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Zonal Business Manager at Airtel

Airtel Nigeria (Airtel Networks Limited), a leading mobile telecommunication services provider in Nigeria and a member of Airtel Africa Group, is committed to providing innovative, exciting, affordable and quality mobile services to Nigerians, giving them the freedom to communicate, rise above their daily challenges and drive economic and social development. The company made history on August 5, 2001 by becoming the first telecoms operator to launch commercial GSM services in Nigeria and has scored a series of many "firsts"​ in the highly competitive Nigerian telecommunications market including the first to introduce toll-free 24-hour customer care; first to launch service in all the six geo-political zones in the country; first to introduce affordable recharge denominations; first to introduce monthly free SMS and first to introduce monthly airtime bonus.

 

 

About the Role:

To plan, monitor and ensure achievement of the customer and revenue market share objectives set for zonal operations by supervising and influencing multiple teams to deliver operational excellence in customer service, channel management and market expansion.

 

To add revenue earning customer net additions – prepaid and postpaid in the zone -

To identify and formulate zonal sales strategies to help drive gross additions, control on churn and zero billing customers, supervising health of acquisitions, compliance on activations, and Activating connections as per the mentioned turnaround times 

RMS Growth -
To ensure the zone continues to get revenue market share in excess of CMS through implementing revenue enhancement initiatives by managing own base to deliver higher revenue’s (driving outgoing usages, VAS etc.) and also focus on churning high value competition customers 

To achieve the net revenue of the zone -
To identify and formulate strategies to help drive collections and bad debts performance of the zone, VAS upselling activities, driving recharge turnovers, and reduction in first bill churn & zero recharge 

To deliver on the channel satisfaction score -
Constantly ensuring healthy ROI of channel partners e.g. distributors, retailers and resellers. Timely disbursement of claims to the market, regular trade servicing and channel delight activities 

Rural penetration -

  • Develop localized strategies that would ensure an increase in Airtel’s penetration and dominance of the rural market in the zone
  • To expand distribution width and depth -
  • To identify and formulate zonal sales strategies to help drive distribution, number of retail outlets, SIM activation points
  • To ensure the employee engagement scores are in line with the targeted scores of the zone -
  • Continuously motivating the front line by leading from the front and setting examples for them to follow and to ensure that all their genuine problems are taken care of

Network -
To constantly act as customer advocate, by monitoring network KPIs are at the agreed levels thereby creating excellent customer experience 

Brand visibility -
Constantly ensure that the Airtel Brand is visible in the trade and that all retail outlets carry the required branding 

Marketing communication -
Ensure that all marketing communication in the zone is tailor made for the zone, ensuring that these are easily understood, culturally correct and engender affinity with the Airtel brand 

MAJOR CHALLENGES
Driving cross-functional teams through planning, tracking and reviews to ensure revenue earning customers and net revenue for the zone is delivered and post sales challenges are taken care of.

KEY DECISIONS

  • Recruitment and termination of channel partners
  • Zonal OPEX

DIMENSIONS (METRICS)

  • Revenue Earning Customers Prepaid No.
  • Revenue Earning Customers Postpaid No.
  • Gross Revenue
  • Team Size
  • Channel Partners

SKILLS & KNOWLEDGE

  • A recognized postgraduate degree in Management
  • Up to 10 years’ experience in sales and marketing, at least 2 years of which must have been at a middle management level handling independent businesses
  • Good interpersonal and communications skills
  • Strong analytical skills
  • Entrepreneurial orientation
  • Needs to be aggressive with a problem-solving attitude

 

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