MTN Group Hiring for General Manager: Infrastructure Business Development Job at Dubai Full Time

Mission/ Core Purpose of the Job

The GM: Infrastructure Business Development and Sales will form a part of a highly-skilled group of sales, commercial, technical and management experts who are responsible for wholesale and leveraging MTNs global fixed connectivity infrastructure within MTN Group, Fibercos, and further developing business towards 3rd party wholesale customers.

The General Manager will provide strategic & commercial leadership in the areas of global connectivity wholesale services, both global connectivity and submarine cables, Fibercos, and domestic fiber connectivity within MTN footprint, and manage MTN’s portfolio of fixed infrastructure. The role will manage wholesale relationships to strongly position MTN GlobalConnect within the international carrier community.

Key Performance Areas: Core, essential responsibilities/outputs of the position (KPA’s)

The GM Infrastructure Business Development and Sales will be accountable to achieve the following objectives:

Provide direction and leadership towards the achievement of the InfraCo` s philosophy, mission, strategy, and annual goals and objectives.

Strategic Planning

• Define and drive an integrated and holistic sales strategy aligned to MTN Group’s mission and vision
• Develop and ensure execution of a strategic plan
• Drive innovation through the channel. Continuously analyse the business with a view to bringing about improvements and enhancements
• Identify areas where value can be added/exploited further, areas where value is being destroyed and areas where value is latent, and act accordingly

Sales

• Achieve the set commercial targets in sales, buying and cost reduction targets while achieving the set QoS parameters.
• Source new customers by considering market opportunities. Oversee, drive and approve sales deals, marketing initiatives, requests for implementation and international infrastructure deployment.
• Interact and utilize the direction from support areas in sales activities across the MTN Group wholesale activities
• Ideate the business opportunity around idle or access capacity both for international connectivity and local connectivity within the OpCo’s and drive 3rd party wholesales activities including the planning definition and performance monitoring.
• Research and propose innovative ideas regarding relevant products for MTN GlobalConnect and implement.
• Position MTN GlobalConnect to ensure optimal revenue and market share within the market.
• Find new revenue and growth opportunities, which are profit contributors and ensure implementation.
• Analyse trends and highlight areas of the business that may be developed further.
• Ensure that sales plans are forecast, and review and approve any new product plans.
• Set direction to drive implementation of promotional and incentive programs which contribute to the achievement of objectives.
• Partner with Marketing to roll out programs in support of revenue goals
• Leverage partnerships for viable alternative revenues
• Pre-sale all new initiatives and ensure upmost value
• Contribute towards short and long-term sustainable forecasts and predictions (3 – 5 years), analyzing trends and highlighting areas of the business that may be developed further

Marketing

• Oversee the overall marketing activities for MTN GlobalConnect in conjunction with support as provided by the Marketing unit.
• Create the marketing plan and ensure delivery thereto.
• Ensure MTN GlobalConnect is represented at major industry-related forums, organise events and product exhibitions, publications and trade shows, etc.
• Coordinating External and Internal marketing plans and driving the organisation’s culture.
• Optimize our marketing automation and lead nurturing processes through email, content, and social channels.
• Ensure activities are aligned to build the value of the MTN GlobalConnect Brand
• Maintaining MTN GlobalConnect property in terms of websites/tradenames / social media platforms etc.
• Perform data analytics where applicable to drive value creation at MTN GlobalConnect (e.g. Establish closed-loop analytics to understand how inbound marketing activity turns into customers, and continually refine processes to convert customers).

Channel & Product Development

• Establish and manage an active pipeline for potential new customers. Actively manage the pipeline and translate opportunities into customers.
• Design and negotiate agreements and partnerships with customers to optimize value to MTN.
• Establish and maintain strong wholesale relationships on MTN GlobalConnect behalf with existing and potential customers.
• Maximize MTN relationships with competitors and industry leaders where relevant and constructive, to drive industry best practices.
• Maintain an in-depth understanding of all relevant systems and impacting business processes to ensure that risks are identified and reported in a timely manner.
• Ideate the business opportunity around idle or access capacity both for international connectivity and local connectivity within the OpCo’s and drive 3rd party wholesales activities including the planning definition and performance monitoring.
• Establish and develop appropriate relationships with counterparts in the global fixed connectivity infrastructure wholesales industry to support MTN GlobalConnect’s global presence.
• Build and manage relationships with public, government (regulatory bodies), and private business/industry

Research and Product Development

• Keep abreast of international best practices, technologies and industry trends and market requirements at all times.
• Proactively research relevant best practices and processes, recommending translation of these in the strategic framework of the unit.
• Keep up to date with new products and services and their impact on the business.
• Support the product development process as it relates to infrastructure that resides across multiple OPCOs

Customer Account Management

• Maintain regular contact with customers to resolve issues and optimize opportunities.
• Adopt a proactive approach to prevent problems from arising in the future.
• Develop and maintain solid relationships with stakeholders, building relationships to ensure that all queries are responded to quickly and effectively.
• Educate stakeholders and internal customers on the role of MTN GlobalConnect and how they may contribute and add value.
• Ensure delivery of customer specific strategies.
• Identify trends/patterns pertaining to customer needs and filter this information through to product development.
• Understand customer needs and develop and fine-tune systems accordingly.
• Coordinate the collection of MTN OpCo’s demand forecasts and of 3rd party sales forecast to effectively plan for connectivity capacity and expansion.

• Coordinate and ensure effective participation in the required regulatory process to ensure required permissions are obtained for the implementation of infrastructure projects and platforms.
• Effectively manage the human resources of the division according to MTN Group HR governance structures.
• Supervise and manage the domestic fixed infrastructure wholesale resources, operating in the MTN OpCo’s across the footprint.
• Review performance reports and financial statements to determine progress and status in attaining objectives.
• Support the MTN wholesale budget creation, revise objectives and plans in accordance with the approved budget and review the budget if necessary.
• Responsible for achieving revenue and profit growth and achieving targets set by planning and performance for MTN wholesale services.
• Manage the cost center budget for the area.

Job Requirements (Education, Experience, and Competencies)

Education:

• Minimum 4-year Academic Degree (BBA, Engineering /Computer Science).
• Post graduate qualification MBA/Masters (Economics, Engineering /Computer Science) preferred.

Experience:

• 10+ years relevant commercial experience in the fixed line international telecommunication industry preferably in enterprise/carrier business.
• 5+ senior management experience preferably in infrastructure wholesales business line.

Competencies:

• Understanding the connectivity infrastructure wholesales landscape with a focus of emerging markets.
• Ability to provide direction and leadership towards multiple business units with the organization.
• Strong analytical skills to execute MTN GlobalConnect strategy and high-level reports.
• A working knowledge of business practices.
• Knowledge of risk management (a risk taker who carefully considers risk/reward) and business development.
• Knowledge of personnel policies.
• Ability to identify key issues in a situation and to think creatively and strategically in facing internal and external challenges.
• Effective leadership and the ability to coach, mentor and motivate a staff of business and technical professionals.
• Effective oral and written communications and public relations as well as excellent negotiation skills to be able to function across multiple business lines in a multicultural environment.
• Strong computer literacy.