Target Setting and Segmentation Manager

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## Role Purpose/Business Unit:

The Target Setting and Segmentation Manager: Business Performance leads the design, governance and operationalisation of enterprise customer, market, portfolio, product and channel segmentation frameworks, and translates approved business objectives into clear, measurable and actionable targets. The role supports the Executive Head: Business Performance by connecting strategy, analytics and commercial execution, enabling fair and transparent target allocation, sharper resource prioritisation and improved performance management. Through robust methodologies, analytical models and cross-functional alignment, the role ensures that segmentation and target-setting decisions are accurate, consistent, auditable and focused on sustainable commercial growth.

## Your responsibilities will include:

• Enterprise Target-Setting Framework: Design and manage the annual and in-year target-setting process, translating organisation-level financial and commercial ambitions into segment, channel, region, portfolio and team-level targets. Establish clear allocation principles, assumptions, timelines and approval requirements to support consistent execution across the business.
• Segmentation Strategy and Design: Design, develop and maintain robust customer, market, portfolio, product and channel segmentation frameworks using behavioural, value, need-state, demographic and propensity data. Ensure segment definitions support differentiated commercial strategies, prioritised coverage and effective resource allocation.
• Target Allocation and Cascading: Develop analytical allocation models that reflect market opportunity, historical performance, customer potential, sales capacity, strategic priorities and expected return. Cascade approved targets to the appropriate commercial levels while maintaining reconciliation to enterprise goals and visibility of all assumptions.
• Commercial Opportunity Identification: Monitor segment performance and use customer and transactional data to identify white-space, under-penetration, cross-sell, retention and share-of-wallet opportunities. Recommend evidence-based changes to target allocations, account coverage or segmentation where material shifts in opportunity or performance are identified.
• Governance, Fairness and Auditability: Own governance for target methodologies, segment definitions, business rules, version control and approvals. Maintain transparent documentation and decision trails so that targets are explainable, consistently applied and capable of withstanding management, finance and audit review.
• Systems and Operational Alignment: Ensure approved segmentation logic and target structures are consistently reflected across CRM, sales performance, campaign management, pricing and reporting tools. Partner with data, technology and commercial teams to resolve misalignment between source data, business rules and operational systems.
• Performance Monitoring and In-Year Review: Track performance against targets at segment, channel, region, portfolio and team level. Lead structured in-year reviews to test the continued validity of assumptions and recommend adjustments or re-segmentation where business conditions, capacity or market opportunity have materially changed.
• Decision Support and Executive Insight: Build and own analytical models, dashboards and decision frameworks that explain target construction, segment potential, allocation movements and performance outcomes. Translate complex analysis into concise executive insights, implications and recommended actions for governance forums and senior leadership.

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Technical & Analytical Capabilities

• Commercial Target Modelling: Advanced ability to develop target-setting methodologies, allocation models and scenarios that connect enterprise goals with market potential, capacity, historical performance and P&L outcomes.
• Segmentation Analytics: Strong knowledge of value-based segmentation, customer clustering, propensity modelling, lookalike modelling, need-state analysis and next-best-action frameworks, with the judgement to select methods appropriate to the business decision.
• Data Analysis and Visualisation: Strong quantitative capability and practical experience working with large customer and transactional datasets. Proficiency in SQL and advanced Excel, supported by analytical tools such as Python or R and BI platforms such as Power BI, Qlik or comparable solutions.
• Data Management and Business Rules: Ability to integrate, reconcile and validate data from CRM, financial, sales and customer platforms. Strong understanding of data quality, hierarchy management, master data, business-rule configuration and the controls required for a reliable single source of truth.
• Scenario Planning and Commercial Insight: Ability to test target and segmentation scenarios, evaluate trade-offs and translate analytical findings into operational choices concerning account coverage, channel focus, resource deployment and growth priorities.

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# People Leadership & Stakeholder Collaboration

• Team Leadership: Lead and develop a small team of target-setting, segmentation or commercial analytics specialists. Set clear outcomes, provide technical guidance and coaching, and foster a high-performance culture grounded in accuracy, commercial relevance and accountability.
• Cross-Functional Collaboration: Act as the link between Business Performance and Commercial, Sales, Marketing, Product, Finance, Data and Technology teams. Align target assumptions, segment definitions, capacity considerations and strategic priorities before recommendations are submitted for approval.
• Senior Stakeholder Engagement: Engage senior commercial and finance leaders to explain methodologies, test assumptions, resolve challenges and secure alignment. Communicate complex analytical concepts clearly to non-technical audiences and facilitate evidence-based decisions where stakeholder priorities differ.
• Adoption and Capability Building: Coach commercial and analytical teams on the interpretation and practical use of segments and targets. Promote consistent adoption of approved definitions, methodologies and decision frameworks throughout the organisation.

## The ideal candidate for this role will have:

• Bachelor’s degree (NQF Level 7) in Statistics, Economics, Mathematics, Data Science, Business Analytics, Finance, Commerce or a related quantitative discipline.
• Minimum 7–10 years’ relevant experience in commercial analytics, customer strategy, revenue management, sales planning, segmentation or target setting within a large, complex organisation.
• Proven ownership of target-setting and/or segmentation processes, including the design and operational embedding of methodologies that have supported measurable commercial outcomes.
• Strong experience working with large customer or transactional datasets and translating analytical findings into practical targets, account priorities or commercial actions.
• Demonstrated stakeholder management capability, including the ability to influence and align senior commercial, finance and operational leaders.
• Experience in telecommunications or an enterprise B2B environment, with exposure to complex customer portfolios, sales structures, CRM systems and performance-management processes.

Advantageous

• Postgraduate qualification or professional certification in analytics, data science, finance, revenue management, customer strategy or a related field.
• Experience with value-based segmentation, next-best-action, sales-force effectiveness or customer-potential frameworks.
• Experience leading or mentoring a small analytical, planning or insight team.

## Core competencies, knowledge, and experience:

• Advanced commercial target-setting, allocation and forecasting methodologies.
• Customer, market, portfolio, product and channel segmentation techniques.
• Strong data analytics, statistical modelling and hypothesis-driven problem-solving.
• Advanced MS Excel and practical knowledge of SQL-based databases such as SQL Server, Teradata or Oracle.
• Working knowledge of Python or R for analysis and modelling will be an added advantage.
• Good knowledge of reporting and visualisation tools such as Power BI, Qlik or comparable BI platforms.
• Ability to work across multiple data sources, including customer, transactional, financial and sales-performance datasets.
• Strong commercial acumen with the ability to connect analytics, strategy and P&L impact.
• Excellent communication, facilitation, negotiation and conflict-management skills.
• Executive storytelling using data, with clear articulation of insights, implications and recommended actions.
• Strong planning, organising, process-governance and project-management skills.
• High attention to detail, sound judgement and the ability to deliver accurately at pace.

## We make an impact by offering:

• Enticing incentive programs and competitive benefit packages
• Retirement funds, risk benefits, and medical aid benefits
• Cell phone and data benefits, advantages fibre connection discounts, and exclusive staff discounts offered in collaboration with partner companies

Closing date for Applications: 18 September 2026.

The base location for this role is Vodacom, Midrand Campus

The company's approved Employment Equity Plan and Targets will be considered as part of the recruitment process. As an Equal Opportunities employer, we actively encourage and welcome people with various disabilities to apply.

Vodacom is committed to an organisational culture that recognises, appreciates, and values diversity & inclusion.