Strategic Media Sales Consultant – MTN Project

The Up&Up Group is seeking a Freelance Strategic Media Consultant to be seconded to MTN, one of Africa’s leading telecoms brands.

The consultant will be employed by Up&Up but based full-time at MTN’s offices, working closely with internal MTN teams to develop and implement strategic go-to-market (GTM) frameworks, pricing structures, and sales enablement tools across MTN’s Ads and Media ecosystem.

This is a strategic role, split into two key phases, focusing on delivering actionable insights, competitor intelligence, pricing guidance, and the unification of MTN’s advertising propositions across markets.

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Strategic Market Development

·       Strategic Insight & Advisory

·       Provide expert input into MTN’s GTM strategy for MTN TV, with a focus on AVOD, FAST, and FTA platforms.

·       Deliver insights into market dynamics, platform strategies, and competitor movements to shape actionable recommendations.

·       Conduct monthly competitor scans identifying shifts in the media and platform landscape.

·       Host monthly alignment sessions with the contracted resource to refine GTM strategies and ensure business impact.

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Deliverables:

·       Monthly competitor report

·       Monthly alignment sessions

·       Monthly GTM strategy sign-offs

Media Sales Kits

·       Advise on content and design of MTN’s Media Sales Kits to maximise sales impact.

·       Ensure inclusion of up-to-date campaign case studies, benchmarks, and creative best practices.

·       Gather and implement feedback from in-market sales teams to continually refine materials.

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Deliverables:

·       Input into sales kit content and design

·       Monthly updates and refinements

Pricing & Rebates

·       Guide MTN on competitive pricing and rebate structures.

·       Monitor market pricing trends and advise on monthly rate adjustments.

·       Support development of pricing and rebate models to ensure competitiveness and value.

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Deliverables:

·       Updated pricing recommendations

·       Revised rebate structures

Freelance Strategic Media Consultant Strategic Market Alignment

·       Develop a unified GTM strategy across T1 and T2 OpCos, integrating media, messaging, and audience monetisation opportunities.

·       Review and revise MTN Ads’ pricing and rate card structures across markets.

·       Lead creation of cross-market sales collateral and GTM solutions for brands and agencies.

·       Conduct monthly alignment sessions across T1 & T2 OpCos to drive consistent strategy and execution.

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Deliverables:

·       Unified GTM and pricing framework

·       Monthly strategy sessions and sign-offs

Unified Sales Collateral

·       Oversee development of consolidated MTN Ads Sales Kits to ensure consistency across the MTN ecosystem.

·       Integrate case studies, performance benchmarks, and creative excellence examples.

·       Conduct bi-monthly reviews to measure and optimise kit effectiveness.

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Deliverables:

·       Unified MTN Ads Sales Kit

·       Bi-monthly sales kit performance report

Sales Operating Model

·       Provide guidance on an effective sales operating model for MTN Ads across media, messaging, and audience monetisation channels.

·       Advise on resource structures and technology to optimise conversion and delivery.

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Deliverables:

·       Recommended sales operating model

·       Resource and technology framework

Requirements and Qualities

·       Proven experience in media strategy, platform monetisation, or digital sales.

·       Strong understanding of AVOD, FAST, FTA, and digital advertising ecosystems.

·       Experience developing pricing strategies, GTM frameworks, and rate cards.

·       Strategic thinker with exceptional analytical and communication skills.

·       Confident working independently in a client environment while reporting to multiple stakeholders.

·       Collaborative approach, with the ability to navigate large organisations and cross-functional teams.

·       Highly organised, proactive, and delivery-focused.

Qualifications and Experience

·       Minimum 7 years’ experience in media, advertising, or digital sales strategy.

·       Demonstrated success in developing and implementing GTM strategies for large brands or platforms.

·       Strong commercial acumen and understanding of telecoms and media industries in Africa.

·       Relevant tertiary qualification in Marketing, Media, Communications, or Business.

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