Ehod : Commercial Deal Enablement

3 days ago

Midrand, South Africa Vodafone Full time

**Role Purpose**:
The EHOD: Vodacom Business CVM role is based within **Vodacom Business.**

Defines and ensures implementation of the Vodacom Business Commercial Deal Enablement Strategy. The role is accountable for enabling the maximimisation of Vodacom Business’s deal win rates and revenue growth, whilst ensuring target profitability levels are maintained and deal related risks are appropriately mitigated, through ownership and enforcement of applicable governance frameworks. These objectives are to be achieved through functional responsibility for Vodacom Business Deal Pricing, Bid Management and Contract Management.

**Your responsibilities will include**:
Define Commercial Deal Enablement Strategy: Identify opportunities and risks through market insight and an in-depth understanding of the Vodacom Business deal performance, formulating appropriate long term strategies and tactics to out-manoeuvre Vodacom Business’s competition and enable desired sales performance, market share and financial performance growth.
Create an entrepreneurial, agile, innovative and continuous improvement/transformation culture in Vodacom Business Commercial Deal Enablement, focused on constantly re-inventing Deal Enablement practices through operational excellence, capability development and ubiquitous use of data for improved decision making, and thereby unlocking additional revenue generation, margin expansion and cost savings opportunities for Vodacom Business. Develop innovative pricing models and commercial constructs to meet ever-changing customer requirements.
Commercial Deal Enablement Practice Building: Develop world class Deal Enablement practices, processes and governance methodologies, in collaboration with Commercial Management, Product and Sales teams in order ensure frictionless execution for both high volume, low value deals and large, complex tenders, constantly benchmarking Vodacom versus Vodafone Group OpCos and external best practice.
Commercial Deal Enablement Capability development and innovation: Develop robust, scalable Deal Enablement capabilities through constant process optimisation and automation, ensuring sufficient focus and delivery from Digital Transformation and IT teams, ensuring end to end digital experiences for Pricing, Bid and Contract Management, reduced turnaround times and long term operational cost savings.
Deliver value through Pricing and Bid Management: Embed a “Profitable, high growth” mindset in Pricing and Bid teams, enabling win rate and revenue growth maximisation, whilst balancing growth versus desired profitability strategies. Drive an absolute focus on quality and speed of execution, to position Commercial Deal enablement as trusted business advisors to the sales teams, whilst maximising customer experience outcomes and metrics, such as NPS.
Mitigate risk through Contract Management: Ensure Vodacom Business is sufficiently protected against risk, whilst ensuring a high degree of customer satisfaction, through standard terms and conditions as well as complex contracts that strike the right balance between customer friendliness and risk aversion, delivered within market beating turnaround times.
Provide insights for improved performance: Consolidate and disseminate insights for improved business decision making and to shape future product development, including but not limited to win rates, discount levels, customer specific requirements, deal constructs and other factors impacting competitiveness.
Performing through People: Supports and enables the team to succeed through contextual use of appropriate leadership styles.
Managing Stakeholders: Strategic management of stakeholders to achieve success in the market. Builds collaborative internal and external partnerships and alliances for market success.
Putting Customers first: Understands the value of profitable customers and delivers outstanding service to our customers to deliver incremental NPS gains. Approach Deal enablement through a customer centric approach, to identify customer pain points and recommend appropriate remedial actions to enable a world class customer experience.

In depth knowledge of the South African telecoms landscape and underlying value drivers to enable robust strategy formulation
Remain abreast of new developments and latest technological advances in Deal Enablement practices to drive efficiency and effectiveness
Commercial acumen to enable intelligent trade-offs between maximising underlying metrics such as churn, upgrades and sales versus dilution management and profitability
Thought leadership, long term perspective and ability to recognise and leverage inter-dependencies across the business
Advanced relationship management and influencing skills, in order to deliver results through others
Build and lead effective, high performance and results focused Deal Enablement teams and cross-functional squads, according to the #Spirit Vodacom principles
Ability to champion change and effectively

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