Job Summary

The job holder will develop the sales and marketing strategy in the Nigeria Region (within the broader corporate strategy) and implement the business plans, achieve operational targets, and ensure that processes and systems are robust enough for Connected Video to achieve its growth targets; To establish and grow a healthy brand position within the market, and drive all Sales, Marketing and CVM channels to grow market share. Oversee sales pricing, planning, operational forecasting, partner management, and trade marketing.

  • Minimum Qualification:MBA / MSc
  • Experience Level:Management level
  • Experience Length:10 years

Job Description/Requirements

Responsibilities:

Strategy – Developing & Executing Strategic Plans:

  • Develop (with corporate) and implement the Nigeria sales, marketing, PR, and branding strategy (both short term and long term)
  • Formulates, develops, and implements creative, advertising, media, and promotional campaigns for channels
  • Including a relevant digital marketing strategy (organic and paid) 
  • Develop and grow a locally relevant Sales and Marketing distribution network, including a direct sales force that can project the brand as a locally relevant brand
  • Translate Organizational sales targets and strategy into meaningful operational targets and strategic focus areas for the business unit under management 
  • Use customer insights to identify and evaluate strategic and innovative revenue-generating sales initiatives
  • Launch Viable projects in support of business objectives
  • Identify required improvements to ‘Join’ and onboarding journeys and minimise leakage from the acquisition funnel
  • Work closely with the organization in Nigeria to leverage synergies in Sales and Marketing where possible

Channel Management:

  • Design and Implement a channel enablement framework throughout all territories.  
  • Develop a clearly articulated and logical route to market with the Channel Partners, not limited to Direct SalesForce, activation drives/roadshows, tents/pop-ups, informal retail, formal retail, etc
  • Develop Channel incentives jointly with Management. Ensure all Channel incentives are aligned with organizational goals.
  • Develop a strong collaborative working relationship with the Channel Partners.  
  • Harness new distribution opportunities with alternate channels

Sales Budget Management:

  • Set sales budgets and targets for Nigeria. 
  • Budgeting and forecasting, and monthly variance analysis for performance against actual financial results
  • Rigorously monitor sales performance against approved budgets and put measures in place to address variances. Continuously identify areas for improved efficiency

Marketing Budget Management:

  • Manage annual budget and forecast exercises
  • Rigorously monitor Marketing performance against approved budgets and put measures in place to address variances. Continuously identify areas for improved efficiency

Sales Operation Delivery:

  • Establish sales objectives by forecasting and developing annual sales quotas for regions and territories; projecting expected sales volume and profit for existing and new products
  • Implement national sales programs by developing field sales action plans
  • Ensure that all sales channels are sufficiently trained on both the acquisition journey as well as upcoming and existing content slate, to maximise sales pitch effectiveness
  • Ensure all points of sales are optimally branded, and this POS marketing is updated frequently
  • Develop the various sales channels to optimally sell a mix of our mobile products

Marketing Operation Delivery:

  • Execute the newly developed Brand Strategy and set up metrics to measure the success of rollout
  • Develop and manage creative marketing initiatives in support of organisation's range of activities – across traditional channels and digital channels including PR, Social (organic), and ideally performance marketing
  • Introduce key marketing policies and processes in order to optimise Subscribers’ engagement
  • Align the organisation internally around marketing, brand, and customer objectives 
  • Guide and direct the development and execution of through-the-line marketing communications across all touchpoints
  • Manage advertising agency, PR agency, and marketing consultants
  • Guide and direct the design, development, and deployment of campaigns to specific markets. Weekly, monthly and quarterly report on the performance of campaigns in Nigeria 
  • Ensure consistent brand messaging across the organisation to optimize ROI and brand health 
  • Drive customised marketing based on knowledge gathered and assist sales in driving customised sales drives in those territories.

Requirements:

  • MBA or equivalent qualification
  • A minimum of 10 years of senior management experience 
  • At least 7 years of marketing leadership experience, with a history of launching new brands
  • Extensive experience in sales leadership including developing and managing sales channels from scratch (formal and informal channels)
  • Strong digital marketing background, including organic and paid (social, google, etc)
  • Detailed commercial and financial acumen, balanced with creative flair
  • Ideally, experience in the Pay TV or OTT industry (or experience in selling and marketing digital B2C services)

Technical Competencies:

  • Brand Strategy, development, and management
  • Content marketing strategy, development, execution, and optimisation
  • Sales channel strategy, development, and management
  • Sales forecasting
  • Media agency management
  • Commercial acumen
  • Developing value propositions
  • Competitive analysis
  • Reporting and Research
  • Financial Management/Budgeting 
  • Regulatory compliance and legal environments

Behavioral Competencies:

  • Strategic Thinking
  • Networking
  • Risk Management
  • Negotiation Skills
  • Future-Oriented

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