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| Jobs27 | South Africa Jobs 2019 |
Jobs in South Africa | Commercial Lead New Job at Vodacom South Africa | June, 2019
Position: Commercial Lead
Johannesburg, Gauteng
Job type Full Time
Sector: Finance
255980
Posting date:18 Jun, 2019
Vodacom
is a Leading African Mobile communication company providing wider range
of communication services including mobile voice, messaging, data and
converged services to over 73.6 million customers. From our roots in
South Africa, we have grown our mobile network business to include
operations in Tanzania, DRC, Mozambique and Lesotho. The mobile networks
cover a total population of approximately 200 million people. Through
Vodacom Business Africa (VBA) we also offer business managed services to
enterprises in over 40 countries across the continent. Vodafone is the
majority shareholder of Vodacom and has a 65% share.
We’re at
our best when we lead and over the past 20 years, as the Company that
pioneered mobile in South Africa, Vodacom has achieved a remarkable list
of firsts. We’re immensely proud to be a leader in our field and are
100% committed to continue trailblazing.
We employ individuals
who are as passionate about customers as we are. We are truly Customer
Obsessed which means that we are passionate about exceeding customer
expectations; work relentlessly to really understand the customer; look
at decisions through the customer’s eyes and take personal
accountability for the customer experience.
We have the below vacancy available in our Organisation:
The G Band Commercial Lead role is based within Enterprise Business Unit
The
Commercial Lead is responsible for delivering positive outcomes on
Vodafone’s largest and most complex opportunities. This is a customer
facing role that requires a deep understanding of Vodafone’s complex
global products and solutions as well as the macro-economic factors that
influence decision making. The Commercial Lead will understand the
Customer’s business and how multiple scenarios might evolve through the
opportunity life-cycle. The G Band Commercial Lead role is based within Enterprise Business Unit
Recommended:
Your responsibilities will include: Playing a pivotal role in aligning a robust set of internal stakeholders behind a deal strategy that they have developed whilst driving the opportunity through to positive closure.
Creating a strong commercial strategy that delivers against the customer’s objectives, constantly evaluating win chance whilst also ensuring profitable growth for Vodafone and mitigating business risk.
Providing regular updates and briefings on in-flight deals to C-Level customer and Vodafone stakeholders.
Engaging comfortably with senior stakeholders through all mediums of communication.
Accountable for the appropriate governance and approval of their opportunities and will manage a small team of Bid and Commercial professionals from a pool of onshore and offshore teams.
The role reports to the Regional Commercial Operations Leader or Team Leader and is expected to contribute to the management and direction of the region and/or sales sector.
Key accountabilities and decision ownership:
Accountable for end-to-end Commercial Operations deliverables of the opportunities assigned to the Commercial Lead, including standing up and managing a bid team, developing win strategies, managing stakeholders, program managing the submission and production of market leading proposals. Finalisation of deal P&L, ensuring appropriate governance in line with EDRA triggers and completion of handover to delivery functions.
Attend customer meetings to progress opportunities through to conclusion. Develop and present commercial, technical and service models with relevant subject matter experts, whilst being able to present the entire solution to the Customer.
Develop negotiation strategies using industry best-practice. Lead customer negotiations to achieve the best possible outcomes for Vodafone.
Strong stakeholder relationships within GECO, all functions involved in the bid process and the Vodafone Operating companies.
Recognise partner dependencies and ensure accountable functions are held accountable to deliver solution and commercial requirements specific to each deal.
Maintain a good level of understanding of the telecoms market, IT and economic trends and customer environments and how these factors influence customer buying behaviours to sell business outcomes that differentiate our offers.
Constantly challenge and reinvent commercial and operational paradigms, to ensure Vodafone´s offers remain innovative and market leading, whilst driving down costs to Vodafone and our customers.
Key performance indicators:
Achieve regional TCV and revenue targets through the successful delivery of 2-3 concurrent bids (6-8 per year) with average TCV greater than €30m.
Year on year improvement on win rate and OCR (Opportunity Capture Rate)
Increasing profitability trend at product/solution level
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Core competencies, knowledge and experience:
- Highly developed and proven commercial skill set coupled with the ability to program manage cross-functional teams in a technology environment.
- Proven leadership of complex multi-national opportunities working across a complex sales and business environment.
- A track record of working with blue chip customers, demanding internal stakeholders and a strong appreciation of sales processes and methodologies.
- Strong decision making capability. The ability to balance conflicting priorities and strong, individual personalities.
- Above average negotiation skills and the ability to engage with customer and Vodafone C-suite.
- Exceptional understanding of risk. Knows how to identify, prioritise, quantify and mitigate risk to optimise Vodafone’s exposure.
The Company’s approved Employment Equity Plan and Targets will be considered as part of the recruitment process. As an Equal Opportunities employer, we actively encourage and welcome people with various disabilities to apply.
Vodacom is committed to an organisational culture that recognises, appreciates and values diversity & inclusion and is committed to support LGBT+ people at work.
If you do not hear from us within 30 days please deem your application to be unsuccessful.
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