MARK WITTHUHN
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14 Amery Crescent, Summerstrand,
Port Elizabeth, South Africa
mark.witthuhn@gmail.com
+675 7222 1956
09 December 1971
Married
South African and Italian
Home language: English
Other languages: Afrikaans
EXECUTIVE SUMMARY
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18 years’ experience in developing sales and new business for leading Mobile Operators
Head of Department experience managing 118 staff, wholesalers, dealers and retail stores and Call Centre
Expert knowledge in direct and indirect Distribution channels including B2B, B2C, wholesale, retail, dealers, Mobile
Money, forecasting, budgeting and performance management
Increased sales by 12% year on year between 2009-2013 and achieved $100 million in sales revenue in 2013
MBA Graduate
WORK EXPERIENCE
GENERAL MANAGER
Digicel - Papua New Guinea
April 2014 – present
Objective - Responsible for the overall management of the region in ensuring delivery of revenue and subscriber growth
through effective management of the regional teams. Establish a company presence and build relationships in the region
with clients and customers. Responsibilities include the management of the regional facilities, financial P&L, fleet, Direct and
Indirect sales teams as well as the overall regional team and daily functions.
Roles and Responsibilities
 Lead direct and indirect sales teams across the region by achieving subscriber voice and data revenue growth targets and
optimal network capacity utilisation.
 Ensure daily financial transactions are processed in accordance with audit requirements and regional Opex performance
is managed within budget.
 Manage staff in accordance with company policies and procedures.
 Execute all regional promotions and branding in alignment with timeframes and marketing and branding guidelines.
 Ensure vehicle fleet is managed in accordance vehicle maintenance program and ensuring that there is limited down
time.
 Preparing accurate regular reports for Sales Director on sales performance, operational issues and ad hoc reports as
requested, advising stakeholders of trends and revenues to drive the business plan.
 Lead monthly meetings with high value customers, stakeholders and staff.
 Report on competitor activity and identify sponsorship activities/opportunities for the Region.
 Attend regular key business forums and conferences as the company liaison for all activities and service level escalations
in the region.
 Undertake all work in accordance with the company workplace health & safety procedures.
 Through continuous monitoring identify areas to improve and update process and procedures for more efficient
management of the region.
Achievements
 11% Revenue growth (half year)
 23% Gross subscriber acquisition growth (half year)
 17% Net subscriber base growth (half year)
HEAD OF SALES AND DISTRIBUTION
MTN – Swaziland
May 2011 – March 2014
Objective - Responsible for developing and executing acquisition strategy in a manner that supports consistent business
revenue growth. I'm responsible for planning, organizing, staffing, training and managing all Sales and Distribution functions
to achieve MTN Swaziland's objectives of sales growth and profitability.
Roles and Responsibilities
 Leading sales across the distribution footprint, responsible for developing and implementing a robust sales channel
management strategy and building a strong distribution network
 Translating corporate strategy into comprehensive plans with clear and detailed objectives for functions within
remit, driving sales through optimal network capacity utilisation. (Particular focus on data penetration from Group
strategy and annual business plan)
 Managing sales force operations to ensure sales are driven through direct (Enterprise) and indirect channels,
building business intelligence process and analytics for great input into the decision making process
 Responsible for preparing and managing Sales and Distribution annual OPEX and CAPEX budgets, departmental
business risk and OPCO business plan
 Aligning commercial objectives with specific market requirements, making decisions based on segmentation
principles and choice of product for distribution channels
 Defining and implementing MTN commercial best practice for trade management strategies and business plan
projection ensuring cross functional engagement & alignment across all departments
 Developing a comprehensive distribution strategy to ensure ubiquitous presence of company products, with an
effective sales order process to facilitate the timely fulfilment of orders
 Heading a productive and successful department within a culture of high performance through reward, recognition
and performance management within a strategic framework
 Ensuring an exceptional customer experience through Call Centre operations and face to face within the Service
Centre
 Preparing accurate regular reports for CEO and board on sales performance, operational issues and ad hoc reports
as requested, advising stakeholders of trends and revenues to drive the business plan
 Through continuous monitoring identify areas to improve and update departmental process and procedures for
more efficient management of the division
Achievements
 16% Revenue growth (year on year)
 20% Gross subscriber acquisition growth (year on year)
 7% Net subscriber base growth (year on year)
 11% Call centre Service Level improvement (year on year)
 9% Departmental staff satisfaction index improvement (year on year)
REGIONAL SALES MANAGER – DEALERS AND FRANCHISE
Vodacom (Vodafone) - South Africa
August 2010 – April 2011
Objective - Grow the post-paid & prepaid Dealer and Franchise revenue and subscribers volumes. Manage the regional sales
performance through strategic and operational support thus enabling the regional sales teams to achieve the set sales
targets.
Roles and Responsibilities
 Accountable for increasing dealer and franchise subscriber base through management of the distribution channel,
and proactive account management of trade partners and business relationships
 Responsible for working with trade partners of queries and issues, conducting regular office and regional business
partner visits, and overseeing partner stock management, reporting against forecasts
 Leading the development and implementing of the regional sales promotion plan, overseeing all marketing and
promotional activities, ensuring alignment to strategic corporate objectives and budget
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Heading Dealer and Franchise store team, responsible for setting targets and objectives and appraising performance
against those objectives
Creating regular performance reports, in additional to highlighting operational issues and analysing competitor
performance to keep up to date with market trends
Achievements
 15% Revenue growth (year on year)
 11% Gross subscriber acquisition growth (year on year)
 7% Net subscriber base growth (year on year)
EXECUTIVE HEAD OF SALES
Vodacom (Vodafone) – Mozambique
March 2008 – July 2010
Objective - Develop and implement the sales channel management strategy and sales force management operations. Grow
and retain subscriber bases by managing the total distribution footprint. Enable sales growth through strategic acquisition
and retention campaigns while minimising churn and maintaining profitability.
Roles and Responsibilities
 Accountable for growing the prepaid subscriber base by overseeing the total distribution footprint, enabling
increased sales through growing network base
 Leading productive team of sales staff, monitoring performance versus sales targets on a weekly and monthly basis
 Heading annual planning for divisional CAPEX and OPEX budgets, monitoring their usage in line with business plans
 Overseeing monthly sales promotion plan, overseeing all marketing and promotional activities aligned to corporate
targets, preparing performance reports for senior management
 Identifying, defining and implementing opportunities for national and regional promotions and advertising including
prepaid handset offerings, monitoring competitor activity
 Establishing and maintaining relationships with trade partners through regular meetings and updates, resolving
issues promptly, assisting in stock control and conducting regular trade visits
 Manage three regional offices across the country, four customer centres and three retail stores, with responsibility
for the submission of performance reports, banking summaries and stock management
 Preparing monthly product pricing support letters and dealer support letters
Achievements
 17% Revenue growth (year on year)
 33% Gross subscriber acquisition growth (year on year)
 13% Net subscriber base growth (year on year)
 Achieved annual sales targets 2008, 2009.
REGIONAL SALES MANAGER – DEALERS AND FRANCHISE
Vodacom (Vodafone) - South Africa
March 2003 – February 2008
Objective - Grow the post-paid & prepaid Dealer and Franchise revenue and subscribers volumes. Manage the regional sales
performance through strategic and operational support thus enabling the regional sales teams to achieve the set sales
targets.
Roles and Responsibilities
 Managing relationships with trade partners including Retail, Dealers, Corporate and Franchise contacts to grow the
distribution base, increase sales connections and minimise churn to maintain profitability.
 Lead a team of Field Service Consultants responsible for providing merchandise and operational services on a daily
basis to trade partners.
 Key team member in the creation and facilitation of special projects across the region, accountable for all regional
marketing and advertising campaigns and activities working to regional budget.
Achievements
 18% Revenue growth (year on year)
 19% Gross subscriber acquisition growth (year on year)
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13% Net subscriber base growth (year on year)
Achieved annual regional sales targets 2003 to 2008
Awarded company international travel prize in 2007 for exceeding annual sales targets
SKILLS PROFICIENCY
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Advanced Commercial Knowledge of Sales & Distribution
Advanced understanding of the Telecommunications and ICT Industry
Strong Analytical and problem solving Skills
Strong People Management Skills
Strong cross-functional and multi-cultural team manager
Communication and negotiation skills
Strong managerial and leadership skills, experience and exposure.
Strong degree of self-motivation and perseverance
Assertive when necessary without fear or favour
Resilience to challenges despite setbacks and resistance
Results oriented
Advanced skill in Microsoft Word, Excel, PowerPoint
QUALIFICATIONS
TERTIARY
 Nelson Mandela Metropolitan University
o Masters in Business Administration (2004 – 2006)
o Diploma in Marketing (1991 – 1993)
SECONDARY
 Grey High School (1985 – 1989)
o Senior Certificate
TRAINING
Training has included but is not limited to:
 Crucial Conversations Training Used To Handle Difficult Topics - Non-Performance, 2013.
 BoQ (Budgeting and Forecasting) Training, 2012.
 Attended Annual CTIO Conference, 2012.
 Chaired Disciplinary Hearings, 2011.
 Manage Staff Performance and Corrective Measures Training, 2009.
 Finance for Non-Finance People Training, 2008.
HOBBIES AND INTERESTS
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Playing golf, gym and exercising
Watching sports
Socialising with friends
International travelling to new destinations
REFERENCES

Ambrose Dlamini
CEO – MTN Swaziland
(+268) 76060601
ambrosed@mtn.co.sz
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Keiren Thurgood
Managing Director – Thurinc Group
(+268) 76061503 / 76061504 / 76061606
kieren@thurincgroup.com

Eerfaan Dada
Managing Director – Dada’s
(+268) 76061506
(+27) 837867310
eerfaand@gmail.com

Jorge Mendes
Executive Head of Dealer Channel
(+27) 824499800
Jorge.mendes@vodacom.co.za