Manager - Key Account Management Public Sector YDE.Enterprise Business Unit

We at MTN Cameroon are a purpose and value-led organization.

At MTN Cameroon we believe that understanding our people’s needs and aspirations is key to creating experiences that delight you at work, every day. We are committed to fostering an environment where every member of our Y’ello Family is heard, understood, and empowered to live an inspired life. Our values keep us grounded and moving in the right direction. Most importantly, they keep us honest. It is not something we claim to be. It is in our DNA.

As an organization, we consider it our mission to create an exciting and rewarding place to work, where our people can be themselves, thrive in positivity and ignite their full potential. A workplace that boosts creativity and innovation, improves productivity, and ultimately drives meaningful results. A workplace that is built on relationships and achieving a purpose that is bigger than us. This is what we want you to experience with us!

Our commitments go beyond an organizational promise. It is in our leadership and managerial ethos to meaningfully partner with our employees, customers, and stakeholders with a vision to realize our shared goals. 

Our values dubbed, LIVE Y’ello, are the cornerstone of our culture.

Lead with Care

Can-do with Integrity

Collaborate with Agility

Serve with Respect

Act with Inclusion

Responsibilities

Strategic Leadership & Governance

• Assist in the creation of sub-divisional strategy in line with overarching divisional goals

• Ensure effective implementation of sub-divisional strategy by means of providing direction, structure, business plans and support

Staff Leadership and Management

• Source, induct, and manage talent in accordance with legislative guidelines

• Ensure open communication channels with staff and implement change management interventions where necessary

• Provide definition of roles, responsibilities, individual goals, and performance objectives for the team

• Set KPIs and provide regular performance feedback through a well-defined and implemented performance review program

• Develop and implement a training plan to build and develop skills within the team

• Actively participate in leadership team 

• Support team capability development through the creation of opportunities for realizing full potential

• Promote a ‘MTN centric’ and ‘partnership approach’ to develop strong relationships with other working groups and ensure adherence to Group governance

• Work in a team and drive own and cross functional team working across various divisions

• Accountable for meeting and prioritizing project team targets / deadlines

• Lead cross functional and own team meetings and contribute on specialist / technical areas when required

• Review performance metric dashboards prepared on various performance metrics

Governance 

Operational, Tactical and Strategic Meetings

• Provide input on all projects initiated

• Provide input in strategic meetings when required

• Provide input into the preparation of proposal on change initiatives, policies, and procedures

Escalations

• Manage and resolve escalations that have impact on critical path of service delivery

• Escalate issues that will result in significant time, scope, employee/customer or cost impact if not resolved

• Manage and provide solutions to issues that require formal resolution

Function Tactical

• Provide input into establishing objectives, targets, and budgets for the function as applicable

• Identify and document key risks, issues and dependencies and set mitigation actions

• Prepare documentation required for sign-off / making decisions regarding tactical changes

Opco Tactical

• Keep abreast of global and local best practice and make recommendations on leveraging opportunities to the Segment Senior Manager

• Provide input into the review of all projects initiated

Performance

• Review performance against agreed KPIs and their compliance to SLAs and reverse SLAs

• Review and monitor plan for continuous improvement

• Ensure execution in alignment with divisional strategy

• Continuous performance monitoring and adjust strategy and actions to deliver targets

Reporting

• Report on a periodic basis relating to progress made within the function and in accordance with the measurement metrics set by the organization

• Report on an ad hoc basis on specific projects, as required

Budgets

• Manage sub-divisional budgets in line with business objectives

• Manage project or initiative budgets in line with business objectives

Compliance

• All employees are in the first line of compliance defense and are expected to act as Compliance Champions in their respective roles.

• Employees must comply fully with all applicable legislation, regulations, policies, standards, and procedures in the execution of their day‑to‑day responsibilities.

• Any act of negligence or non‑compliance by an employee will be addressed in accordance with the MTN Cameroon Disciplinary Policy.

• Employees are required to attend scheduled compliance training, proactive report, and escalate any compliance concerns, issues, or failures.

• With the support of the Compliance Champions and the Risk & Compliance (R&C) team, employees are expected to review and update compliance obligations, compliance risks, and control testing activities within their respective units.

Operational Delivery

• Performs sales activities on Corporate Key accounts market segment, and negotiates sales price and discounts in conformity with the delegation of authority

• Develops specific plans to ensure revenue growth in all products & services in his portfolio

• Ensures sales policies, practices and procedures are in line with the company’s rules

• Establishing personal contact and rapport with top echelon decision-makers.

• Interprets short- and long-term effects on sales strategies in operating profit.

• Collaborates with marketing, solutions engineering and senior management to establish and control budgets for sales promotion and trade show expenses.

• Reviews expense and recommend economies.

• Animate the Corporate Key Account during all his life cycle 

• Negotiate and close sales by agreeing terms and conditions of contracts 

Key Performance Indicators         

1. Financial – Value created by optimizing business projects and reducing spend on Unit budget.

• Enterprise Financial Health (Revenues, EBITDA, ARPU & other financial health ratios) - translating revenue growth formula & objectives into results

• Business growth, value created & cost-effectiveness achieved by process optimization, new initiatives and improved operations etc.

   

1. Internal - Value created from executing Unit operations

• Value created by increase in customer base, product sales, contracts signed etc. for products and services.

• New business opportunities from products launched, sector/market growth, product/process innovation, structural changes, process reviews/audit implementation etc.

   

1. Customer – Value created from Customer engagement & Ecosystem:

• Impact includes positive companywide engagement indices (Net Promoter Score), customer insight management & engagement (traditional & new business)

• Benefits accruing to MTN/Telecom industry from specific actions. Benefits can be in form of legislations or policies influenced, contributions during stakeholder workshops etc. 

• Deliberate ecosystem management to achieve business objectives (value creation), brand value & corporate positioning 

1. People (Learning & Growth) - Value created through positive Impact on People & Culture & 

• Impact includes satisfaction index on the engagement survey dimensions/employee engagement index.

•  Change Management, Enhancing MTN’s profile as employer of choice and instilling company pride/passion etc.

Key Performance Indicators 

• % revenue increase 

• % retention 

• % collection

% new business development initiatives implemented 

Qualifications

Education:

• Bachelor’s degree in Commercial and Telecoms related fields
• Additional IT and Engineering related qualifications and Master’s degree are advantageous  
• Additional commercial qualifications are advantageous (B. Comm…)

• Fluent in language of country with basic command of English

Experience:

• At least 8 years in selling to Large Organizations and Public Sector with minimum of 

• 5 years in a sales position in the IT or telecommunication sector 

• Min 5 years relevant industry experience with Min 5 years in enterprise products

• Experience in ICT and specifically Cloud solutions sales would be an advantage

• Experience in supervising/managing others.

• Experience working in a medium to large organization.

Training:

• Financial analysis for non-financial

• Sales and negotiations skills

• Experience share

• Commercial territory Management

• Leadership skills Training 

• Induction to Marketing 

Competencies:

Functional Knowledge: 

• Must be able to manage multiple priorities simultaneous

• Must be able to understand and apply the principles of change management

• Strong win-win negotiations skills

• Communication skills

• Strong leadership skills

• Strong computer skills

• Customer service and time management skills

• Interpersonal skills

• Able to create enthusiasm and cooperation for projects

• Knowledge of principles and methods of management

• quality control, costs

• Technical implementation and support

• Fluent in French and English

Skills

• Management

• Persuasion

• Speaking 

• Service Orientation 

• Active Listening 

• Social Perceptiveness 

• Operations Analysis 

• Critical Thinking Excellent written / verbal communication & interpersonal skills, and ability to deliver a mock presentation and provide sample presentations/documents upon request

Behavioural Qualities

• High level of management, creativity, innovation, prevision

• Open minded

• Adaptability

• Reactive 

• Strong ethics

• Ability to work with various groups of individuals and organizations

• Targets oriented