Terminals & New Growth Areas Lead at Safaricom Kenya

Job Description

Reporting to the Chief Channels Officer  the role holder will manage end to end the Terminals Strategy and execution including strategic alignment between the Consumer and Enterprise Business Units, devices portfolio management, commercial and partner management (OEM & OTT). He/she is also responsible for management of the Consumer Fixed Business across the country.

Below are the key skills and competencies required to be successful in this role:

Business Competencies:

•  Business KPIs delivery on time. Strong collaborative working relationship with all company’s divisions and functions CBU, EBU, Technology, IT and Finance Strong experience of influencing senior stakeholders and proven ability to drive change

Leadership and teamwork

• Manages a team of responsible for terminals portfolio management, product management, partner management and operations excellence.
• Sets goals and targets regarding local terminals strategy implementation to direct subordinates and runs performance review process Lead terminals Mission and FC revisions process
• Recruits, coaches and appraises terminals dept employees as well as coaches’ direct subordinates and motivates all terminals team members to deliver their targets as well as to bring fresh ideas to support company’s objective strategy and goals 
• Influences in company’s commercial decision-making process in particular device financing and Data Mission objectives

Innovation and change

• Leads terminals strategy development and implementation, initiatives, related to terminals, services development (My Services) and LRP & Annual plans 
• Solves problems related to terminals strategy, service development and plans implementation following an escalation process from indirect subordinates to direct subordinates. Problem solving usually is based on advanced analytical thought and judgement.

Knowledge and experience

• Broad knowledge of marketing and supply chain management will give strong advantage to job holder 
• Commercial awareness and in-depth understanding of terminals industry and competition is an integral part of the role

Communication

•  Demonstrates excellent written and verbal communications skills 
• Demonstrates strong management skills   
• Demonstrates ability to structure complex problems clearly and syntheses data to key conclusions for management decision making
• Demonstrates strong influencing skills and personal impact with people from all levels and parts of the business 

Key Responsibilities

Terminals strategy: 

• Lead terminals strategy leveraging the Safaricom product catalogue and strategic assets. 
• Ensure company market requirements are reflected into the planning of the Vodacom/Vodafone group global product strategy. 
• Develop relevant strategic group initiatives are reflected in local strategic plans. Creating an integrated terminals 
• Lead the terminals planning processes, delivering on time and to a high quality

New Growth Areas (Fixed)

• Develop, implement, and oversee overarching sales and business development strategy, sales processes, and structure for FFTX
• Research and identify new business opportunities – including new markets, growth areas, trends, customers, partnerships, and services – or new ways of reaching existing markets
• Ensure robust pricing structure in conjunction with Fixed tribe  in line with business value analysis
• Ensure  build up, maintenance and management of a sustainable sales pipeline in order to reach the set revenue targets set for the company in the annual budget.

Business improvement: 

• Transform the Terminals and Fixed Business end to end. Integration of the full value chain, leading Kenya’s integration into the global strategy. Specific improvement plans regarding terminals Supply & Demand Process, In-stores After Sales Services, Logistics & Buy Back. Portfolio & Commercial alignment to deliver scale 

Marketing plan: 

• Lead Co-creation of terminals integrated marketing plan for Safaricom across all functional areas and 'through-the-line' (i.e. single plan integrating prepay/postpay/VAS propositions, with terminals, with ATL, BTL and base marketing, and sales focus) in collaboration with CBU Data Tribe Lead; Keep this 'live' throughout the year, identifying gaps and potential conflicts. 
• Review priorities based on company’s strategic direction, resource allocation and return. 

Partner Management: 

• Co-lead local negotiations with terminals, accessories and after sales/Logistics services suppliers, ensure integration, alignment and continuity with VPC negotiations in a way that will generate more benefits and profits for the company. 
• Supports special projects when terminals are key enabler to deliver project’s goals. Lead differentiation strategy by reaching better deals regarding Time to Market Advantage, Prices, Product Availability and Inventory management 

Device Financing:

• Lead the device financing strategy and implementation in collaboration with the CBU, EBU and Finance Divisions to support the 4G penetration agenda for the company and improve NPS.

Customers, suppliers and third parties

• Strong Collaboration with OEM’s, OTT and Vodacom Terminals Group Marketing and Procurement as well as with Regional Operations regarding all terminals business aspects (Marketing, Supply Chain, After Sales) and CBU, EBU, Finance, HR, Corporate Affairs, Legal, Technology and Productivity - Finance.

Team Management

• Managing and offering leadership to the Terminals function team 

Qualifications

• 5+ senior experience in marketing/commercial/strategy experience. 
• Detailed knowledge of mobile telecoms and related industries, as well as general strategy issues and problem solving approaches
• Specific knowledge of mobile device value chain and business management in an operational context with device financing an added advantage
• Strong knowledge and experience of Safaricom/Telco operating model or equivalent similar global corporate operation  
• Ability to operate successfully in dynamic, uncertain and challenging environments, and to manage effectively in a matrix organisation
• Creativity in problem solving, with a positive ‘can do’ approach
• Excellent written and verbal communications skills; Strong personal impact and influencing skills