Overview
Principal Channel Management Jobs in Johannesburg at Vodafone
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Role Purpose/Business Unit:
Develop new channels to market, including new SME partnerships. The Principal: 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 Development
Perform channel dimensioning exercises and support in determining where additional coverage is required for SME distribution
Development and setup of new distribution channels, where the market opportunity warrants this
Channels will include Direct, Branded Stores, Digital Channels, Telesales, Inside Sales and Partner Channels.
Setup of SME strategic partner channels where required to support sales targets across the micro, small and medium sub segments
Channel Management
Managing the SME sales operational performance targets per channel and overall for SME
Management of existing sales channels where required
Manage the sales pipeline cover, velocity, conversion and in year revenue across all channels
Manage the weekly sales cadence to track SME pipeline, sales and in year revenue targets through weekly reporting
Provide daily, weekly and monthly sales cadence reporting
Manage customer NPS by subsegment
Sales Collateral
Define sales guides and cheat sheets for the sales teams to understand the value proposition
Provide collateral (brochures, digital artwork, presentations) that sales can use as sales material to position the value proposition to customers
Provide case studies to the various sales channels, that can be used in micro targeting and positioning propositions in particular sectors
Analyse competitor collateral, based on market intelligence and feedback to the value propositions teams for response where required
GTM Enablement
Managing channel enablement through training, collateral development, campaigns and incentives
Defined curriculum and proposition training material, housed within the academy
Sales training on the customer value proposition and underlying products that meet the customer needs
Support the sales teams with GTM strategies and campaigns to drive demand in the channels (Roundtables, Activations, Retail Campaigns, etc.)
Align sales compensation plan to sales behavior towards selling propositions
Create incentives to drive sales activity and uptake of various propositions
Incentives performance tracking
Sales performance reporting and cadence management
Stakeholder Management & Business Development
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.
Delivering through People:
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. Com/Business Science, IT, Engineering Degree or Equivalent
A Post Graduate Degree in Business Science, IT, Engineering OR related field an advantage
7+ years’ experience in Channel Management through direct selling, telesales, inside sales, partnerships and digital channels
ICT or financial services experience essential
3+ 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 for
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)
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.
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.
Title: Principal Channel Management
Company: Vodafone
Location: Johannesburg
