General Manager: Home Sales - MTN

The General Manager - Home Sales Lead will be responsible for designing and operationalizing sales and go-to-market strategy for the home business. This includes building high-performing, scalable, and cost-effective sales channels such as door-to-door, telesales, digital, and partnership-based models that align with the home business’s value proposition and commercial priorities.

The role demands a commercially astute, execution-focused leader with proven expertise in multi-channel sales operations, field force management, and sales performance optimization. The incumbent will be accountable for scaling sales capabilities to support the growth of home services, balancing customer acquisition costs and sales growth, and ensuring all channels are cost-effective and delivering results. They will also drive innovation initiatives accelerating home sales growth by developing and implementing sales incentives, managing daily reseller performance, driving filed discipline and ownership of channel P&L.

The General Manager will also be responsible for cultivating an entrepreneurial culture within the home team, encouraging innovation, agility, and a proactive approach to problem-solving and opportunity identification, fostering a mindset that drives creative sales strategies and market opportunities.

Responsibilities

The General Manager – Home Sales Lead will be responsible for the following:

Strategic Leadership and Development

• Support MTN Group’s Home strategy, by developing sales and go to market strategy for Group and Opcos ensuring alignment with the Group’s overall objectives
• Own the end-to-end channel P&L, balancing revenue growth, cost control, and customer acquisition costs to deliver sustainable profitability
• Drive innovation in Sales and channel strategy development, exploring new and creative approaches to optimize sales and distribution channels for home services
• Lead the design and execution of innovative sales programs and incentives that unlock new growth opportunities across home broadband and bundled services
• Drive the development and end-to-end execution of the GTM strategy for home services, ensuring alignment with overall business objectives and market needs 
• Develop performance-driven incentive structures tailored to each channel (resellers, field agents, digital) to boost productivity, acquisition, and revenue per rep.

Channel Strategy & Optimization

• Lead the design and operational execution of a multi-channel sales strategy for Home, including D2D, telesales, digital, and partnerships, with clear targets for agent network expansion and channel-wise sales contribution
• Drive scalable growth by setting specific goals for channel capacity e.g., channel wise sales contribution, CAC management to ensure cost-effective scaling
• Take full ownership of channel-level profitability, continuously optimizing cost-to-serve, CAC, and ROI across all sales channels.
• Establish and rigorously monitor channel specific KPIs and metrics including sales conversion rates, CAC, average deal size, and customer retention, ensuring sales teams are trained, enabled, and held accountable through robust reporting frameworks
• Oversee the development of effective channel incentives programs and standardized sales processes to drive performance, customer acquisition, in improve retention rates and maximize channel productivity in line with home business goals

Sales Execution and Operational Control

• Drive a high-performance sales culture by setting periodic targets across field, digital, and partner channels
• Develop and implement strategies to scale and optimize sales capabilities, ensuring the team is equipped to meet growing demand for home services
• Establish rigorous performance management frameworks, including daily KPIs, dashboards, and coaching mechanisms to ensure consistent delivery across all reseller partners
• Implement structured sales cadences, territory management, and performance routines to ensure consistent execution and accountability on the ground
• Identify and eliminate friction points across the home sales funnel — from lead generation to activation — using data, automation, and frontline feedback.
• Measure and optimize GTM performance, using data-driven insights to identify gaps, optimize execution, and deliver continuous improvement in GTM outcomes
• Implement structured field sales processes, route optimization, and compliance protocols to maximize efficiency, customer experience, and conversion rates
• Deploy field audits, geo-tracking, and digital tools to ensure compliance, productivity, and customer experience standards
• Monitor incentive effectiveness and ROI, adjusting in real-time to maximize performance and cost-efficiency
• Leverage advanced technology and sales-enablement tools to streamline sales processes, improve lead management and enhance responsiveness to customer needs
• Ensure accurate sales forecasting and demand planning in collaboration with cross functional teams to ensure operational readiness and optimal inventory across all sale touchpoints
• Ensure that the sales model is scalable, adaptable, and standardized for rapid deployment across different OpCos while remaining agile to market dynamics

Operational Delivery & Opco Support:

• Work closely with OpCos to support the roll-out and operational execution of the home sales channels, ensuring alignment with local market dynamics and customer segments
• Provide ongoing support to OpCos to localize and scale channel activation plans, delivering actionable insights, tailored tools, and performance frameworks to enhance field execution and sales outcomes
• Drive and institutionalize standardized operating procedures, sales playbooks, and channel governance frameworks to ensure consistency and scalability across Opcos
• Monitor and enforce adherence to operational KPIs, driving continuous improvement and accountability within sales teams and channel partners

Collaboration & Stakeholder Management:

• Partner closely with the relevant cross functional teams to ensure the home sales strategy meets customer needs and industry trends
• Establish relationships with internal stakeholders, government bodies and regulatory agencies to support smooth broadband service deployment and influence favourable regulatory policies
• Responsible to maintain close partnerships with external vendors, retailers, and resellers networks to optimize channel reach, operational discipline, and revenue growth 

Collaboration (Formal and Informal Relationships)

Formal Relationships:

• Finance, Legal & Regulatory, Marketing & Technology teams, and respective functional heads
• OpCo Home Teams and respective functional Leads

Informal Relationships:

• External vendors, channel partners, and resellers
• Local market sales agents and field sales teams
• Industry peers and professional networks

Qualifications

Education:

• Bachelor’s degree in Business, Marketing, Telecommunications, or a related field
• Master’s degree (MBA) or similar postgraduate qualifications is highly desirable

Experience:

• At least 12 years of experience in Home GTM, channel strategy, sales, and distribution with at least 4-5 years of leadership experience within telecom, technology, or digital services industry
• Demonstrated success in leading sales teams and building performance frameworks in complex, dynamic environments preferably in the telecom, technology, or consumer services sectors
• Demonstrated track record in driving end-to-end sales channel rollout and operational execution across multiple OpCos, ensuring alignment with local market requirements and consistently achieving or exceeding sales targets
• Hands on experience in running sales incentives, managing daily reseller performance, driving field discipline, and overall channel P&L ownership
• Proven experience in developing and institutionalizing standardized sales operating procedures, and channel governance frameworks that improved field discipline, enhanced channel productivity, and ensured scalable growth
• Hands-on experience working in greenfield or transformation environments, with ability to build and scale from scratch
• A strong exposure to African or emerging markets, with an understanding of consumer behaviour, market challenges, and localization needs
• Experience working in cross-functional, matrixed environments, influencing senior stakeholders, and mobilizing execution across diverse teams

Core Competencies:

• Sales Go to market Strategy
• Channel Management & P&L ownership
• Sales Operations, Forecasting & Demand Planning 
• Sales Incentive & Performance Management
• Hands on Sales field execution
• Customer Acquisition Cost (CAC) Optimization
• Sales operational discipline and Governance