Airtel Nigeria Graduate Job Recruitment, June 2017

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Airtel Nigeria (Airtel Networks Limited), a leading mobile telecommunication services provider in Nigeria and a member of Airtel Africa Group, is committed to providing innovative, exciting, affordable and quality mobile services to Nigerians, giving them the freedom to communicate, rise above their daily challenges and drive economic and social development. We are recruiting to fill the vacant position below: Job Title: Channel Manager Location: Nigeria Job Purpose

• To sustain and enhance targeted gross revenue and gross acquisition in respective SME business by effective implementation of planned sales and channel management strategies.

Duties and Responsibilities Acquisition, management, and retention of SME/SMBs directly and indirectly through channel partners:

• To identify and recruit suitable channel partners who will drive the effective acquisition of SME customers
• Ensure adherence of channel partners to all guidelines as this will help ensure their profitability and sustain demand. Responsible for the implementation, acquisition & retention strategy for prospective and existing accounts in the zone
• Grow the usage of Corporate products in the states
• Create exceptional opportunities to sell non-voice products such as data, blackberry, leased circuit, dedicated internet etc
• Create opportunities to run presentations of Corporate products to SMB /SME all segments in the Zones, directly and through channel partners
• Responsible for SME/SMB account development and relationship management process for accounts in the channel guided by the signed service level agreement
• Maximize sales through effective execution and implementation of placement and distribution strategies
• Encourage and develop opportunities to have Airtel presence in all RETAIL & SME COMPANIES in the zones

3rd Party Channel Management:

• Visit a minimum of 3 channel partners per week. Such visit should be targeted at ensuring availability of POS materials, reviewing performance against target, reviewing product knowledge of field sales agents and taking corrective actions as required
• Facilitate and coordinate the recruitment, training, and development of Field Sales agents
• Constantly ensure field sales employees are optimally deployed by advising channel partners and dealers on route planning, territory management, etc.

Market & Competitor Analysis:

• Monitor the activities of competition in our target market and customer segment and develop or recommend counter measures to win competition

Cross Functional Liaison and Support:

• Co-ordinate with learning & Development and marketing for product, process and behavioral training of field sales employees and channel partners
• Work with service delivery and support bill delivery and collection in the zone

Target Allocation, Forecasting, Reporting:

• Accountability for ensuring that agreed target are cascaded across channel partners and field sales agents
• Responsibility for managing performance variances and reallocating targets as required
• Timely report, of all activities (Daily, weekly, monthly, quarterly etc.. and as required).
• Acquisition - Performance Vs. Target and against all product lines
• Lost Opportunities
• Prospect and funnel management
• Initiatives
• Service queries and challenges

Channel branding and visibility:

• Ensure appropriate branding is carried by all active outlets within the territory
• Identify visibility opportunities for Airtel brand within the territory

Others:

• Presence at relevant events, ensuring expected benefits are realized
• Reduce debt portfolio and churn in your segment
• Carry out all other functions as directed by ZBM

Dimensions (Metric Measures)

• Revenue Growth
• Postpaid Gross Adds/Activations
• Activations & Query Resolutions with SLA
• Churn Management
• Quality of Gross Adds
• Channel Activation Score
• Active Channel Partner

Educational Qualification

• A University Degree in Business Administration, Marketing or related course
• 3-5 years preferably in FMCG, Consumables & telecom
• 3-5 years’ experience in managing sales channel or Key Accounts
• Sales channel management or Key account management, Presentation, report writing and basic computer skills

Key Decisions:

• Responding to market dynamics and recommending measures to increase sales from existing & new accounts
• Constantly tracking and reviewing channel partners activities and pre-empting counter solution for market expansion

Major Challenges:

• Managing and monitoring channel partners
• Expanding our acquisition drive, and retaining accounts
• Creating visibility of Airtel products and services
• Effective and timely communication of all schemes and product launches to existing customers and channel partners
• Expanding SME/SMB sales coverage by appointing new channel partners

Other requirements (Behavioural etc.):

• Achieving Results, & Delighting the Customer
• Analytical
• Team Player; Independent, Confident, and Objective
• Attention to detail/ excellent oral and written communication skills
• Good presentation skills
• Ready to achieve beyond set target
• Committed to common goals and values of the organization

Interested and qualified candidates should: Click here to apply for this Position Job Title: Area Sales Manager [North] Locations: Kebbi & Katsina Job Description

• The successful candidate will be 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.

Duties and Responsibilities To achieve recharge sales target within state/area:

• To ensure adequate availability of all recharge denominations in sub-CP and retail points.
• To 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
• 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 the 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.
• To ensure ITP increases and gives impetus to iCMS and iRMS
• Effective management of POS stock in the warehouse to avoid damage, wastage and obsolete materials.
• Train Market Developers on POS deployment in line with “look of success”.

Distribution Infrastructure:

• To 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 the ratio of RSO(5): SSO(1) in line with scientific distribution.
• Maintain KYC infra ratio of 1kit:3 SSOs.
• To identify and recruit suitable sub channel partners in the 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 project.

Industry Awareness/Competition Intelligence:

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

Relevant Skill and Experience

• Bachelors 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
• 3+ years of commercial/ business management experience
• Team leadership experience
• 1 - 2 years of relevant experience in the Telecommunications space
• Computer literacy
• Sales knowledge
• Product/ Service development
• Product/ Service Management
• Interpersonal skills
• Customer orientation

Interested and qualified candidates should: Click here to apply for this Position Job Title: Regional Sales Lead Location: Nigeria Job Purpose

• The responsibility of the role holder is to entrench the Airtel Business Brand within the Enterprise Market with a view to having the dominant market share in the designated region, leading teams in the acquisition, growth and customer management of B2B customers in the region.
• In addition to having full accountability for regional B2B revenue, brand equity, B2B relationship management, B2B customer service, B2B revenue assurance and debt management.
• To acquire and retain more post-paid customers and generate revenue for the business.

Duties and Responsibilities Develop the strategic and operational plan to drive B2B revenue and B2B customer growth in the region:

• Define parameters for the corporate/SME segmentation and attendant key accounts, direct and indirect sales channel management
• Develop compelling initiatives to increase B2B CMS and RMS in the region
• Propose, implement and monitor unique enterprise value propositions and solutions as per individual client needs
• Lead the development and implementation of robust and cost efficient routes to markets for the B2B segments in the region
• Manage Sales Performance for all B2B sales teams (direct and indirect)
• Provide Strategic Support to enhance the delivery of regional targets
• Supervises teams to ensure proper sales pipeline activity. Ensures active nurturing of deals and movement of opportunities to close
• Take ownership for ensuring availability of sales resourcing required to meet the regional targets
• Responsible for applying the appropriate control to ensure quality of service by third party sales partners
• Encourage and develop opportunities to have Airtel presence in all relevant areas related to the B2B segment, across the region

Performance management, compliance, and process governance:

• Provide strategic support to enhance the delivery of regional B2B targets
• Develop procedures for setting and communicating sales, service delivery and customer service targets and monitoring performance
• Deploy relevant metrics to routinely monitor progress against targets and recommend appropriate remedial actions to ensure targets are met or exceeded
• Effectively manage B2B sale and B2B customer service teams to ensure drive for greater performance in terms of customer acquisition, customer activation, and service provisioning, and customer service
• Ensures timely submission of all performance reports on schedule
• Manage the Account development plan (ADP) for all accounts under the regional portfolio and ensures timely submission of same to HQ on a monthly basis
• Directly supervises the day to day activities of the Corporate Segment, SME Segment, Customer Service and Corporate Solutions teams
• Accountability for ensuring that all receivables and Bills are up to date in terms of collections
• Accountability for timely execution of all B2B contracts especially from the customer end (i.e. Sign off)

B2B Customer Management:

• Lead the management of all B2B customers in the regions, both directly and indirectly
• Deliver YOY increase in customer satisfaction scores for the B2B business in the regions
• Accountability for managing teams to deliver optimum customer experience through:
  • Effective and first-time-right service activation
  • Delivering on SLA through effective service recovery
  • Managing and escalating customer issues to ensure an end to end resolution
  • Enforcement of health check processes and service review meetings
• Propose and ensure execution of executive level service review meeting for key strategic accounts in the region
• Take accountability for B2B customer retention and win back

Revenue Assurance, Realization, and Collection:

• Put in place the appropriate governance framework for ensuring that all services are delivered on time and billed successfully through the submission of all appropriate documentation required for service provisioning and billing (POs, contracts, CRFs, JCC etc)
• Accountability for managing collection and minimizing debt for the B2B customers in the region
• Drive for resolution for all billing, reconciliation, and service penalty issues impacting revenue collection and or realizations

Proactive Competitor Intelligence and Market Insight:

• Monitor and collate all activities of competition in the region and implement or recommend countermeasures to win competition

Cross Functional Engagement and Support:

• Act as the Single Point of Contact for all operational activities for Airtel Business across stakeholder departments for the region
• Develop a win-win working relationship between the region and HQ teams, collaborate and communicate effectively, ensuring an inclusive approach to teamwork
• Work closely with wider networks, IT, Regulatory, Legal, Service, Marketing and commercial teams to elicit support for the Enterprise Business in the region

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

• Provide clarity of purpose to the regional b2B 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
• Recruit the right talent in consultation with function head, as per defined recruitment guidelines
• Establish performance expectations and regularly review individual performance Recommend appropriate rewards and recognition

Educational Qualification

• Bachelors in any of the Social Sciences or Arts
• Post graduate Degree in Marketing
• Masters in Business Administration would be preferred additional qualification dependent on experience
• Experience in Sales, customer service or marketing within Telecoms
• 5 Years’ experience working in B2B within the commercial areas of the Telecoms Sector
• Sound understanding of telecoms value chain
• Capacity to interact and establish rapport with very senior levels of Management (customers)
• Candidates must have a total of 10 years selling experience of Telecommunication Products of which 5 must be at a managerial level

Other Requirements (Behavioural etc.):

• Professional Membership of relevant Bodies will be an added advantage
• Candidates must be a team player and result-driven

Interested and qualified candidates should: Click here to apply for this Position Application Deadline  14th June, 2017.

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