strategic negotiation skills