Controller SME Direct Sales Summary
The Controller SME Direct Sales at MTN Ghana will support in prospecting, acquiring, and growing SME customers
in defined industry verticals within the assigned territories to meet growth including retention targets for the Direct
Sales team and the overall SME, and identification of strategic and profitable SME customers as well as cross/upsell
opportunities in the assigned industry verticals in allocated territories.
Controller SME Direct Sales Job Context
Highly dynamic and competitive telecommunication industry
Advancement in global technology trends
MTN Group business standards and practices
Diverse cultural environment
Segmentation structure implication
Developing a sophisticated client base
Responsible for adoption and implementation of Direct Sales strategy and culture
Development and execution of weekly, monthly and annual account management plan to grow, reduce churn and
retain the accounts allocated to you.
Contribute towards the achievement of the SME Direct Sales market share targets for the year in the assigned portfolio.
Implement strategies to acquire SME clients in the allotted industry/portfolio.
Effective accounts management with a focus on account ’farming’.
Acquisition of knowledge of the SME industry verticals assigned.
Selling of end-to-end mobile voice, mobile data, ICT services, VAS, bundles or any other solutions, products and
services that may be introduced from time to time.
Supporting the delivery of an integrated business solution tailor-made for all relevant industry verticals within the
territories allocated to you.
Proactively support debt collection to ensure a healthy account status
Identify key opportunities and competitor intelligence to enhance MTN product and service innovation for the
assigned territories and industry verticals.
The utilisation of key business processes and tools (e.g. pipeline management, activity reporting, Customer
Relationship Management (CRM), profiling of customers, etc.) to manage customers and enhance the selling effort.
Effective journey plans to optimize time and use of the company’s resources.
Continuous learning to master account management, be able to play the role of an industry advisor and adoption of
solution selling approach to farm allocated accounts, cross/upsell MTN solutions, products & services to grow