Key Account Executive – Multichoice Ethiopia PLC
Sales and Marketing
Multichoice Ethiopia PLC
The MultiChoice Group is a broad-based multinational media and entertainment group headquartered in South Africa, Dubai and Netherlands with principal operations in pay television, video entertainment, advertising and content security serving rapidly growing base of 13.5 million households. Eminent brands within the group include DSTV, GOTv, SuperSport, M-net, DSTVnow, Showmax and Europe based content security leader Irdeto. Key areas of operations are:
- Storytelling ranging from content creation, production and aggregation including the best global general entertainment, sport and eminent African content library, delivered to customers
- Pay Television: direct-to-home satellite and digital terrestrial television services;
- SVOD: subscription video on demand services across multiple online platforms with a focus on library and local content in developing markets, and
- Advertising: providing dynamic media solutions; handling commercial airtime, on-air sponsorships, content integration, and online sales across a variety of 130+ channel brands on linear TV, VOD, social media, and digital platforms.
The group’s strength lies in its focus on local language and culture, its entrepreneurial spirit and the quality of its workforce. MultiChoice Group (MCG) has a successful history of identifying trends early, adapting them for the markets in which it operates and leveraging them to maximum advantage. The group generates revenues primarily through subscription model, with a growing contribution from advertising revenue. Its key objectives are to:
- Expand Pay TV, SVOD subscriber base and advertising sales
- Focus on investment and technology
- Maintain a local approach
- Provide quality service
- Attract innovative and motivated employees
In MultiChoice Ethiopia (MCE), manages and markets the DStv and Showmax brands serving to enrich the livesof our customers in Ethiopia by inspiring passion, lifestyle and greatness.
Purpose of the Position
To develop, win, maintain, and expand relationships with Channel Partners across Ethiopia to continuously drive revenue growth (Acquisition and Retention).
Key Accountabilities and Contacts
Internal:
Marketing, Commercial Sales, Customer Care, Customer Operations, Digital Enablement, Customer Value Management, Customer Experience & PMO, Strategy, CII, Legal, Regulatory, Finance, HR; BTD
External:
Retailers, Distributors, Decoder Manufacturers, Installers, Agencies, Hospitality Industry and other businesses.
Key Performance Objectives
Sales Target’
- Ensure achievement of sales target
- Implement Sales plan
- Meet assigned sales quotas and cover designated targeted market segments
- Understand the business environment in which the company finds itself and assists in collating marketing information where necessary that might be useful for strategic planning efforts.
- Maintain awareness of sales activities in assigned territory.
- Give feedback of competitor’s activities and changes experienced
- Implement Sales plan within assigned territory
Development of New Markets
- Identify business opportunities
- Prospect leads and initiate contact with the leads
- Supports supervisor in developing new market opportunities in the designated territory or market
- Maintain a database of sales leads and assign to the other team mates
- Identifying prospects and ensure adequate follow up to generate business opportunities.
Development of New Markets
- Identify business opportunities
- Prospect leads and initiate contact with the leads
- Supports supervisor in developing new market opportunities in the designated territory or market
- Maintain a database of sales leads and assign to the other team mates
- Identifying prospects and ensure adequate follow up to generate business opportunities.
- Arrange markets with potential customers; challenge their objections to ensure their buy-in.
Strategy Formulation and Execution
- Manage the whole Channel Partner network in Ethiopia
- implement strategy and initiatives to grow the Channel Partners
- Achievement of Budgeted sales through Channel network
- Promote productivity of the field force
- Competition tracking and penetrate where competition exist
- Develop and maintains promotion programs
- Performs routine audits/satisfaction surveys
Channel Management
- Implement/monitor Channel Partner Growth Strategy
- Identify Channel partners.
- Work with distribution partners to build sustainable channels, both depth and breadth to support subscriber growth expectations.
- Implement a channel enablement framework throughout all territories.
- Onboard new key account customers
Budget Management
- Manage budgets and maintain accurate and up to date channel plans
Relationship Management
- Develop a strong collaborative working relationship with the Channel partners.
- Respond quickly to requests, work collaboratively to solve business problems, and communicate regularly with internal and external stakeholders.
- Establish direct communication with channel partners, providing supports and advise.
Reporting and Analysis
- Analyze the business and service performance, providing insight that will help Channel Partners and grow the business in accordance with set goals.
- Monitor competitive effects and trends in the channel
- Ensure that each report is accurate, concise, and timely.
- Bachelor’s Degree in Marketing, Business administration or management
- A minimum of 6 years in a commerce, business administration or sales and marketing leadership role
- Strong financial acumen and experience in channel partner management
- Deep sales & distribution knowledge
Functional Competencies
The incumbent is required to have the following functional competencies:
- Commercial Acumen
- Financial Management
- Negotiations Skills
- Customer Relationship Management
- Developing Value Proposition
- Product/Brand Knowledge
- Financial Management
- Risk Management
- Governance and Compliance
Behavioral Competencies
- Strategic Thinking
- Networking
- Risk Management
- Negotiation Skill
- Future Oriented
