Job announcement: DStv BUSINESS SALES MANAGER

THE ORGANISATION

TELE-10 Group is a Pay-TV distribution company. With 24 years of experience in this field, Tele10 emerged as one of the most successful and respected companies in the region. Indeed, its know-how allows the Group to become the exclusive distributor of DStv in Rwanda and Burundi.

Tele10 Group has principally started as a pay-tv operator but has evolved to encompass other media services and ICT services through its subsidiaries.

TELE-10 Group of companies aims to provide high-level expertise in TV and Media industries using diversified implementation strategies.  The Company facilitates the acquisition of both hardware and software, value addition.

POSITION

Title:

DStv Business Sales Manager

Division:

Customer

Reports to:

Managing Director Tele10

Location

Rwanda

Direct reports

Dotted Line – Agency commercial staff

Date:

November 29, 2022

ORGANISATION CHART

PURPOSE OF THIS ROLE

The role holder will be responsible for the following:

• To execute Tele10’s DStv for Business strategy in the region ensuring that targets are met across all product segments
•  Oversee planning, operational forecasting, third party management and trade marketing
• Ensure that assigned territory Sales targets are met by effectively managing existing customers and generating new accounts

KEY ACCOUNTABILITIES, MEASURES & CONTACTS

Key Accountabilities

Sales Execution

• Implement the sales strategy for the region to achieve business growth objectives
• Use customer insights to identify and evaluate strategic and innovative revenue generating sales initiatives
• Develop a road map to identify the sales pattern in the given region taking into consideration factors, that serve as threats and opportunities
• Launch viable regional sales projects in support of business objectives
• Ensure achievement of sales targets per DStv Business segment
• Drive RED execution and conduct daily reviews with team
• Implement Sales plan within assigned region
• Meet assigned sales quotas and cover designated targeted market segments
• Understand the business environment in which the company finds itself and assist in collating marketing information where necessary, that might be useful for strategic planning efforts
• Maintain awareness of sales activities in assigned region
• Give feedback of competitor’s activities and changes experienced

Third party Management

• Responsible for Key partner management- SIs, Installers and Dealers
• Drive DStv Business TOMA- Top Of Mind Awareness, as per communicated PICOS- Picture of Success, to foster Excellent Outlet Execution
• Develop a strong collaborative working relationship with the Key Stakeholders

Account Management

• Proactively analyse customer needs and make proposals to build and maintain relationships with key players
• Follow up on all leads for new customers and monitor After-Sales
• Cascade segment sales objectives definition and prosecution
• Debt Management- drive pre-paid model of subscription as well as obtain adequate repayment plans for outstanding amounts
•  Development, implementation and control of ADPs- Account Development Plans
• Review of annual contracts

Development of New Markets

• Identify Sales opportunities and effectively present key features, advantages and benefits of product(s) to secure new business from within the region
• Analyse new market opportunities in the designated region or market
• Maintain a database of sales leads and execute effectively
• Identifying prospects and ensure adequate follow up to generate business opportunities
• Generating sales opportunities and providing a professional and excellent level of customer service with new customers

Sales Budget Management

• Manage DStv Business sales budget for the designated region
• Ensure financial plan depicts the best way to allocate resources to achieve the forecasted sales
• Maintain proper management and control of expenditures of resources necessary to achieve the target revenue
• Review regional expenses and recommend improvements where necessary

Operation Delivery

• Accomplish the regional sales in assigned region; cascading and follow-up of target expectations to sales team; whilst enforcing policies and procedures
• Achieve the region’s sales operational objectives by contributing information and recommendations to strategic plans and reviews; resolving problems; identifying trends; determining the region’s sales system improvements; implementing change
• Establish sales objectives by creating a sales plan and quota for the region in support of national objectives
• Recommend product and service changes; surveying customer needs and trends; tracking competitors
• Implement trade promotions by publishing, tracking, and evaluating trade spending

People Management

• Lead the team in creating and sustaining a work environment driven by an enabling coaching culture to drive employee engagement
•  Build and develop high performing teams and drive superior performance standards
• Manage team members to ensure effective delivery of business unit objectives
• Develop a high performing team by embedding formal performance development and informal coaching
• Encourage frequent knowledge sharing between team members
• In liaison with HR, determine and analyse development needs for the team & ensure that identified training requirements are budgeted for and executed
• Manage leave for team members and create leave plan to ensure adequate coverage
• When required, initiate disciplinary processes for team members calling on support from HR
• Resolve grievances raised by team members and escalate only if required
• Address poor performance of any team member through the formal Performance Improvement program and ensure that continued poor performance is appropriately dealt with
• Motivate team members and ensure that their efforts are recognized
• Ensure effective communication on key focus areas and developments

Governance and Reporting

• Identify process improvement areas & ensure implementation.
•  Ensure timely, accurate, complete daily, weekly, monthly, quarterly, half yearly and annual reports.
•  Review Operations reports and provide feedback & follow up on issues noted.
• Provide formal input into business process and area to address operations

Key Internal Contacts

• Marketing
• Sales
• Customer Care
• Customer Operations
• Digital Enablement
• Customer Value Management
• Customer Experience & PMO
• Strategy
•  CII
• Legal Regulatory
• Finance

Key External Contacts

• Local governments
• Dealers
• Decoder Manufacturers
• Installers
• Agencies
• Hospitality Industry stakeholders

QUALIFICATIONS & EXPERIENCE

The incumbent is required to have the following qualifications and experience level:

• A first degree in any discipline. An MBA is an added advantage
• A minimum of 5 – 7 years in a commerce, business administration or sales and marketing leadership role
• Strong financial acumen
• Deep sales and distribution knowledge
• Proficient in computer applications
• Commercial experience in Rwanda
• Experience in trade sales activations
• Digital savvy

FUNCTIONAL COMPETENCIES

The incumbent is required to have the following functional competencies:

• Commercial Acumen
• Financial Management
• Selling and Negotiation Skills
• Route To market understanding
• Developing Value Proposition
• Product/Brand Knowledge
• Key Customer Planning
• Risk Management
• Excellent Outlet Execution

BEHAVIORAL COMPETENCIES

The incumbent is required to have the following behavioral competencies:

• Interpersonal skills
• Conflict Resolution
• Decision making
• Critical appraisal
• Holistic thinking
• Persuading & Influencing
• Coaching