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Senior Manager: Value Propositions

2 months ago

Johannesburg, South Africa Adzuna ZA B C2 Full time

Help the Company become the preferred partner of all SME businesses in their digitalization and transformation journey by providing leadership and hands-on direction to a cross-functional team of Product, Customer value management and Sales members to deliver relevant, market-leading propositions.

The company knows the significant contribution SMME’s make to the economy and the important role these businesses play in the sustainability of our country and continent. To provide better support and enablement to this unique and diverse segment of customers, this role will be responsible for shaping the strategic direction of this segment across our enterprise and financial services business units as well as drive the prioritisation of initiatives that will enable us to increase our marketshare in the mobile, beyond mobile and financial services categories we compete in.

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The successful candidate is a customer obsessed and commercially savvy individual that thinks strategically and executes effectively. Required to lead the impact assessment of market trends, activity across a diverse competitive landscape and our business strategy, they must have the ability to translate data and insights into customer level execution plans with ease. Since the businesses within the SME segment are more mature, candidate must be a seasoned professional with extensive B2B knowledge.

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They must be able to work well independently, as part of a team, or create high-performing cross-functional teams necessary to deliver against our strategy. Since this is a relatively “new†area, they must be able to navigate ambiguity and be comfortable to challenge the status quo across business units and support areas.

Core competencies, knowledge and experience:

  • Effective Communication and stakeholder management. Must have the ability to influence and challenge decisions.
  • Business Acumen and data-driven.
  • Analytical Thinking and Problem Solving.
  • In depth understanding of segmentation strategies and proposition management.
  • Demonstrated ability to lead cross-functional teams.

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Must have technical / professional qualifications:

  • Matric.
  • 3 Year Business Degree or related industry.
  • Business post-graduate degree or diploma an advantage.
  • 5-8 Years of Experience in B2B Product Management, Client Value Management or Segment marketing.
  • ICT or financial services experience essential.

Key accountabilities and decision ownership:

Market Research:

  • Understand customer needs, preferences, and pain points.
  • Deep research/understanding of what motivates customers to choose one proposition over another (Focus Groups, Secondary Data, etc.).
  • Gathering data on market trends, competitor propositions and industry dynamics.

Value Proposition Design:

  • Based on customer insights/needs, design the proposition.
  • Define benefits and advantages.
  • Create unique differentiation.

Market Testing:

  • Test proposition in the market with customers.
  • Conducting POC’s and fine-tuning propositions.
  • Support in market development and assist sales in selling the first few units in market.

GTM Design

  • Working with sales in defining channels to market.
  • Work with marketing in designing campaigns to drive the required demand.
  • Overall responsible for the revenue and market share growth of SME segment.
  • Collaborate with industry vertical leads and teams to unlock growth in scaling industries and/or strategic accounts.
  • Internal and External stakeholder engagement and partner management related to growth of segment.