Job Description
Reports To: General Manager - Enterprise Marketing
Division: Enterprise Business
Mission:
• Develop detailed commercial GTM plans and programs as well as sales enablement strategies to drive sustainable growth in value and volume to achieve EB revenue objectives. Ownership of the entire go-to-market process and programs working closely with Segment teams, Solution Development, Sales and Client Services.
Description:
• Develop a robust go-to-market process to support the successful launch of EB products, services and solutions, monitoring results and making tweaks where necessary to ensure the achievement of revenue expectations
• Lead managers in the development of holistic 360 degrees approach to taking propositions-products and services to the market including but not limited to ATL and BTL, Channel and Support enablement, Regional and trade activations required for demand generation for all EB segments and service portfolios
• Work in close coordination with Segment Managers, Solution development team, Analytics and Business intelligence, Clients Services, Channel Management and relevant functions to develop detailed plans and programs required to achieve set targets for profitability, revenue, value/market share and stir up value preservation for all EB propositions
• Position EB’s propositions as the best-in-class for the defined target segment and ensure they are in the front position of trade and relevant channels to increase overall sales.
• Implement strategy for market growth in conjunction with Segment managers, Product Development Managers, Channel managers and other stakeholders.
• Manage all marketing communications, public relations, sponsorships, events and internal communications for EB working closely with the relevant divisions in MTNN as well as Group EBU where necessary.
• Review market and contribute to the development of marketing strategies for MTNN EB, demonstrating an understanding of MTNN direction and business strategies.
• Develop detailed sales and support channels enablement plans in support of approved strategies in respect of EB, organizing and monitoring resources and periodically reporting progress of plans.
• Create messaging that allows the Sales and Support channels to have consistent, effective and engaging conversations with prospects and customers at each stage of the sales/support cycle
• Develop a range of customer testimonials for external/internal use, including written case studies.
• Conduct win/loss interviews and perform ongoing analysis.
• Manage the rollout, adoption and knowledge transfer on best practices on how to leverage key sales tools across the sales cycle
• Manage the content repository of sales collateral
• Measure the level of usage across tools to provide guidance on business impact, areas for improvement, and additional future projects
• Help develop and implement a standard sales on-boarding program.
• Lead the development of a communication media plan to support the product/solution/offering release, as well as its ongoing lifecycle management.
• Lead the creation of enablement content for direct and indirect sales resources, and also for support channels (e.g. playbooks, battle cards, scripts, presentations, training modules and demos).
• Develop a suite of sales enablement tools that spans the sales cycle, enabling the Sales force to drive higher levels of efficiency, effectiveness and overall professionalism.
• Assist in evaluating, tracking and managing the development and performance of team members, to ensure productivity and achievement of business results.
• Identify training and development needs of EB commercial staff to manage skills enhancement programmes for the virtual sales team to ensure enterprise sales targets are fully met.
Education:
• First degree in any relevant discipline
• MBA will be an added advantage
• Fluent in English
Experience:
9 - 17 years’ experience which includes:
• At least 4 year’s managerial experience in sales or marketing
• At least 3 years’ experience in a B2B environment
• Experience in marketing communications
• Experience in sales enablement or learning and development
• Experience in strategy development and implementation will be an added advantage
• Experience in coaching/knowledge transfer role
Division: Enterprise Business
Mission:
• Develop detailed commercial GTM plans and programs as well as sales enablement strategies to drive sustainable growth in value and volume to achieve EB revenue objectives. Ownership of the entire go-to-market process and programs working closely with Segment teams, Solution Development, Sales and Client Services.
Description:
• Develop a robust go-to-market process to support the successful launch of EB products, services and solutions, monitoring results and making tweaks where necessary to ensure the achievement of revenue expectations
• Lead managers in the development of holistic 360 degrees approach to taking propositions-products and services to the market including but not limited to ATL and BTL, Channel and Support enablement, Regional and trade activations required for demand generation for all EB segments and service portfolios
• Work in close coordination with Segment Managers, Solution development team, Analytics and Business intelligence, Clients Services, Channel Management and relevant functions to develop detailed plans and programs required to achieve set targets for profitability, revenue, value/market share and stir up value preservation for all EB propositions
• Position EB’s propositions as the best-in-class for the defined target segment and ensure they are in the front position of trade and relevant channels to increase overall sales.
• Implement strategy for market growth in conjunction with Segment managers, Product Development Managers, Channel managers and other stakeholders.
• Manage all marketing communications, public relations, sponsorships, events and internal communications for EB working closely with the relevant divisions in MTNN as well as Group EBU where necessary.
• Review market and contribute to the development of marketing strategies for MTNN EB, demonstrating an understanding of MTNN direction and business strategies.
• Develop detailed sales and support channels enablement plans in support of approved strategies in respect of EB, organizing and monitoring resources and periodically reporting progress of plans.
• Create messaging that allows the Sales and Support channels to have consistent, effective and engaging conversations with prospects and customers at each stage of the sales/support cycle
• Develop a range of customer testimonials for external/internal use, including written case studies.
• Conduct win/loss interviews and perform ongoing analysis.
• Manage the rollout, adoption and knowledge transfer on best practices on how to leverage key sales tools across the sales cycle
• Manage the content repository of sales collateral
• Measure the level of usage across tools to provide guidance on business impact, areas for improvement, and additional future projects
• Help develop and implement a standard sales on-boarding program.
• Lead the development of a communication media plan to support the product/solution/offering release, as well as its ongoing lifecycle management.
• Lead the creation of enablement content for direct and indirect sales resources, and also for support channels (e.g. playbooks, battle cards, scripts, presentations, training modules and demos).
• Develop a suite of sales enablement tools that spans the sales cycle, enabling the Sales force to drive higher levels of efficiency, effectiveness and overall professionalism.
• Assist in evaluating, tracking and managing the development and performance of team members, to ensure productivity and achievement of business results.
• Identify training and development needs of EB commercial staff to manage skills enhancement programmes for the virtual sales team to ensure enterprise sales targets are fully met.
Education:
• First degree in any relevant discipline
• MBA will be an added advantage
• Fluent in English
Experience:
9 - 17 years’ experience which includes:
• At least 4 year’s managerial experience in sales or marketing
• At least 3 years’ experience in a B2B environment
• Experience in marketing communications
• Experience in sales enablement or learning and development
• Experience in strategy development and implementation will be an added advantage
• Experience in coaching/knowledge transfer role
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