Specialist: Channel Management

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**Role Purpose/Business Unit**:
The Specialist: Channel Management will also manage the overall SME sales and revenue targets across all channels. Channels will include Direct, Branded Stores, Digital Channels, Telesales, Inside Sales and Partner Channels. Management of pipeline and in year revenue across all sales channels by managing the sales operation and cadence. Support the sales channels with training, collateral and proposition playbooks, driving sales enablement. Drive incentives and GTM campaigns to stimulate sales activities and demand to meet sales targets.

**Your responsibilities will include**:
**Channel Management & Insights**
- 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
- Customer NPS by subsegment
- Provide insights on customer trends by channel on a weekly basis
- Provide insights on partner pain points on a weekly basis and support to unlock them to achieve sales targets
- Provide insights on product uptake and challenges in channel on a weekly basis

**Channel Intelligence**
- Perform analysis of competitor channel performance
- Understand competitor customer journeys per channel
- Benchmark channel performance with competitors and key Telco’s in Similar and Developed markets per channel
- Research channel strategies of key Telco’s in Similar and Developed markets per channel
- Define and manage channel conflict policies
- Define and manage customer segmentation policies
- Use available market intelligence to estimate competitors performance in each channel

**Sales Collateral & Training**
- Sourcing of sales collateral from the trade from competitors
- Training of sales teams with the Value Propositions teams on how to position against key competitor propositions in each channel
- Training the respective sales teams on defined sales guides and cheat sheets for the sales teams to understand the value proposition
- Training the sales teams on collateral (brochures, digital artwork, presentations) that sales can use as sales material to position the value proposition to customers

**Customer Experience**
- Work with the customer experience team to manage the NPS program across all channels
- Manage voice of customer surveys to obtain independent qualitative feedback from customers
- Obtain competitive intelligence on competitor customer experience programs and performance versus Vodacom
- Work with all channels to drive the correct touchpoint nps (t-nps) targets

**Stakeholder Management**
- 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 stakeholder engagement and partner management related to growth of segment
- Establish and monitor healthy, diverse internal and external relations and implement remedial actions where required, in the achievement of organisational goals.
- Develop and maintain key account relationships with channel partners, ensuring that channel partners are aligned to the customer experience expectations and to the sales partner strategy framework.
- B. Com/Business Science, IT, Engineering) Degree or Equivalent
- Minimum of 3+ years’ experience in Sales and Channel Management within the SME sector

**Technical Competencies**
- Experience in solution selling within enterprise customers
- Ability to translate customer’s objectives and strategy into relevant Vodacom Business propositions
- Experience working in multinational matrix organisation
- Understanding of segmentation strategies and proposition management
- In depth understanding of segmentation strategies and proposition management
- Experience in developing new B2B channels through direct selling, telesales, inside sales, partnerships and digital channels
- A broad understanding of the ICT Landscape and Strategic ICT enablers.
- A thorough understanding of converged and networking technol