The Manager, Sales Operations, drives country‑level sales performance by translating the sales strategy set by the Country Sales Director into effective commercial execution. The role ensures the achievement of revenue and growth targets through the coordinated leadership of sales development, commercial support, and installation control functions, while maintaining quality of sale, operational alignment, and strong cross‑functional collaboration across the end‑to‑end sales value chain.

Key Performance Objectives - Tasks

Strategy Execution

• Implement the sales strategy for the country to achieve business growth objectives
• Use customer insights to identify and evaluate strategic and innovative revenue generating sales initiatives § Develop a road map to identify the sales pattern in the given country taking into consideration factors that serve as threats and opportunities.
• Launch Viable regional sales projects in support of business objectives
• Drive the transformation of the ‘Join Phase’ improved customer experience from sale to activation and provide guidance and support to countries to adopt
• Liaise with and guide regions in the development of Sales & Installation strategies for Fibre and Connected services (new product introductions).

Channel Management

• Implement/monitor Channel Partner Growth roadmap § Monitor financial and performance targets of Channel Partners
• Identify Channel partners within region.
• 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

• Manage country sales budget
• Ensure financial plan depicts the best way to allocate resources to achieve the forecasted sales
• Maintain proper management and control of expenditures of resources necessary to achieve the target margin.
• Review regional expenses and recommend improvements where necessary.

Operation Delivery

• Accomplish regional sales in assigned districts; communicating target expectations to dealers and reviewing compensation actions; enforcing policies and procedures
• Achieve regional sales operational objectives by contributing regional sales information and recommendations to strategic plans and reviews; resolving problems; identifying trends; determining regional sales system improvements; implementing change
• Establish sales objectives by creating a sales plan and quota for districts in support of national objectives
• Recommend product lines and service changes; surveying consumer needs and trends; tracking competitors
• Implement trade promotions by publishing, tracking, and evaluating trade spending

People Management

• Manage team members to ensure effective delivery of business unit objectives.
• Develop a high performing team by embedding formal performance development and informal coaching. Encourage frequent knowledge sharing between team members.
• Determine and analyse development needs for the team and ensure that identified training requirements are budgeted for and executed.
• Interview and recruit new members of the team, including determining appropriate compensation levels with input from HR
• Create effective workforce and recruitment demand plans to ensure that current and future business requirements can be met.
• Review and update the department’s organisation structure and role description on at least an annual basis to ensure that they are fit for purpose and contain all the accountabilities of each team member.
• Approve leave requests for team members and create leave plan to ensure adequate coverage.
• 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.
• Address poor performance of any team member through the formal Performance Improvement programme and ensure that continued poor performance is appropriately dealt with.
• Motivate team members and ensure that their efforts are recognised

Qualifications

• Bachelor’s Degree
• Post grad Advantageous

Experience

• A minimum of 3 - 5 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
• Commercial experience

Technical Competencies

• Competency Focus: Functional and technical expertise with focus on departmental goals and team coordination.
• Complexity of Tasks: Moderate to high; manages specialized tasks and coordinates team projects within the department.
• Decision-Making Autonomy: Moderate; makes day-to-day decisions within area of expertise or project scope.
• Scope of Influence: Team and department-level; directly impacts team performance and project outcomes.
• Leadership & Management: Oversees a team or small department; may lead specific projects and initiatives.
• Skill and Expertise: Proficient in a specialized area; strong technical skills with developing leadership capability.
• Strategic Impact: Moderate; contributes to department goals with an awareness of broader company objectives.

Behavioural Competencies

• Organisational Awareness: Understands how team goals align with broader departmental objectives.
• Proactive Problem Solving: Anticipates issues and takes initiative to resolve them.
• Collaborative Leadership: Works collaboratively within and outside the team to achieve goals.
• Delegation: Assigns tasks effectively, balancing team strengths with developmental opportunities.
• Influence and Persuasion: Positively influences team and stakeholders to support projects and goals.
• Technical Expertise Application: Applies specialised knowledge effectively to support team projects.

• Implement the sales strategy for the country to achieve business growth objectives
• Use customer insights to identify and evaluate strategic and innovative revenue generating sales initiatives § Develop a road map to identify the sales pattern in the given country taking into consideration factors that serve as threats and opportunities.
• Launch Viable regional sales projects in support of business objectives
• Drive the transformation of the ‘Join Phase’ improved customer experience from sale to activation and provide guidance and support to countries to adopt
• Liaise with and guide regions in the development of Sales & Installation strategies for Fibre and Connected services (new product introductions).
• Implement/monitor Channel Partner Growth roadmap § Monitor financial and performance targets of Channel Partners
• Identify Channel partners within region.
• 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.
• Manage country sales budget
• Ensure financial plan depicts the best way to allocate resources to achieve the forecasted sales
• Maintain proper management and control of expenditures of resources necessary to achieve the target margin.
• Review regional expenses and recommend improvements where necessary.
• Accomplish regional sales in assigned districts; communicating target expectations to dealers and reviewing compensation actions; enforcing policies and procedures
• Achieve regional sales operational objectives by contributing regional sales information and recommendations to strategic plans and reviews; resolving problems; identifying trends; determining regional sales system improvements; implementing change
• Establish sales objectives by creating a sales plan and quota for districts in support of national objectives
• Recommend product lines and service changes; surveying consumer needs and trends; tracking competitors
• Implement trade promotions by publishing, tracking, and evaluating trade spending
• Manage team members to ensure effective delivery of business unit objectives.
• Develop a high performing team by embedding formal performance development and informal coaching. Encourage frequent knowledge sharing between team members.
• Determine and analyse development needs for the team and ensure that identified training requirements are budgeted for and executed.
• Interview and recruit new members of the team, including determining appropriate compensation levels with input from HR
• Create effective workforce and recruitment demand plans to ensure that current and future business requirements can be met.
• Review and update the department’s organisation structure and role description on at least an annual basis to ensure that they are fit for purpose and contain all the accountabilities of each team member.
• Approve leave requests for team members and create leave plan to ensure adequate coverage.
• 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.
• Address poor performance of any team member through the formal Performance Improvement programme and ensure that continued poor performance is appropriately dealt with.
• Motivate team members and ensure that their efforts are recognised

• Functional and technical expertise with focus on departmental goals and team coordination.
• Manages specialized tasks and coordinates team projects within the department.
• Makes day-to-day decisions within area of expertise or project scope.
• Directly impacts team performance and project outcomes.
• Oversees a team or small department; may lead specific projects and initiatives.
• Proficient in a specialized area; strong technical skills with developing leadership capability.
• Contributes to department goals with an awareness of broader company objectives.
• Understands how team goals align with broader departmental objectives.
• Anticipates issues and takes initiative to resolve them.
• Works collaboratively within and outside the team to achieve goals.
• Assigns tasks effectively, balancing team strengths with developmental opportunities.
• Positively influences team and stakeholders to support projects and goals.
• Applies specialised knowledge effectively to support team projects.

• Bachelor’s Degree
• Post grad Advantageous
• A minimum of 3 - 5 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
• Commercial experience