Principal Proposition Manager

**When it comes to putting people first, we're number 1.**

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 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 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**:
**Market Research & Testing**
- 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.
- 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

**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 channel owners.
- Develop KPIs and analytics to support pricing and P&L growth
- Manage sales and revenue execution of various value propositions across the various distribution channels, embed value propositions into the various channel sales plans
- SME Segmentation, insights, market/revenue share achievement
- National: Sales, Revenue & Margin achievement
- Distribution channels sales and coverage target achievement
- Customer Satisfaction scores for the segment ( NPS )

**Market Development**
- 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

**GTM Design**
- Working with sales in defining channels to market
- Define the GTM strategy to achieve sales, revenue, profit targets
- Work with marketing in designing campaigns to drive the required demand
- Drive market awareness campaigns that position the SME mindshare of Vodacom being the digitisation partner of choice for SME’s
- Negotiate for marketing budget to launch particular propositions

**Stakeholder Management & Business Development**
- Collaborate, champion and enable effective leadership and cross-functional working relationships to create a unique, superior customer experience based on leadership practice. Connect and leverage the skills of various functional teams to generate synergy across all the different customer touch points
- Collaborate with industry vertical leads and teams on Sales Strategies and Plans to unlock growth in scaling industries and/or strategic accounts
- Present to customers/partners on Value Propositions to close strategic / high value deals
- Internal and External stakeholde