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Manager – Regional Marketing (Gauteng )

Location of position

MTN
South Africa
Gauteng
Johannesburg
Innovation Centre

Job mission

To develop and implement the a comprehensive and consistent regional marketing strategy for Gauteng in support of the MTN Segments and Sales Channels strategy in congruency with the MTN Brand Strategy and positioning and in alignment with the requirements of MTN SA’s overall business objectives.

KPA duties

Task Complexity: Indicates those KPA’s that are essential to the position itself. These are normally specific to the incumbent, the job, and the function. Excludes role and leadership / management.

Strategic input
•Translation and execution of the Marketing strategy into regional marketing plan for Gauteng
•Manage and implement appropriate regional strategies to address the Consumer and business value proposition launches in support of the Segments strategy.
•Ensure maximum leveraging of regional marketing Communications plans
•Monitor competitive regional marketing activity aimed at the Consumer and business Segments and implement relevant actions to remain competitive.
•Build MTN brand awareness, market presence, affinity, visibility and likeability across target market sectors and across regions by using traditional and non-traditional media
•Ensure alignment of regional marketing messages with overall Brand and Communications messages and themes
•Liaise with Segmentation and Customer Insights teams to continuously deepen segment understanding through research and ensure an insight driven approach to communicating to the segments.
•Implement marketing programs for Gauteng to improve customer satisfaction in the regions
•Implement relevant advertising and promotional plans across the sales channels in Gauteng

Regional Trade Marketing Strategy
•Contribute to, challenge and implement the long-term strategy for the Regional Trade Marketing for Gauteng and ensure alignment of all activities undertaken in the unit to the strategy
•Analyse Regional market share trends and highlight areas that may be developed further
•Trade Marketing / Category Management process and solutions with external & internal customers to grow market share in the regions
•Leading the development of the Regional Trade Marketing plan for Gauteng to achieve defined business objectives for all regions Analyse competitors actions and positioning in the regions
•Develop, implement and manage a Regional Trade Marketing and Communications plan in line with brand, target segments, value propositions and retail sector requirements
•Lead organizational thinking on Regional Trade marketing communications
•Coordinate and implement marketing programs that increase MTN’s regional brand presence and market share
•Act as the conduit between Sales and Consumer marketing in Gauteng , focusing on influencing key stakeholders to deliver activity that sits within the overall Marketing / Brand Strategy of the specific region.
•Work closely with the sales team to ensure that trade marketing plans are aligned with sales objectives and revenue targets

Operational Planning
•Development and implementation of all promotional activities.
•Development, execution, and performance of all programs designed to increase MTN’s market presence in Gauteng
•Management and monitoring of the execution of Regional Trade Marketing initiatives
•Contribute to the Company’s goals and objectives and improve market share, customer satisfaction and productivity performance in the regions
•Development of a trade promotional plan with key customers and channels for Gauteng
•Ensure alignment across the Sales and Marketing organizations on field sales needs and marketing initiatives, including coordination with Corporate Trade Marketing and budget management.
•Working closely with sales channels to provide category and shopper insights to drive sales performance in the regions
•Monitor and improve processes to link all Marketing activities with the activities of the Sales team in the regions
•Ensure alignment across the Sales and Marketing units on field sales needs and marketing initiatives, including coordination with Business segments Trade Marketing requirements
•Providing leadership in the translation and execution of the Marketing and Brand strategy into impactful programs.
•Translate Marketing Communications strategy into operational implementation plans, and drive the execution thereof
•Align operational targets to business strategy
•Consider the long term (1-2 years) implications of actions on the viability of the business from a broader perspective
•Consider the impact of solutions on other areas of the business, as well as the interdependency of units
•Develop a Regional Trade Marketing plan across all regions
•Own the Regional Trade marketing calendar and work with Marketing Communications to integrate and align with the overall MTN campaign roadmap
•Implement campaigns from concept through to delivery into all retail and specialist networks with channel managers and into all sponsorship points with relevant brand teams
•Oversee execution of POS/BTL campaigns through regional Trade Marketing programs
•Development and roll out of consumer engagement programs, activities and competitions in the regions
•Category Management and coordination of MTN products and services in the regions
•Drive best practice, continuous improvement and innovation at process and procedure level within Regional Marketing
•Identify, evaluate and assess new Regional Trade Marketing opportunities
•Consider local conditions, as well as competitor activity to create competitive advantage
•Manage resources (people, finances and products), taking local conditions into consideration
•Identify innovative ways to use minimum resources to achieve maximum outputs
•Engage with multiple stakeholders both internally and externally to maintain operational standards and to ensure relevance of activity.
•Drive strategic and operational direction for the Regional Trade Marketing strategy

Customer Management
•Work with sales and service teams to define customer experience requirements for the Consumer segments in the regions
•Ensure customer needs and requirements are satisfied through appropriate systems, processes and procedures.
•Align service delivery across regions to changing market segment requirements and enhance customer experience.
•Understand regional customer needs; develop and fine-tune systems to meet those needs accordingly within the scope of the defined end-to-end customer experience
•Define the overall specifications of the end-to-end customer experience for the regions in coordination with the CSSO business area.
•Develop specific communication and promotion campaigns with Marketing Communications team and work with Customer Development and Retention to develop usage stimulation and retention campaigns
•Identify trends / patterns pertaining to customer needs in the regions and filter this information through the business to continually improve all aspects of service delivery.

Customer Satisfaction
•Align service delivery to changing regional dynamics
•Understand regional customer needs and develop and fine-tune systems accordingly
•Ensure regional customer needs and requirements are satisfied through appropriate systems / processes / procedures
•Put contingency plans in place to prevent delays and enhance the customer experience
•Adopt a proactive approach to prevent problems from arising in the future
•Initiate change to continually improve all aspects of service delivery
•Drive continuous improvement as an important element of service delivery
•Identify regional trends / patterns pertaining to customer requests and needs and filter this information through to continually improve all aspects of service delivery

Financial Management
•Ensure that sales teams reach desired targets on gross and net acquisition, ARPU and market share figures in the regions
•Manage POS / Retail Communications budget and contractual obligations in the regions
•Forecast, plan, develop and review regional budget to provide MTN with return on investment
•Manage and optimise the budget at Regional level ensuring all expenditure is in line with the agreed budgets
•Monitor costs and determine initiatives to optimize resources.
•Ensure cost effectiveness by maximising cost/benefit ratios
•Identify areas where money is lost and seek ways to reduce expenditure
•Identify opportunities to generate additional revenue
•Base annual budgets on the identification of trends and patterns within the current operations and extrapolate these over the next planning cycle, taking any known changes in new products or services into consideration
•Report on results, including compilation of periodic activity, budget compliance and feedback reports
Supervisory / Leadership / Managerial Complexity: Refers to the responsibilities for directing, guiding, motivating and influencing others.

•Understand the need to train and develop staff to be able to use resources optimally and enhance performance
•Deploy and redeploy resources to get the work done
•Build and enforce a customer centric approach
•Employee relations and collaborative teamwork
•Manage Employment Equity and diversity
•Coaching and guidance of subordinates
•Build professionalism, loyalty and commitment to the organization
•Communicate actively and effectively resolving any potential conflicts that may arise
•Display insight into leadership style and how it impacts on performance positively and negatively
•Have the self insight and flexibility to adapt to different situations
•Manage boundaries that separate units in order to optimise workflow
•Living the MTN Brand – changing and influence employees behaviour
Role Complexity: Does not refer to the various “roles” that the incumbent has to assume in the conducting of the duties. Instead, this would be additional complexity that should not be inherent in this position, but the incumbent has responsibility for. Example HR Managers having to manage an IT function.

Lateral Dimensions: These indicate the areas where the individuals could contribute uniquely in addition to the indicated duties, as well as how they could be affected by others or circumstances not necessarily under their control.
Creativities (improvement/innovation inherent) Indicates the potential for improvement and / or innovation inherent in a position.
•Apply market research in an optimal way to add value other areas of the business, as it relates to the Gauteng Regions
•Proactive research and speedy communication of results and recommendations to the relevant areas to build a competitive advantage
•Recommend innovative solutions to enhance MTN SA performance
•Deploying and redeploying resources in the most effective way
•Make continuous improvements at system, process and procedure level
•Explore innovative ways to deliver Regional Marketing requirements of all functional units in Gauteng
•Define and exploit opportunities for optimising the value of Regional Marketing
•Establish sound relationships with other business areas and with agents and suppliers
•Identify innovative ways to use minimum resources to achieve maximum outputs
•Identify and exploit new opportunities to grow the business further
•Encourage continuous service improvement
•Proactively seek information on business issues, particularly outside the Consumer unit which may impact on the unit
•Implement cost-saving activities
Vulnerabilities (control span)
•Limited resources
•Evolution of technology
•Changes in South African regulatory environment
•Changes in labour relation acts
•Fluctuations in the market
•Banking and Tax legislation
•Competition acts
•Reliance on the stability and availability of systems
•Ineffective support from key stakeholders
•Customer dissatisfaction
•Non-achievement of turnaround times
•Inappropriate processes resulting in delayed service to clients
•Delays in third party outputs, approvals or product launches leading to late roll-out of campaigns and material


Collaboration: Refers to formal and informal relationships
Responsibility towards: who are they and what do they receive from the incumbent.
•Direct reports: None
•Matrix reports: None
•Key customers: MTN end-users, functional business units, Brand and Communications team, Consumer Segment stakeholders. Sales Channel Managers, Customer Management , Customer Services, Products and Services, Innovation and Innovations Support, Segmentation and Customer insights, Pricing, Marketing Roadmap & Planning BFA, Procurement. .
•Key suppliers: Consumer Segments, Sales Channels, Brand and Communications, Media Strategy & Planning, Vendors, Service Providers, Partner Agencies, including: advertising, market research, print, media, publications, Innovation and Marketing Support, Finance
•Relations: Consumer Segments, Brand and Communications, Customer Management, Finance, Sales Channels, Innovation and Marketing Support

Discretionary Space: The degree to which individuals are allowed to exercise independent thought and judgment.
Independent thought and Judgment: Relates to the decision-making constraints place upon a position or conversely, the degree of freedom in decision-making.

•Objectives set for the unit
•Dissemination of information
•Implementation of Retail Communications plans and campaigns
•Team motivation
•Budget compliance
•Resource allocation
•System, process and procedure fine-tuning / development to achieve business objectives
Authorities:
As per delegation of authority

Educational requirements

Education:
•A relevant tertiary qualification in Marketing e.g. IMM or Marketing degree

Experience required

Experience:
•At least 5 years of experience in leading retail and service operations in the mobile technology and/or in retail-intensive B2C industries, preferably with a significant service and technology dimension (e.g., financial services, consumer electronics)
•At least 5 years of leadership experience in similar positions, in fast-moving technology intensive industries
•A strong background in marketing and/or advertising
•In depth understanding of the telecommunications industry, FMCG and brown goods marketing principles

Skills required

Training:
•Products and Services
•Systems training
•Computer training
•Network training
•Project management
•Legislation

Other information
Reference No: RMG/CMO/JS
Position Type: Permanent
Affirmative Action: Open to All
Salary:
Additional: Knowledge:
•Knowledge of cellular best practices
•Knowledge of local markets, including market trends
•Sales and service environment
•MTN products and services
•Market research
•Business acumen
•Broad knowledge of the industry
•Understanding the regulated environment
•An understanding of the MTN business
Skills / physical competencies:
•People management and leadership skills – the ability to hire the right people, get the best out of people, and make sound people management decisions
•Relationship skills – to build relationships to facilitate efficient workflow
•Coaching skills – to develop the team and staff
•Scanning skills – to search for new ideas, trends and principles
•Strong “can-do“ attitude combined with an ability to use minimum resources to get maximum outputs
•Systems thinking – understanding the “big picture”
•Delegating skills

OTHER
•Business acumen – un understanding of the business as a whole
•Negotiation skills
•Analytical skills
•Planning skills
•Conflict management skills
•Communication skills
•Influencing skills
•Time management, specifically the ability to prioritise
•People skills – creating and nurturing the tone of the internal culture
•Flexibility – the ability to adapt and change in the light of changing circumstances / new information
•Culture diversity management skills
•Stress management skills
Behavioural qualities:
•Assertive – being tough when necessary without fear or favour
•Courage and conviction – challenging the status quo and breaking down silo barriers to performance, and overcoming resistance to change
•Resilience – to repeatedly challenge despite setbacks and resistance
• Proactivity / initiative – to introduce ongoing changes to maximise prodctivity and influence the future
•Focused and priority driven – staying focused amidst the multiple demands and expectations
•Innovative
•Customer centricity

OTHER
•Accuracy
•Attention to detail
•Highly driven and motivated individual, with strong personal presence, integrity and resilience
•Decisive
•Action-oriented
•Diplomacy and tact
•Relationship builder – strong people focus
•Operate with integrity (high ethics)
•Pressure tolerance
•Consultative
•Perseverance


General working conditions (e.g. shift work, drivers license, specific tools, special clothing, environmental requirements, etc.)
•Flexible working hours
•Flexibility to travel (local / international)
•Attending functions after hours
•Constant pressure to meet extremely tight deadlines
KPA Quality Standards
•Expenditure within budget
•Quality of sales intelligence
•Quality of reports
•Timely reporting and the accuracy thereof
•Employee satisfaction index
•Customer satisfaction index (CMAT targets)
•Objectives set for the unit
•Dissemination of information
•Implementation of project plans
•Team motivation

Applications close 01 Mar 2012.