DEVELOPMENT AND EXECUTION EXCELLENCE MANAGER-VACANCY AT AIRTEL NIGERIA

Airtel Nigeria (Airtel Networks Limited) is a leading telecommunications services provider in Nigeria headquartered in  Lagos, the commercial nerve-centre of Nigeria. The telco ranks amongst the top four mobile service providers in terms of subscribers with a customer base of more than 39.8 million. The company’s product offerings include 2G, 3G and 4G wireless services, mobile commerce and enterprise services.

Job Description

• The Capability Development & Execution Excellence Manager is responsible for the delivery of appropriate capability and interventions plans for Field Sales Team and Partners that will drive overall business growth; improve supervision, brilliant execution of key business strategies and providing feedback to the business on key indicators.

Responsibilities
Provide leadership:

• Execute the salesforce effectiveness strategies in assigned Regions to deliver fully capable resource for various levels of the field sales organization.
• Spend time (Up to 80%) in the field coaching and influencing Area Sales Managers and Business Managers to become more effective coaches to their teams and guiding them to achieving increased individual and team capability, employee satisfaction, and collaborative selling efforts.
• Cascade and drive embedding of monthly cycle instructions for GTM plans for Brands, Product Marketing & distribution strategies.

Achieve distribution excellence – expand and manage the distribution and agent network:

• Execute coaching and training plans for the Regions that will enhance brilliant execution of Commercial ‘Go to Market’ models, route optimizations, effective utilizations of business investment, increase Partner-facing time and partner capability and effectiveness.
• Drive 100% training of all the frontline Salesmen (Market Developers, Branch Sales Executives, etc.) on “Steps of Effective Sales Call” and ensure they are all coached/handheld to conduct their sales visits in line with the structured call.
• Support the Regions in the execution of SMF Partners Refresh to have fully capable Partners and Smart cash – BSE Model execution to drive active Smart cash agents acquisition using POS/App/USSD.

Ensure financial planning and profitability of business and partner:

• Develop profit story sheet for trade Partners’ profitability and train the entire sales organization on how to utilize the tool.
• Train the Regional teams and ensure understanding of cost/benefit scenarios for effective engagement of existing and potential partners.
• Train the team on how to utilize financial tools to overcoming objections from potential partners.

Ensure proper training of stakeholders:

• Designs and execute appropriate training programs for SMFPs and their teams and determine additional training, support, and other resources required.
• Encourage team members and partners to attend training workshops intended to strengthen their businesses and their ability to sell money and GSM products.
• Provide business with information about success of training as well as new training opportunities.

Ensure strict compliance:

• Carryout field audits and mystery shopping visits across assigned Regions to recognize good performance and also call out bad behavior/non-adherence to business standards to put an end to poor execution, absenteeism and non-compliance to guidelines.
• Drive strict adherence to execution standards through closing of knowledge gaps through training of Field Sales Team, embedding of the business visibility strategies (Advocacy of PICOS).

Achieve sales performance and management scores in line with the target for the regional distribution area:

• Appropriately and timely escalation of all unsatisfactory executions, inappropriate behaviors or non-compliance among team members, partners and agents in accordance with business standards and procedures.
• Build databases for all MDs’ Beat Plans/Daily Outlet Visit Plan. Ensure all beat plans are signed off by ASMs, to ensure every MD covers min of 10 visits daily, while inspecting all Kits and POS Terminals.

Prepare and compile key daily, weekly and monthly activities report including Coaching and accompaniment Reports and share with relevant stakeholders:

• Track and effectively report weekly and monthly coaching and accompaniment achievements of Line Managers. Use report to influence Line Managers to focus on capability development of their teams.
• Periodically analyze coached team members versus poorly trained Team members to generate insights for improved execution.
• Identify best practices in line with business ethics and strategies within and outside assigned Regions, share with team to learn and implement for competitive advantage.

Ensure appropriate liquidity management:

• Train the team on all new solutions develop to enable field sales team access to e-float balance of Agents for real-time education and influencing of Agents and Partners to improve their liquidity to meet trade needs.

Qualification

• Bachelor’s Degree in Management, Social Sciences or related field.
• Master’s in business administration would be advantageous.
• Project management qualification will be an advantage.

Relevant Experience & Behavioral Requirement:

• 7+ years of varied experience in Sales, Marketing, HR and Capability Development with at least 3 years at middle management level handling independent businesses.
• Relevant experience in telecom industry is desirable. Minimum of three (3) years’ Sales and Distribution Management experience (with a proven track record and attention to detail) in relevant industries.
• Minimum of three (3) years’ experience managing a distribution-oriented team towards success in relevant industries.
• Excellent marketing and sales skills.
• Strong People skills: Building Collaborative Relationships and Developing people.
• Strong flair for Coaching and Accompaniment.
• Strong track records or experience in People Management.
• Demonstrated commitment to execution excellence.
• Result oriented.
• Great problem-solving skills.
• Good communications skills.
• Good interpersonal skills.
• Customer centric.
• Sound understanding of sales systems and processes.
• Creative self-starter.