Job Description
At Vodafone, we’re not just shaping the future of connectivity for our customers – we’re shaping the future for everyone who joins our team. When you work with us, you’re part of a global mission to connect people, solve complex challenges, and create a sustainable and more inclusive world. If you want to grow your career whilst finding the perfect balance between work and life, Vodafone offers the opportunities to help you belong and make a real impact.
The Executive Head of Acquisition is responsible for driving gross additions in customer acquisition by optimizing Vodacom DRC’s sales channels while integrating M-Pesa as a customer acquisition enabler. The role ensures seamless execution across physical, digital, and direct sales channels to maximize market penetration, ensuring growth in active customers and revenue-generating customers. The position demands a commercially driven leader with expertise in high-volume acquisition strategies, multi-channel sales optimization, and market expansion, ensuring strong execution in trade and retail environments.
1. Customer Acquisition & Gross Adds Growth • Develop & execute high-impact customer acquisition strategies to maximize new subscriber additions for Vodacom’s telecom services. • Ensure M-Pesa acts as a gross adds enabler, focusing on onboarding new customers into the Vodacom ecosystem via M-Pesa registration at activation points. • Optimize activation strategies to ensure that every SIM sold is activated and contributes to gross adds. • Drive multi-channel activation campaigns, leveraging retail, street sales, and direct agent-based models. • Monitor gross adds KPIs, ensuring sustained customer base growth while maintaining activation-to-revenue conversion. • Ensure strict compliance with KYC and SIM registration regulations, minimizing risk while accelerating activations. • Collaborate with digital and IT teams to streamline digital KYC and remote onboarding processes. • Leverage AI-driven segmentation to identify high-value acquisition opportunities within the market. • Work closely with Finance & BI teams to ensure acquisition strategies align with profitability objectives. • Expand the distribution footprint into high-potential, underpenetrated areas, ensuring national-level reach.
2. Multi-Channel Sales & Distribution Management • Develop and manage a robust, high-performing acquisition-focused distribution network, ensuring SIM availability and agent activation efficiency. • Strengthen and optimize Vodacom’s retail presence, ensuring the right mix of franchise stores, dealer networks, and informal sales points. • Align channel execution with both physical and digital sales strategies, ensuring conjoint channel management between direct and indirect sales models. • Deploy an integrated channel management framework, ensuring seamless coordination between retail, street sales, and digital acquisition efforts. • Enhance real-time performance tracking for all sales channels, ensuring proactive optimization of underperforming routes. • Implement data-driven territory planning, ensuring resource allocation aligns with market potential. • Optimize agent and dealer commissions, ensuring balanced incentives that drive acquisition quality over volume. • Ensure strong coordination with the M-Pesa agent network, ensuring that financial services are positioned as a natural onboarding step post-activation. • Work closely with logistics and supply chain teams to optimize stock distribution and SIM availability at all retail touchpoints. • Develop region-specific sales execution strategies, ensuring tailored approaches for urban, peri-urban, and rural markets.
3. Trade Execution & Performance Management • Enhance frontline execution capabilities, ensuring sales agents and retailers are well-equipped to drive SIM activations. • Deploy structured salesforce training programs, ensuring high efficiency in trade-based customer acquisition. • Ensure every SIM sale translates into an active user, minimizing inactive SIM distribution through targeted activation monitoring. • Implement technology-driven field sales tracking, enabling real-time visibility into trade performance. • Establish a competitive, high-reward sales incentive structure, aligning agent performance with acquisition goals. • Develop standardized trade audit frameworks, ensuring quality control at all levels of sales execution. • Monitor competitor activities and respond with tactical market interventions, ensuring Vodacom maintains acquisition leadership. • Leverage business intelligence insights to optimize in-market execution, ensuring alignment between demand and activation potential. • Enhance engagement with channel partners, ensuring mutual alignment on sales objectives and execution best practices. • Drive trade-based visibility campaigns, ensuring high customer awareness and market presence.
4. Digital & Direct Acquisition Enhancement • Optimize Vodacom’s digital acquisition platforms, ensuring seamless onboarding for customers via online channels. • Enhance integration between digital campaigns and retail activations, ensuring consistent messaging across all customer touchpoints. • Leverage AI-driven lead generation tools, ensuring targeted outreach for high-potential customers. • Expand digital customer acquisition touchpoints, integrating self-service platforms and in-app activations. • Deploy real-time analytics dashboards, ensuring visibility into digital campaign performance and acquisition efficiency. • Streamline omnichannel onboarding experiences, ensuring customers can move seamlessly between digital and retail activation points. • Strengthen digital referral programs, leveraging word-of-mouth acquisition to drive low-cost subscriber growth. • Develop data-driven engagement strategies, ensuring sustained customer retention post-activation. • Enhance mobile-first engagement tools, ensuring optimized user journeys across all Vodacom digital assets. • Align acquisition strategies with digital financial services growth, ensuring mobile-first monetization strategies.
5. Data-Driven Optimization & Competitive Strategy • Implement advanced data analytics models, ensuring acquisition strategies are continuously optimized based on performance insights. • Leverage AI and machine learning to refine targeting strategies, maximizing customer acquisition efficiency. • Monitor competitive landscape continuously, ensuring Vodacom maintains a leading position in customer acquisition. • Develop predictive modeling techniques, identifying potential acquisition bottlenecks before they impact growth. • Ensure acquisition strategy remains flexible, allowing for real-time adjustments based on market conditions. • Deploy automated reporting and dashboards, ensuring leadership has full visibility into acquisition trends. • Enhance internal reporting structures, ensuring data-driven decision-making across sales and distribution teams. • Leverage customer lifetime value (LTV) analytics, ensuring sustainable acquisition investment strategies. • Develop competitor benchmarking reports, ensuring Vodacom’s acquisition approach remains market-leading. • Refine go-to-market strategies based on data-backed insights, ensuring efficient deployment of resources.
• Proven expertise in customer acquisition & sales channel management. • Experience managing large-scale telecom acquisition strategies, ensuring growth in gross adds. • Strong leadership in retail, trade marketing, and salesforce execution. • Experience working with AI-driven customer analytics and predictive modeling. • Deep knowledge of mobile telecom operations and distribution networks. • Proven ability to manage high-volume acquisition initiatives in fast-paced environments.
• Technical Capabilities: Strong • Management Capacity: Very important • Organizational Capacity: Very strong • Decision-making Capacity: Very important • Communication Capacity: Very strong
• Degree +4/5 - Marketing- Commerce, Management, Project Management, Banking, Finance, Audit or equivalent
• 5 years of experience in Sales and Distribution or Commercial or Trade Marketing, ideally in telecom, Fintech or Mobile-money institution, FMCG or equivalent • Very strong experience in team management (at least 5 years) • Experience in managing the distribution network
• Interpersonal skills required:
• French / English • Good knowledge of office and IT tools • Management skills, leadership, and good interpersonal skills • Ability to analyze and summarize • Sense of organization and reactivity • Creativity, strength of proposal • Writing skills • Autonomy and strong involvement • Rigor and sense of responsibility • Taste for challenge, ability to achieve objectives, resistance to stress • High availability
Special Requirements: • Knowledge of fintech and mobile money business
We are a leading international Telco, serving millions of customers. At Vodafone, we believe that connectivity is a force for good. If we use it for the things that really matter, it can improve people's lives and the world around us. Through our technology we empower people, connecting everyone regardless of who they are or where they live and we protect the planet, whilst helping our customers do the same.
Belonging at Vodafone isn't a concept; it's lived, breathed, and cultivated through everything we do. You'll be part of a global and diverse community, with many different minds, abilities, backgrounds and cultures. ;We're committed to increase diversity, ensure equal representation, and make Vodafone a place everyone feels safe, valued and included.
If you require any reasonable adjustments or have an accessibility request as part of your recruitment journey, for example, extended time or breaks in between online assessments, please refer to https://careers.vodafone.com/application-adjustments/ for guidance.
Together we can.
