Senior Manager - Marketing. Growth & New Business job at MTN-Uganda

Job Description

Main Purpose:

Lead the development and execution of the commercial strategy for Fixed Broadband services and other New Business areas, including pricing, product bundling, and go-to-market plans, to drive revenue growth and market penetration for MTN’s product portfolio. Align commercial initiatives with business objectives, ensuring the successful execution of product offerings and promotions tailored to customer segments. Monitor and analyze commercial performance, focusing on revenue generation, customer acquisition, and profitability, while identifying opportunities for cost optimization and enhancing business performance. Conduct market research and competitor analysis to stay ahead of industry trends, ensuring MTN's services remain competitive & aligned with evolving customer needs.

MTN Uganda Limited is an equal opportunity employer and is seeking to recruit a competent individual to fill the following position.

Job Title: Senior Manager- Marketing

Reports to: General Manager, Growth and New Business

No. of Vacancies: 1

Main Job Functions:

• Formulate and implement the overall strategy for the function in alignment with MTN’s ambition for Fixed Broadband products and services and other Growth Areas
• Review and refine strategy based on market analysis /data analysis, competitor analysis and outcomes of customer surveys & research
• Manage the product portfolio and is responsible for architecting pricing, promotion and creating growth roadmaps
• Holistic oversight of all market development endeavors within the function, designed to attain robust market positioning, product refinement, efficient implementation of go-to-market strategies, and increase market penetration
• Oversee the product offerings lifecycle from ideation, design, development to launch and beyond. Ensure that the products and services meet the needs and expectations of customers while achieving MTN’s overall strategy
• Ensure that the products and services are delivered on time, within budget, and with high quality
• Responsible for ensuring the right mix of pricing, product positioning and differentiation
• Acquire, develop and grow the respective portfolios (Global and Local) ecosystem in line with the strategy
• Design and model the analytical frameworks to proactively address dip in usage, potential churn customers, customer lifetime value etc.
• Deliver financial and commercial improvement per customer and per product category
• Recommend strategies to engage customers at various stages of their lifecycle, from onboarding to retention and loyalty
• Gain a deep understanding of customer segments by analyzing data related to behavior, demographics, usage patterns, and preferences
• Identify market requirements based on analysis, market research and input from customer surveys
• Develop the overall roadmap for products and services, business unit level strategy formulation, planning, budgeting and forecasting
• Define the offerings, pricing framework and marketing plan to be implemented
• Monitor NPS, customer satisfaction, churn, retention, revenue, ARPU and propose recommendations where necessary
• Plan advertising campaigns, promotions and events, and evaluate effectiveness of all communications campaigns against agreed targets
• Ensure timely execution of marketing campaigns and budget control
• Monitor the performance of the various offerings across products and services, generate reports, provide BI and insights for management supporting the decision making and strategy review for the function, provide inputs to improve productivity and performance
• Manage the entire portfolio of products and services offered, ensuring that they are aligned with the MTN’S strategic goals and meet customer needs. Create and manage the product roadmap for the organization
• Define and review product requirements based on organization strategy, market analysis and customer requirements. Engage and work with respective stakeholders (internal and external) to create prototypes, test and iterate on products and services
• Data analysis to make informed decisions about product development based on market requirements
• Stay up to date with industry trends, emerging technologies, and changing customer needs in order to ensure that MTN's products and services remain competitive and relevant. Optimize spectrum usage to maximize network capacity and minimize interference
• Collaborate closely with internal teams (sales, customer service, network etc.) to understand and address customer requirements
• Identify, contact and develop relationships with potential partners (vendors, contractors, device manufacturers etc.) as per the overall MTN strategy. Review and manage partner scope of services and delivery as per agreements
• Development of analytical models (predictive and reactive) to address customer behavior and prevent downgrade/ churn of customers
• Monitoring of performance of customer segments and recommending appropriate action as part of customer management strategy
• Enhance profitability and commercial viability of products offered to customers based on customer segmentation framework
• Suggest recommendations for loyalty and retention programs and products to address dip in usage, ARPU downgrade and potential customer churn
• Analyze customer spending patterns and usage to identify opportunities for increasing customer lifetime value

Strategy & Market Development

Product Portfolio Offerings & Design

CVM Analytics

KEY PERFORMANCE INDICATORS (SMART)

• Revenue
• Active customers
• Net Promoter Score (NPS)
• Churn/retention rate
• Average revenue per customer and usage
• EBITDA
• Customer Lifetime value
• Growth in Market Share
• Successful release of product and services
• Advertising and campaign impact
• Time to Market
• Percentage of customers subscribing to offers and promotions

Education:

• A minimum of a bachelor’s degree in marketing, Administration, Commerce or a related field from an accredited University.
• Master’s in business administration, Statistics or Business Computing is an added advantage.

Experience:

• Five years of experience in marketing or commercial experience in ICT Industry
• Proven record in marketing leadership driving adoption, brand equity, and revenue growth
• Three years’ experience in telecommunications and business management with strong understanding of telecommunication industry products and emerging markets
• Experience influencing CxOs, regulators and industry leaders in complex, regulated environments.
• At least one year of experience in managing customer value management, customer analytics or business intelligence projects and initiatives.

Knowledge, Skills and Competencies

• Strategic understanding of the Telecommunications environment.
• Advanced knowledge of SQL, python and any other data manipulation modules
• Knowledge of the Business Strategy.
• Effective oral and written communication skills.
• Effective Business writing skills.
• Exemplary Planning and Time Management skills.
• Good interpersonal skills.
• Must have attention to detail.

Capabilities:

Conceptual Thinker, Problem Solver, Improvement Driver,

Culture and Change Champion, Relationship Manager,

Results Achiever, Operationally Astute

• Formulate and implement the overall strategy for the function in alignment with MTN’s ambition for Fixed Broadband products and services and other Growth Areas
• Review and refine strategy based on market analysis /data analysis, competitor analysis and outcomes of customer surveys & research
• Manage the product portfolio and is responsible for architecting pricing, promotion and creating growth roadmaps
• Holistic oversight of all market development endeavors within the function, designed to attain robust market positioning, product refinement, efficient implementation of go-to-market strategies, and increase market penetration
• Oversee the product offerings lifecycle from ideation, design, development to launch and beyond. Ensure that the products and services meet the needs and expectations of customers while achieving MTN’s overall strategy
• Ensure that the products and services are delivered on time, within budget, and with high quality
• Responsible for ensuring the right mix of pricing, product positioning and differentiation
• Acquire, develop and grow the respective portfolios (Global and Local) ecosystem in line with the strategy
• Design and model the analytical frameworks to proactively address dip in usage, potential churn customers, customer lifetime value etc.
• Deliver financial and commercial improvement per customer and per product category
• Recommend strategies to engage customers at various stages of their lifecycle, from onboarding to retention and loyalty
• Gain a deep understanding of customer segments by analyzing data related to behavior, demographics, usage patterns, and preferences
• Identify market requirements based on analysis, market research and input from customer surveys
• Develop the overall roadmap for products and services, business unit level strategy formulation, planning, budgeting and forecasting
• Define the offerings, pricing framework and marketing plan to be implemented
• Monitor NPS, customer satisfaction, churn, retention, revenue, ARPU and propose recommendations where necessary
• Plan advertising campaigns, promotions and events, and evaluate effectiveness of all communications campaigns against agreed targets
• Ensure timely execution of marketing campaigns and budget control
• Monitor the performance of the various offerings across products and services, generate reports, provide BI and insights for management supporting the decision making and strategy review for the function, provide inputs to improve productivity and performance
• Manage the entire portfolio of products and services offered, ensuring that they are aligned with the MTN’S strategic goals and meet customer needs. Create and manage the product roadmap for the organization
• Define and review product requirements based on organization strategy, market analysis and customer requirements. Engage and work with respective stakeholders (internal and external) to create prototypes, test and iterate on products and services
• Data analysis to make informed decisions about product development based on market requirements
• Stay up to date with industry trends, emerging technologies, and changing customer needs in order to ensure that MTN's products and services remain competitive and relevant. Optimize spectrum usage to maximize network capacity and minimize interference
• Collaborate closely with internal teams (sales, customer service, network etc.) to understand and address customer requirements
• Identify, contact and develop relationships with potential partners (vendors, contractors, device manufacturers etc.) as per the overall MTN strategy. Review and manage partner scope of services and delivery as per agreements
• Development of analytical models (predictive and reactive) to address customer behavior and prevent downgrade/ churn of customers
• Monitoring of performance of customer segments and recommending appropriate action as part of customer management strategy
• Enhance profitability and commercial viability of products offered to customers based on customer segmentation framework
• Suggest recommendations for loyalty and retention programs and products to address dip in usage, ARPU downgrade and potential customer churn
• Analyze customer spending patterns and usage to identify opportunities for increasing customer lifetime value

• Strategic understanding of the Telecommunications environment.
• Advanced knowledge of SQL, python and any other data manipulation modules
• Knowledge of the Business Strategy.
• Effective oral and written communication skills.
• Effective Business writing skills.
• Exemplary Planning and Time Management skills.
• Good interpersonal skills.
• Must have attention to detail.

• A minimum of a bachelor’s degree in marketing, Administration, Commerce or a related field from an accredited University.
• Master’s in business administration, Statistics or Business Computing is an added advantage.
• Five years of experience in marketing or commercial experience in ICT Industry
• Proven record in marketing leadership driving adoption, brand equity, and revenue growth
• Three years’ experience in telecommunications and business management with strong understanding of telecommunication industry products and emerging markets
• Experience influencing CxOs, regulators and industry leaders in complex, regulated environments.
• At least one year of experience in managing customer value management, customer analytics or business intelligence projects and initiatives.