Job Title: Marketing and Products Manager

Function: Enterprise

Reporting to: Head of Enterprise Business

Proposed Job Level: Manager

Location: Rwanda

Job Purpose

The job holder will have full ownership of product management and development portfolio for all new products (GSM/Non-GSM & and VAS). These portfolios will continually evolve as one initiative is delivered and a new one is identified and will form a core part of the individual’s objectives.

Key Responsibilities

• Commercial lead for the development of the company Business products and proposition from concept to launch, taking responsibility for conceptualization , scoping, implementation and operationalization
• Develop new products and services within the distinct company’s Business brand and ensure effective hand-over to the segment management team and relevant in-life product managers
• Scoping of the technical and operational feasibility of bringing product proposition to market. Documentation of detailed business, process and functional requirements for product concepts to support product and proposition launches
• Work with the IT and network teams to develop a working understanding of the technical deliverables required to meet the business needs and ensuring that any the proposed solution will be fit for purpose and commercially viable.
• Manage the trade-off between speed to market, cost and quality throughout the lifecycle of the project engaging stakeholders as required
• Manage and maintain project budget, controlling and analyzing impacts of changes as the project proceeds through it life cycle.
• Working with appropriate Segment team and marketing communication teams to ensure appropriate ‘go to market plans’ are in place for all new product/proposition initiatives
• Lead all tariffs and pricing approvals
• Work with the company’s stakeholder community to develop competitively priced value proposition and packages which generates agreed margins for products and services.
• Ensure high level of customer and network experience for the segment
• End-to-end management of existing SME products (GSM and Non GSM) and value propositions to meet targets for profitability and revenues, as agreed with the Head, Product Management/ Development
• Manage each in-life products and services on a profit and loss account basis, using financial performance data to make individual product investment and withdrawal decisions, proposing and implementing changes required to optimize performance through

1. Customer incentives plans
2. Sales incentives plans
3. Upgrade
4. Cross Sells

• Analyze the daily, weekly and monthly reports, region wise and at pan OPCO level to understand the trend of customer demands and acceptability inclination
• Develop the standard for ensuring companywide operational readiness and go /no go decision gates for all product launches
• Documentation of detailed business, process and functional requirements for product concepts to support product and proposition launches
• Full integration of quality management processes and their effective deployment on a day-to-day basis.
• Use relevant metrics and measures to routinely monitor progress against targets and take appropriate managerial action to ensure targets are met or exceeded
• Ensure that all product launches are supported by end to end definition of the customer journey from lead to cash to trouble resolution, in order to deliver optimal customer experience and first time right in all product launches
• Work with Segment teams and all stake holders to develop financial appraisal model as a decision gate prior to product development kick off
• Use market gap analysis and segmentation data on the Rwandan enterprise solutions market to identify opportunities for additional products and services. Present compelling business cases for new products, demonstrating return on investment.
• Work with all relevant stakeholders in the definition, impact assessments and development of new products. Stake holders include but are not limited to IT, Networks, Legal and Regulatory, Marketing, Customer service, Supply chain, External vendors, HR, and Regional sales teams
• Carry out training needs analysis and deliver appropriate training to support every product launch
• Effective interpretation and cascade of all new enterprise value propositions to the regional Enterprise sales team
• Carry out training needs analysis and deliver appropriate training to support every product launch
• Effective interpretation and cascade of all new enterprise value propositions to the regional Enterprise sales team
• Effectively liaise with all relevant stake holders in analyzing competitor’s activities as well as relevant market development and proposing pre-emptive counter measures which may be in the form of new product initiatives
• Provide clarity of purpose to team members
• Ensure effective prioritization of product development activities and alignment of such to the overall SBU and company wide objective
• Coach, mentor and guide team members, ensuring high motivation and engagement
• Put in place training and development plan for members of the team

Key competencies

• Influencing
• Negotiation
• Analytical
•  Project Management
• Change Management
• Interviewing

Key Requirements

• 8+ years of varied experience in Sales & Marketing with at least 4 years at middle management level handling independent businesses.
• An in-depth knowledge of enterprise systems is highly desirable
• Relevant experience in Telecom industry is desirable
• Product Management, Business Analysis and Planning, Product Development, Strategic Sales Management, Channel management, Key account management, Presentation, Business Case Development.
• Product Development
• Business Process Engineering an re-engineering
• Ability to use market research gap analysis to develop profitable products and services.
• Knowledge of the Rwandan enterprise solutions market.
• Ability to exercise “thought leadership” throughout customer organizations.
• Analytical thinker who can plan/execute action to exploit business opportunities.
• Ability to present compelling business cases for investment in new products and services development.
• Utmost professional integrity
• 1st first degree or its equivalent in Computer science, Business Administration, Sales and Marketing or Business related discipline
• 2nd Degree in MBA or MSC in related disciple above is recommended
• A professional qualification of Project Management, Business Analysis is desirable
• Solid problem-solving and business acumen skills
• Proven organizational development, performance management and employee relations skills
• Must demonstrate interpersonal savvy with the ability to maneuver through complex situations effectively while building constructive relationships Ability to build partnerships in a matrix organizational environment along with providing coaching/counseling to all levels within the organization.

Major challenges

1. Driving exponential business growth across all regions
2. Limited IT capabilities of data management and segmentation of this segment
3. Creating visibility of the company’s products and services
4. Effective delivery and timely communication of all schemes and product launches to existing and potential Corporate accounts

Dimensions

• Innovative
• High drive for results
• Analytical & strategic
• Team Player; Confident, and Objective
• Attention to detail/ excellent oral and written communication skills
• Good presentation skills
• Ready to achieve beyond set target
• Highly developed, demonstrated teamwork skills.
• Demonstrated ability to see the big picture and provide useful and strategic advice and input to the Business unit
• Ability to lead in an environment of constant change.
• Creative, forward thinker
• Strong analytical and problem solving skills.