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Specialist: Channel Management

Posting Country: ZA

Date Posted: 8 May 2025

Full Time / Part Time: Full Time

Contract Type: Permanent

At Vodacom, we’re working hard to build a better future. A more connected, inclusive and sustainable world. As a dynamic global community, it's our human spirit, together with technology, that empowers us to achieve this.

We challenge and innovate in order to connect people, businesses, and communities across the world. Delighting our customers and earning their loyalty drive us, and we experiment, learn fast and get it done, together.

With us, you can be truly be yourself and belong, share inspiration, embrace new opportunities, thrive, and make a real difference.

When it comes to putting people first, we're number 1.

The number 1 Top Employer in South Africa.
Certified by the Top Employer Institute 2025.

Role Purpose/Business Unit:

The Specialist: Channel Management will also manage the overall SME sales and revenue targets across all channels. Channels will include Direct, Branded Stores, Digital Channels, Telesales, Inside Sales and Partner Channels. Management of pipeline and in year revenue across all sales channels by managing the sales operation and cadence. Support the sales channels with training, collateral and proposition playbooks, driving sales enablement. Drive incentives and GTM campaigns to stimulate sales activities and demand to meet sales targets.

Your responsibilities will include:

Channel Management & Insights

Track and manage the weekly, monthly and yearly sales and revenue targets across all sales channels for SME, working with the respective sales channels
Develop a dashboard with all customer pipeline per channel, converted sales, in year revenue, revenue vs. budget, sales vs. budget, pipeline cover, velocity and conversion
Track sales by product tower on a daily, weekly, monthly basis vs. targets
Track the sales pipeline and in year revenue across all channels, working with the respective channels
Run the weekly sales cadence to track SME pipeline, sales and in year revenue targets through weekly reporting
Customer NPS by subsegment
Provide insights on customer trends by channel on a weekly basis
Provide insights on partner pain points on a weekly basis and support to unlock them to achieve sales targets
Provide insights on product uptake and challenges in channel on a weekly basis

Channel Intelligence

Perform analysis of competitor channel performance
Understand competitor customer journeys per channel
Benchmark channel performance with competitors and key Telco’s in Similar and Developed markets per channel
Research channel strategies of key Telco’s in Similar and Developed markets per channel
Define and manage channel conflict policies
Define and manage customer segmentation policies
Use available market intelligence to estimate competitors performance in each channel

Sales Collateral & Training

Sourcing of sales collateral from the trade from competitors
Training of sales teams with the Value Propositions teams on how to position against key competitor propositions in each channel
Training the respective sales teams on defined sales guides and cheat sheets for the sales teams to understand the value proposition
Training the sales teams on collateral (brochures, digital artwork, presentations) that sales can use as sales material to position the value proposition to customers

Customer Experience

Work with the customer experience team to manage the NPS program across all channels
Manage voice of customer surveys to obtain independent qualitative feedback from customers
Obtain competitive intelligence on competitor customer experience programs and performance versus Vodacom
Work with all channels to drive the correct touchpoint nps (t-nps) targets

Stakeholder Management

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
Collaborate with industry vertical leads and teams on Sales Strategies and Plans to unlock growth in scaling industries and/or strategic accounts
Present to customers/partners on Value Propositions to close strategic / high value deals
Internal and External stakeholder engagement and partner management related to growth of segment
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.

The ideal candidate for this role will have:

B. Com/Business Science, IT, Engineering) Degree or Equivalent
Minimum of 3+ years’ experience in Sales and Channel Management within the SME sector

Technical Competencies

Experience in solution selling within enterprise customers
Ability to translate customer’s objectives and strategy into relevant Vodacom Business propositions
Experience working in multinational matrix organisation
Understanding of segmentation strategies and proposition management
In depth understanding of segmentation strategies and proposition management
Experience in developing new B2B channels through direct selling, telesales, inside sales, partnerships and digital channels
A broad understanding of the ICT Landscape and Strategic ICT enablers.
A thorough understanding of converged and networking technologies and services.
Demonstrated understanding of important financial concepts, the IT&T environments, purchasing practices and industry specific aspects of corporate customers.
Understanding of the Value Chain Analysis with regards to various customer businesses

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)
Organizational Savvy: Demonstrates strong understanding of assigned strategy for the Business/ Function and creates strong team alignment to the strategy.

We make an impact by offering:

Enticing incentive programs and competitive benefit packages
Retirement funds, risk benefits, and medical aid benefits
Cell phone and data benefits, advantages fibre connection discounts, and exclusive staff discounts offered in collaboration with partner companies

Closing date for Applications: 16 May 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.

Commitment from Vodacom

Vodacom is committed to attracting, developing and retaining the very best people by offering a flexible, motivating and inclusive workplace in which talent is truly recognized, developed and rewarded. We believe that diversity plays an important role in the success of our business and we are committed to creating an inclusive work environment which respects, values, celebrates and makes the most of people’s individual differences - we are not only multinational but multicultural too. At Vodacom you will have access to our excellent flexible benefits programme that you would expect from any global company.

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