<p>The Senior Manager: Home Sales is responsible for driving sales execution, channel productivity, and customer acquisition performance across MTN's Home Broadband portfolio. The role supports the GM: Home Sales in translating Group sales and GTM strategies into executable OpCo interventions, establishing rigorous sales performance cadences, identifying, and addressing funnel and channel performance gaps, and driving adoption of Group Home sales standards, playbooks, and enabling tools across FTTH, FWA and unlicensed propositions.</p><p><br></p><p>The incumbent will combine strong Home sales and channel experience with commercial analytics and disciplined execution, working closely with OpCos to improve conversion, channel productivity, customer acquisition cost (CAC), and sales effectiveness while building scalable and repeatable sales capabilities across markets.</p><p><br></p><p>The role requires a balance of commercial acumen, analytical capability, and execution discipline. The successful candidate must be comfortable working with detailed sales and channel performance data while possessing the credibility and influence required to challenge OpCo Home and Sales teams, drive corrective actions and deliver measurable commercial outcomes.</p><p><br></p><p>Values</p><p><br></p><p>We at MTN are a purpose and value-led organization. At MTN, we believe that understanding our people’s needs and aspirations is key to creating experiences that delight you at work, every day. We are committed to fostering an environment where every member of our Y’ello Family is heard, understood, and empowered to live an inspired life.</p><p>Our values keep us grounded and moving in the right direction. Most importantly, they keep us honest. It is not something we claim to be. It is in our DNA.</p><p><br></p><p>As an organisation, we consider it our mission to create an exciting and rewarding place to work, where our people can be themselves, thrive in positivity and ignite their full potential. A workplace that boosts creativity and innovation, improves productivity, and ultimately drives meaningful results. A workplace that is built on relationships and achieving a purpose that is bigger than us. This is what we want you to experience with us!</p><p><br></p><p>Our commitments go beyond an organisational promise. It is in our leadership and managerial ethos to meaningfully partner with our employees, customers, and stakeholders with a vision to realise our shared goals.</p><p>Live Y’ello</p><p>• Lead with Care</p><p>• Can-do with Integrity</p><p>• Collaborate with Agility</p><p>• Serve with Respect</p><p>• Act with Inclusion</p><p><br></p><p>Context (Global influences, environmental / industry demands, organisational mission etc.)</p><p><br></p><p>Home Broadband is a scale and execution-led growth business in which commercial success depends on converting network availability and addressable demand into active customers through high-performing, cost-efficient sales channels. As MTN scales FTTH, FWA and unlicensed Home Broadband propositions across diverse African markets, the business requires strong sales operating discipline, effective lead and funnel management, productive multi-channel execution, rigorous management of customer acquisition costs and channel economics, and consistent adoption of scalable Group sales standards.</p><p>This role exists to drive sales execution excellence, customer acquisition performance, channel productivity, and adoption of Group Home Broadband sales standards across OpCos, ensuring that Home Broadband growth is delivered in a scalable, repeatable, and commercially sustainable manner.</p><p><br></p><p>Global Influences: Increasing demand for FTTH, 5G, smart homes, IoT, and high-speed internet connectivity is shaping broadband services. Global innovations and industry trends, such as cloud computing, fibre expansion, and smart technologies, are key drivers of service demand.</p><p><br></p><p>Environmental / Industry Demands: There is a significant gap in home broadband penetration across Africa, with growing competition from both traditional and new entrants. Regulatory considerations and the need for partnerships with local infrastructure providers play a significant role in broadband rollout.</p><p><br></p><p>Organisational Mission: MTN’s vision is to lead digital transformation in Africa, ensuring widespread access to reliable, high-quality broadband services that drive social and economic development.</p><p><br></p><p>Key Performance Areas: Core, essential responsibilities / outputs of the position (KPA's)</p><p><br></p><p>Sales Execution & Performance Management</p><p><br></p><p>• Drive end-to-end Home Broadband sales execution across lead generation, qualification, conversion, order capture, fulfilment and activation, with a strong focus on quality of acquisition.</p><p>• Establish and manage sales performance review cadences across OpCos.</p><p>• Identify sales funnel bottlenecks and channel underperformance and agree recovery actions with OpCos and follow through until performance improves.</p><p>• Monitor and improve sales productivity and conversion performance across all home sales channels.</p><p><br></p><p>Channel Optimisation & Customer Acquisition</p><p><br></p><p>• Improve customer acquisition performance across FTTH, FWA and unlicensed home propositions across CBU and EBU (SME and SoHo) customer segments.</p><p>• Drive footprint monetisation by increasing Homes Connected (HC) and take-up across serviceable FTTH areas, while maximising FWA sales within available network capacity.</p><p>• Optimise channel productivity across field sales, retail, telesales, digital channels, resellers, dealers, and strategic partners.</p><p>• Drive initiatives aimed at reducing customer acquisition costs while improving commercial returns.</p><p>• Evaluate and improve channel mix, channel effectiveness, incentive schemes, and ROI.</p><p>• Strengthen sales operating discipline across field sales, telesales, retail, digital, reseller, dealer and partner channels through effective lead management, incentive execution, and adherence to Group sales standards.</p><p><br></p><p>Operating Model & Capability Development</p><p><br></p><p>• Drive adoption and implementation of Group Home Broadband operating models, sales standards, playbooks, and toolkits.</p><p>• Establish repeatable and scalable sales practices across markets.</p><p>• Promote sales governance, process standardisation, and best-practice adoption.</p><p>• Build sales capability and execution excellence across participating OpCos.</p><p><br></p><p>Sales Enablement & Digital Adoption</p><p><br></p><p>• Drive implementation and utilisation of CRM, lead management, and sales enablement platforms.</p><p>• Improve sales funnel visibility, reporting accuracy, and customer journey management.</p><p>• Ensure compliance with Group sales processes, standards, and governance requirements.</p><p>Commercial Analytics & Insights</p><p>• Analyse channel and sales performance data to identify improvement opportunities.</p><p>• Produce commercial performance reviews and executive insights to support decision-making.</p><p>• Support sales forecasting, demand planning, and commercial readiness initiatives, including alignment of channel capacity, inventory availability, and fulfilment capability.</p><p>• Provide recommendations to improve revenue growth, conversion rates, sales effectiveness, and channel productivity.</p><p><br></p><p>Stakeholder & Market Management</p><p><br></p><p>• Partner with OpCo Home and Sales teams to drive execution against commercial targets.</p><p>• Influence cross-functional stakeholders to implement performance improvement initiatives.</p><p>• Facilitate alignment between Group Home Sales strategy and OpCo execution plans.</p><p>• Challenge market performance gaps, drive corrective action plans, and ensure accountability for delivery.</p><p>• Support the implementation and adoption of Group Home Broadband sales standards, operating models, playbooks, toolkits, and enabling tools across markets.</p><p><br></p><p>Job Requirements (Education, Experience and Competencies)</p><p><br></p><p>Education</p><p>• 4-year Bachelor’s degree in Business Management, Commerce, Marketing, Sales Management, or a related field.</p><p>• Postgraduate qualification (MBA/Masters) advantageous.</p><p><br></p><p>Experience</p><p><br></p><p>• 8+ years’ experience in telecommunications sales, broadband sales, or commercial operations.</p><p>• Considerable experience in FTTH, FWA, and Home Broadband businesses.</p><p>• Proven experience managing direct and indirect sales channels.</p><p>• Experience in sales operations, channel management, and commercial performance optimisation.</p><p>• Experience working across multiple markets and diverse stakeholder groups.</p><p>• Demonstrated success in implementing sales operating models, standards, and sales enablement programmes.</p><p><br></p><p>Functional Competencies</p><p><br></p><p>• Home Broadband Sales Expertise – strong knowledge of FTTH, FWA, unlicensed broadband propositions and associated sales channels.</p><p>• Sales & Channel Performance Management – ability to drive customer acquisition, sales productivity, funnel management and channel optimisation.</p><p>• Commercial Acumen & Channel Economics – strong understanding of CAC, cost-to-sell, channel ROI, incentive effectiveness and commercial returns.</p><p>• Sales Operations & Enablement – experience in sales operating models, territory management, CRM, lead management and sales enablement tools.</p><p>• Commercial Analytics & Forecasting – ability to translate performance data into actionable insights, forecasting and demand planning.</p><p>• Operating Model Implementation – experience implementing sales standards, playbooks, toolkits and operating models across multiple markets.</p><p><br></p><p>Leadership Competencies</p><p><br></p><p>• OpCo Partner & Influencer – able to challenge, influence and drive adoption across markets without direct authority.</p><p>• Stakeholder Management – builds strong relationships across Group, OpCos and cross-functional teams to drive execution.</p><p>• Performance Improvement Leadership – identifies performance gaps, drives corrective actions and delivers measurable business outcomes.</p><p>• Structured Problem Solver – analytical, disciplined and outcome-focused in addressing commercial and operational challenges.</p><p>• Execution & Programme Leadership – strong execution discipline with the ability to manage multiple initiatives and deliver sustainable results.</p><p><br></p>