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.
