Managing Executive: Products and Solutions

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Role Purpose/Business Unit:

• Defines and ensures implementation of the Vodacom Business Cloud, Hosting, Applications, AI & Security and future product needs Products and Solutions services strategy to ensure the delivery of revenue and profitability across all segment practices and channels. To formulate the strategy for the relevant Product & Solutions business unit, ownership of the business' complete Product suite, and drive innovation throughout. design and deliver an end-to-end strategy for the development of products to maximise existing customer bases and acquisition of new customers. Create an effective workforce and business process delivery channel that will provide a high-quality level of service exceeding client expectations to contribute to the organisations marketing and sales effort in ensuring continuous growth and sustainable profits. Set and optimise the overarching product roadmap, ideation process, product lifecycle process, positioning and pricing strategy. Collaborate with the Sales, Marketing and other relevant teams to optimise GTM’s and results. Support the development of specific product differentiation, pricing strategies and pricing optimisation.

• Develops and leads strategic customer relationships and anticipates client requirements to drive sales, revenue and unmatched customer experience. Develops and expands the overall Vodacom Business Products and Solutions service offering through building close relationships with relevant internal and external stakeholders. Works closely with the various segment practices and channels to identify and successfully leverage the relevant Vodacom Business Products and Solutions.

• Owns the P&L for the Cloud, Hosting, Applications & Security team. Setup a high performing team that drives above market related growth.

Your responsibilities will include:

Strategy Formulation & Execution:

• Define and Execute long term Vodacom Business Products and Solutions strategy - with the aim to deliver revenue, margin and market share leadership.
• Develop and maintain a deep understanding of the relevant Products and Solutions market, key trends, the competitive landscape and enterprise application.
• Definition and design of Product propositions to lead the development future product roadmaps and industry propositions in collaboration with Technology Partners.
• Define and translate the organisational strategy into meaningful operational targets.
• Use customer insights to identify and evaluate strategic and innovative strategies that delivers disruptive customer-centric innovation, engagement and impact, both within and across product categories and create new revenue streams
• Capture and drive programmes than enable interconnected offers to enable customers to have a seamless and more effortless experience when consuming Beyond Mobile products.
• Design and lead revenue generating sales initiatives and pathways for route-to-market to support the execution of the VB sales strategy nationally.
• Ensure revenue & margin targets are achieved.
• Define and own the GTM Strategy for Value Propositions
• Identify potential new product and service opportunities based on market analysis, competitive intelligence, and customer feedback.
• Assess the market viability and potential return on investment for new technology offerings.
• Identify and nurture potential partnerships with other technology providers that can complement and enhance Vodacom's products and offerings.
• Define and ensure the technical architecture of the overall portfolio maintains the design and architectural principles of Vodacom’s technology landscape
• Achieve Portfolio Commercial Goals (Target revenue, new business & resign TCV, margin, EBIT & Opex)

Budget Management

• Manage financials and associated controls for effective cost control
• Rigorously monitor expenditure against approve budgets and put measures in place to address variances. Continuously identify areas for improved efficiency and reduced cost.
• Effectively manage function and its objectives in line with approved budgets, report variances as required and recommend / implement remedial action within span of control
• Assess expenditure and resolve gaps
• Review and authorize payments in line with approved budget and policy and submit for final processing
• Ensure identification, implementation and development of processes to optimise cost efficiency

Channel Development and Sales Revenue Growth:

• Channel Development and Sales Revenue Growth: Focus on increasing net sales revenue within each segment practice and channel for Products and Solutions.
• Commercial delivery: Sets annual targets for the Products and Solutions Organisation according to agreed business plan. Accountable for profitability and the delivery of this margin. Sell to bill and collect.
• Deliver through Product capabilities : IoT, Cloud and Fixed to develop future product roadmaps and industry propositions.
• Focus on increasing net sales revenue within each segment practice and channel.
• Delivering profitable revenue growth across product portfolios
• Responsible for Pan Africa growth through subsidiaries and group companies
• Understands the value of profitable customers and delivers outstanding service to our customers.
• Oversee and facilitate the annual business plans; sales cadence and pipeline management
• Deliver Services Vertical Profit and Loss Sales Plan
• Ensure service delivery translates into an above industry Net Promoters Score (NPS) standard.
• Partner with sales executive to sets annual targets according to agreed business plan to ensure profitability and the delivery of margin- Sell to bill and collect.
• Set and manage a governance plan to ensure consistency and adherence to technical standards and design, product development and pricing methodology and parameters, as well as the timely provision of key inputs from participating functions
• Conduct competitor product and pricing intelligence analysis to develop a robust understanding of our position in the market and an awareness of our competitiveness
• Establish a pricing elasticity methodology and run elasticity and customer profitability analysis to ensure informed pricing decision making
• Evaluate the price performance of products by developing a robust price monitoring plan and make corresponding price optimisation recommendations

Stakeholder Management

• Strategic management of stakeholders to achieve success in the market. Builds collaborative partnerships and alliances for market success.
• Managing and collaborating with Vodacom Business Exco and senior sales leadership to develop growth plans for the business
• Collaborate, champion and enable effective leadership and cross-functional working relationships to create a unique, superior customer experience based on leadership practice. Connect and leverage the skills of various functional teams to generate synergy across all the different customer touch points
• Provide specialised and technical support to internal and external stakeholders to ensure achievement of functional and organisational objectives
• Establish and monitor healthy, diverse internal and external relations and implement remedial actions where required, in the achievement of organisational goals.
• Develop and maintain key account relationships with channel partners, ensuring that channel partners are aligned to the customer experience expectations and to the sales partner strategy framework.
• Manage the multiple internal & external stakeholders across the landscape

Delivering through People:

• Lead the VB Products and Solutions Organisation: Build a high performance & diverse organisation, focused on generating growth opportunities from clients and prospects, and driving unique growth and development opportunities in line with relevant revenue & margin targets to be achieved.
• Performing through People: Supports and enables the team to succeed. Drive skill development and create fit for future sales organization capable of selling solutions
• Oversee the activities of the team to ensure effective delivery of business outcomes.
• Supports and enables the team to succeed by encourage frequent knowledge sharing between team members amongst other enablement initiatives.
• Create fit for future organization capability through skills development informed by skill gap analysis in line with business strategy and ensuring that the identified skills gaps, are addressed through training.
• Develop a high performing team by embedding formal performance management process, informal coaching through continuous 1:1 performance discussion
• Embed the Spirit of Vodacom by living the Spirit behaviours and ensuring consistent Spirit engagement initiatives.
• When required, initiate disciplinary processes for team members calling on support from HR when required
• Resolve grievances raised by team members and escalate only if required
• Motivate team members and ensure that their efforts are recognised by using Vodafone Stars platform.

The ideal candidate for this role will have:

• B Degree/Equivalent
• Postgraduate qualifications/MBA (Desirable)
• 10 to 15 years’ Technology engineering, management and sales experience in the telecommunications or technology related environments e.g. (ICT) with demonstrated experience in:
  
  • Managing Large scale customer sales organization
  • Portfolio management
  • General management skills – particularly finance; marketing and HR
• 5 to 8 years management experience

Technical Competencies 

• Strategic mind set and out of box thinking
• Experience in solution selling within enterprise customers
• Deep understanding of the customer’s business, it’s market and industry alongside key decision-makers and influencers in account organisation
• Ability to translate customer’s objectives and strategy into relevant Vodacom Business propositions
• Robust understanding of account P&L
• Experience working in multinational matrix organisation
• Successful track record of managing multi- industry sales teams and demonstrate profitable revenue growth
• Strategic Thinking: Effectively delivers against assigned strategy, exceeding expectations. Translates strategy into clear areas of focus and priorities

Behavioural Competencies

• Customer Focus: Prioritizing customer needs and delivering excellent service
• Accountability: seeks feedback and identifies opportunities for improvement or innovation
• Collaboration: Actively fosters collaboration, seeks input and effectively partners
• Resilience: Actively seeks opportunities for growth, demonstrates a strong commitment to self-improvement and has a growth mindset
• Flexibility: uses various techniques to influence others (lobbies, approaches decision makers, finds sponsors)
• People Management: Ensure team work together to deliver on their responsibilities creating accountability and ownership
• Organizational Savvy: Demonstrates strong understanding of assigned strategy for the Business/ Function and creates strong team alignment to the strategy.

Closing date for Applications: 05 June 2025. 

The base location for this role is Vodacom, Midrand Campus. 

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.