Executive Head: Sme Value Propositions

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The number 1 Top Employer in South Africa.
Certified by the Top Employer Institute 2025.

**Role Purpose/Business Unit**:

- Help Vodacom 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.
- As Vodacom, we know 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 driving the SME 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 increase our market share in the mobile, beyond mobile and financial services categories we compete in.
- 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.
- This role will require establishing strong working relationships with the direct and indirect distribution channel for SME value propositions and products roll out.

**Your responsibilities will include**:
**Strategy Formulation & Execution**:

- Define and enable an omnichannel SME Value Propositions strategy that will drive and enable the SME Sales, Revenue, Customer Experience targets and objectives
- Clearly define the SME target market and personas that will be targeted
- Translate Organisational strategy into meaningful operational targets and strategic focus areas for the business unit under management.
- Define and execute on the SME propositions strategy & relevant sales, revenue and margin targets per distribution channel
- Drive the sales, revenue and margin targets for mobile and beyond mobile products (Cloud, Unified Communications, IoT, Fixed Services) with each distribution channel
- Commercialisation of access to market, skills development, Fintech, product and trade marketplaces to ensure relevance and PNL targets
- Expand platform ecosystem in collaboration with product and partnerships team
- Identify and define Prioritisation parameters for the management of all SME products, ensuring that the Prioritisation parameters are in alignment with the SME and overall Business strategic objectives

**Sales & Distribution Management**
- Develop new distribution channels in the areas of Direct Sales, Telesales, Retail Stores, Inside Sales, Partnerships, Digital Channels, etc. where applicable
- Set and manage sales targets through various channels on a day by day basis
- Present to customers and strategic partners on value proposition strategy
- Drive strategic deals with customers through new propositions developed to support PNL growth targets
- Develop strategic partnerships to scale the sales of developed propositions with channel partners and extract the required sales/revenues.
- Drive the closure of the first few deals of a new propositions, to enable the sales teams to understand the USP and to scale the sales in the market
- Track and manage the weekly, monthly and yearly sales and revenue targets across all sales channels for SME, working with the respective sales channels
- Develop a dashboard with all customer pipeline per channel, converted sales, in year revenue, revenue vs. budget, sales vs. budget, pipeline cover, velocity and conversion
- Track sales by product tower on a daily, weekly, monthly basis vs. targets
- Track the sales pipeline and in year revenue across all channels, working with the respective channels
- Run the weekly sales cadence to track SME pipeline, sales and in year revenue targets through weekly reporting

**Value Propositions Management**
- Based on customer insights/needs, design and implement the proposition in line with SME business strategy and sub-segment.
- Ensure that each proposition highlights its unique differentiation, benefits and advantages
- Grow the SME business market share by sub segment (micro, small, medium), in performance and revenue, by product/channel vs. budget
- Customer NPS by subsegment
- Drive revenue growth and market penetration together with the respective distribution channels to meet PNL targets.
- Primary ownership of SME value proposition and product strategy and interworking with distribution across all channels.
- Develop a deep research and customer Business Intelligence practice with Dashboards, weekly trends, competitor analysis, etc. to inform the Value Proposition strategy.
- Ensure successful SME product roll out through partnerships with different c