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Sr. Manager - Regional Growth Strategy

Date: 25-Jul-2019

Location: Macquarie Park, Australia

Company: Singtel

Optus in Regional Australia and other growth markets like Tasmania. Optus is embarking on a transformational strategy to gain share in growth markets to deliver an ROI on the significant investment in the mobile network for these markets, and in support of the total company Revenue Market share ambition.

 

The growth market ambition requires a step change in performance to increase the Market switching pool within Regional, significantly improve brand consideration and make significant improvements in demand, and sales conversion across all channels. As such, delivery of this step change in performance requires each business unit to develop separate approaches and resource investment in Regional

 

About the Team

Regional Strategy, Planning and Performance team (led by Director – Regional Strategy, Planning and Performance):

Responsible for driving omni channel and omni-product sales performance across Regional territories

Provide strategic thought leadership and insights to all teams with Regional accountabilities in service of delivering an overarching strategy to deliver the step change in performance and achieve the ambitious targets

Provide Local Programs, Promotions and marketing assets to each of the Regional Territory teams to drive advocacy, brand consideration, demand and conversion improvements

Optimize the utilisation of the LAM and Opex budgets to drive the best sales outcome in Regional Australia.

Drive the agenda of localisation of marketing assets to improve effectiveness of all marketing material. This also takes into account the optimal utilisation of the online digital platform that aids localisation by feeding the right insights into building templates uploaded on the digital tool.

Influence network roll-out strategy, enable/empower channels to communicate the network upgrades and align market strategy to the network rollout strategy

 

About the Role

Sr. Manager - Regional Growth Strategy is a key member of the team and will drive Optus’ strategy in growth markets. Within the team’s tasks, she/he takes accountability of building the strategic plan, gaining executive and cross-functional endorsement, help omni-channel execution teams deliver and monitoring progress.

 

Ownership of Regional Growth Insights:

Leading the implementation of Regional Network Consideration tracking – including related vendor and contract management

Consolidate Regional market, prospect and existing customer insights and feedback from various teams

Lead action planning for implementing key recommendations, as required

 

Building the strategic plan:

Review past and current trading performance (e.g. GA, revenue, churn and other LEAD measures)

Provide opportunity-led recommendations for plotting new network roll-out plans

Probe and deep-dive into the quarterly CATI (Computer Aided Telephone Interviews) and other research reports to construct the job-to-be-done

Collate all anecdotal commentary from sales teams

Support the Director for Regional Strategy, Planning and Performance to build the AOP deck that will set the strategy for achieving the regional ambition

 

Gaining executive and cross-functional endorsement:

It is imperative that the strategy is endorsed by the Regional Leadership Team as well as leaders from key stakeholder groups such as, but not limited to: Product, Marketing, Other sales channels and Networks

 

Helping omni-channel execution teams deliver to plan:

Drive execution of Regional-led initiatives across different sales channels

Assist Go-to-Market teams in launching Regional-focused offers and programs

 

Monitoring progress on deliver of the plan:

Ensure prioritisation of Regional growth in other stakeholder groups

Review progress through dashboards that provide leadership team with a solid view of performance in regional; performance metrics includes sales growth (individual GAs and households), revenue, churn and profitability

Running the weekly regional trading meeting including building the performance report for this meeting

Building reporting for monthly BPR and quarterly Optus Advisory Committee (OAC) updates

Getting appropriate and relevant reporting on other success factors like NPS, foot-traffic, inbound call volumes, sales conversion, training completion, online page impressions etc

Optus believes in the strength of a vibrant, diverse and inclusive workforce where backgrounds, perspectives and life experiences of our people help us innovate and create strong connections with our customers.


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