Sales Operations Manager at MultiChoice Tanzania

Purpose of the Position

The Sales Operations Manager 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 Responsibilities

Strategy Execution

• Implement the country sales strategy to achieve business growth objectives.
• Use customer insights to identify and evaluate strategic and innovative revenue-generating sales initiatives.
• Develop a roadmap that identifies sales patterns in the country, taking into account threats and opportunities.
• Launch viable regional sales projects in support of business objectives.
• Drive the transformation of the "Join Phase" to improve the customer experience from sale to activation, and support countries in adopting it.
• Guide regions in developing Sales and Installation strategies for Fibre and Connected services, including new product introductions.

Channel Management

• Implement and monitor the Channel Partner Growth roadmap.
• Monitor the financial and performance targets of Channel Partners.
• Identify new Channel Partners within the region.
• Ensure all channel incentives are aligned with organizational goals.
• Build strong, collaborative relationships with Channel Partners.
• Harness new distribution opportunities through alternate channels.

Sales Budget Management

• Manage the country sales budget.
• Ensure the financial plan allocates resources in the best way to achieve forecasted sales.
• Control expenditure to achieve the target margin.
• Review regional expenses and recommend improvements where necessary.

Operations Delivery

• Deliver regional sales in assigned districts, communicate target expectations to dealers, review compensation actions, and enforce policies and procedures.
• Contribute regional sales information and recommendations to strategic plans and reviews, resolve problems, identify trends, and implement improvements to regional sales systems.
• Set sales objectives by creating sales plans and quotas for districts in support of national objectives.
• Recommend product line and service changes by surveying consumer needs and trends and tracking competitors.
• Implement trade promotions by publishing, tracking, and evaluating trade spend.

People Management

• Manage team members to ensure effective delivery of business unit objectives.
• Build a high-performing team through formal performance development and informal coaching, and encourage knowledge sharing.
• Analyse team development needs and ensure training requirements are budgeted for and delivered.
• Interview and recruit new team members, including determining appropriate compensation with HR input.
• Create workforce and recruitment demand plans to meet current and future business requirements.
• Review and update the department's organisation structure and role descriptions at least annually.
• Approve leave requests and maintain a leave plan to ensure adequate coverage.
• Initiate disciplinary processes with HR support when required, and resolve team grievances, escalating only when necessary.
• Address poor performance through the formal Performance Improvement Programme.
• Motivate team members and recognise their efforts.

Qualifications

• Bachelor's Degree (a postgraduate qualification is an advantage).

Experience

• 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 and distribution knowledge.
• Commercial experience.

Technical Competencies

• Functional and technical expertise with a focus on departmental goals and team coordination.
• Manages specialized tasks and coordinates team projects within the department.
• Makes day-to-day decisions within their area of expertise or project scope.
• Oversees a team or small department and may lead specific projects and initiatives.
• 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.
• Delegation: assigns tasks effectively, balancing team strengths with development opportunities.
• Influence and Persuasion: positively influences the team and stakeholders to support goals.
• Technical Expertise Application: applies specialised knowledge effectively to support team projects.