MultiChoice reorganizes commercial structure, phases out GM position in Kenya




MultiChoice has announced changes to its Commercial operations in Kenya which will see the payTV services provider scrap off the position of General Manager (GM).

According to the new structure, which has been outlined in two advertisements for management positions published last week, MultiChoice is now focused on regionalization as it is seeking suitable candidates to join the company as Heads of Regions to support Head of Sales and Head of Distribution.

The changes come months after the departure of MultiChoice Kenya MD Eric Odipo (who has since been replaced by Nancy Matimu) and Simon Kariithi, the firm’s former GM for Commercial who quit towards the end of last year.

In the recent job adverts, MultiChoice announced that it seeking to recruit a Regional Sales Manager in charge of Direct Channels and another Regional Manager to be responsible for driving Indirect Channels.

Now that the firm has done away with the GM position, the new structure will have the MD (Ms Nancy Matimu being overall) then the Chief Commercial Officer (CCO), followed by Head of Regions & Distribution after which we have the Regional Heads. It is to the

The new regional managers – Regional Sales Manager for Direct Channels and Regional Sales Manager for Indirect Channels – will therefore be reporting to the Regional Heads once the suitable candidates are identified and recruited.

The Regional Sales Manager for Direct Channels will be responsible for the performance of various functions including: execute MultiChoice Kenya’s sales strategy in the region ensuring that business plan targets are met by generating indirect channel sales; oversee sales pricing, planning, operational forecasting, partner management and trade marketing; and also ensure that assigned indirect channel Sales targets are met by effectively managing and generating new accounts.

Overall, the Regional Sales Manager for Direct Channels position requires the holder to provide Stategic Execution; Channel Management; Commercial & Corporate Account Management; lead the Development of New Markets; Sales Budget Management; Operation Delivery and People Management.

The Regional Sales Manager for Indirect Channels, on the other hand, will be required to among responsibilities: execute MultiChoice Kenya’s sales strategy in the region ensuring that business plan targets are met by generating indirect channel sales; oversee sales pricing, planning, operational forecasting, partner management and trade marketing; and ensure that assigned indirect channel Sales targets are met by effectively managing and generating new accounts. Overall responsibilities include; Sales Execution; Channel Management; Retail Account Management; Development of New Markets; Sales Budget Management; and Operation Delivery.

For long recognized as Africa’s pioneer and leader in payTV services, entry of new service providers (mainly StarTimes Media from China) and platforms (like Netflix and the rest), has meant that MultiChoice no longer enjoys the dominance it once commanded in the payTV space.

With regional offices in South Africa, Dubai and Netherlands with principal operations in payTV, video entertainment (or subscription video on demand – SVoD), advertising and content security serving over 13.5 million households, MultiChoice Group’s brands include DStv, GOtv, SuperSport, M-net, DStvNow, Showmax and Europe-based content security leader, Irdeto.

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