Global Mobile Network Operator is looking for a Senior Business Development /GTM/Sales Manager.
MISSION / CORE PURPOSE OF THE JOB
The Senior Manager Regional Sales will form a part of a highly skilled group of commercial, technical and management experts who are responsible for wholesaling and leveraging the Clients' global fixed connectivity infrastructure, within the Clients' Group and developing the external business for 3rd party carrier providers. The Clients' GlobalConnect and its team aims to better commercialize the Clients' Group’s fixed line infrastructure and that of other providers thereby gaining increased revenue in global markets.
The role will be responsible for the management of accounts in a designated region (Europe / Asia / America). The Senior Manager will overview business development and wholesale sales for 3rd parties with regard to defining the sales strategy, monitoring sales performance, analyzing the competitive landscape, providing commercial support to subordinate business units and providing inputs to demand based infrastructure capacity planning. The role will be responsible for building networks and relationships with external clients, driving towards Cleints' GlobalConnect external revenue targets within their regions.
The Senior Manager will define and implement strategies to develop capacity wholesale revenue streams, develop and define initiatives to assist in strategic positioning of Capacity and Connectivity services to maximise revenues from Clients' Group’s backbone network capacity and connectivity, develop Wholesale Value Proposition, Scope, Market Segments, Products and Services, Go to Market strategy and Partner management.
CONTEXT (GLOBAL INFLUENCES, ENVIRONMENTAL / INDUSTRY DEMANDS, ORGANISATIONAL MISSION ETC):
The Client is entering a new phase in its lifecycle where operational and commercial excellence has become critical for success. The Senior Manager Regional Sales will ensure the successful delivery in the context of:
The Clients' positioning as the best connectivity provider in Africa and the Middle East
Being at the forefront of the Clients' Group diversification strategy.
Operating within a highly inter-connected international telecommunications community.
Ability to drive initiatives in line with the Group and OpCos’ business requirements.
Responsibility to keep track of global trends and technology advancements and stay abreast of standardization work of relevant industry bodies.
Integrating requirements from multiple internal and external stakeholders to provide the relevant services to support business growth.
The Clients' decision to centralise the wholesaling of global and local infrastructure assets.
The geographic complexity of the Clients' footprint across Africa and the Middle East.
Achievement of top quartile operating efficiency and effectiveness through scale and common processes.
Enhancing the Clients' position as a leading network and system provider.
Constant dynamics and local challenges in economic, regulatory and legal environments.
Increasingly competitive and highly dynamic enterprise industries and landscape.
Continuous improvement of processes and procedures in line with changing enterprise requirements.
Aggregate and balance connectivity requirements across multiple diverse operating units.
Varied physical transport and delivery systems (satellite, submarine cable, signaling gateways, switching platforms, IP routers).
Successful planning and deployment subject to multiple regulatory regimes across diverse jurisdictions and cultures.
Ability to create a technological strategy in line with the company’s business requirements.
KEY PERFORMANCE AREAS: CORE, ESSENTIAL RESPONSIBILITIES / OUTPUTS OF THE POSITION (KPA’s)
The Senior Manager Regional Sales will be accountable to achieve the following objectives:
Build a network of potential external clients in the designated region.
Manage relationships with key accounts in the designated region.
Be involved in negotiations and client relationships when required, as well as maintain relationships with key clients by providing information, support and guidance.
Provide leadership and guidance in the fixed connectivity wholesale environment in the dedicated region (Europe/Asia/America).
Approach high profile clients for strategic sales and be involved in the escalation process when a client is unsatisfied.
Drive sales of Capacity and Connectivity services and products to Carriers, Operators, Capacity and Connectivity providers in order to realise defined Wholesale Sales strategy and targets both for international and for domestic fixed infrastructure.
Drive sales activities to 3rd parties: Global ISPs, Digital Providers and Global carriers with the scope to increase the return on investment on existing the Clients' fixed infrastructure assets.
Constantly monitor sales performance, identify and solve key performance gaps and report sales performance to Wholesales General Manager.
Contribute to the achievement of set commercial targets in sales, buying and cost reduction targets while achieving the set quality of service parameters.
Review and coordinate sales strategy of the business lines as well as planning and executing wholesales solutions for the domestic and wholesales teams.
Develop commercial propositions for network infrastructure/capacity working with Carriers, Operators, Wholesale Capacity and Connectivity providers and address their infrastructure requirements in conjunction with the Clients' Wholesale and OpCos’ Solution Engineers.
Assess current competitive and operator landscape of the Wholesale Partnerships business and develop initiatives to ensure optimum revenues from the Cleints' Group’s backbone network capacity and connectivity.
Maintain relationships with key clients by providing information, support and guidance and identify potential up/cross-sell opportunities.
Improve the Clients' GlobalConnect reputation in the fixed broadband infrastructure by representing the company in key professional events, especially in their regions.
Provide inputs for budget plans and key financial reports.
Collaborate with Commercial Legal to manage, review and finalize NDA’s, Contracts and Commercial Agreements associated with the Clients' Group wholesale business.
Create sales and market reports including, but not limited to, 3rd party wholesales for international and domestic wholesale services.
Provide inputs to budget and financial planning.
Wholesale sales strategy and planning, including sales pipeline and accounting planning strategy.
Sales and growth targets for wholesale business.
Inputs to high-level reports, direction and guidance from Clints' GlobalConnect CEO.
The morale, effectiveness and co-operation of all associated staff.
JOB REQUIREMENTS (EDUCATION / EXPERIENCE & COMPETENCIES)
Minimum 4 Year Academic Degree in (Engineering or Computer Science or Commerce / Business Administration).
Masters or Post Grad Degree in (Engineering or Computer Science or Business Administration) as an advantage.
English, French and Arabic (as advantage).
8+ years sales-related experience, preferably in the telecommunications space (ideal if experience is in the enterprise / carrier business and/or fixed line international).
3+ years managerial experience preferably in a sales / wholesale function, preferably in the telecommunications space (ideal if experience is in the enterprise / carrier business and/or fixed line international).
Ability to work remotely to achieve targets with limited supervision.
Effective team management skills and the ability to coach, mentor and motivate a staff of commercial and technical professionals.
Ability to identify key issues in a situation and to think creatively and strategically in facing internal and external challenges.
Ability to manage numerous large accounts simultaneously, prioritizing to achieve maximum effectiveness.
Effective oral and written communication skills.
Excellent public relations skills to be able to function across multiple business lines in a multicultural environment.
Exceptional networking skills to build the Clients' GlobalConnect professional relationships.
Outstanding sales and negotiation skills to win contracts with large accounts.
Outstanding customer relationship building and management skills.
Comprehensive understanding of the fixed connectivity landscape in terms of infrastructure, commercial requirements, trends, growth, etc. with focus in attracting opportunities to an emerging market.
Deep understanding of the wholesale and carrier industry as well as specific markets.(Europe / Asia / America) in terms of infrastructure, commercial and legal requirements, trends, growth, etc.
Strong analytical skills to execute the Clients' GlobalConnect strategy and compile high-level reports.
High level of computer literacy.
Proficient fluency in English; Arabic or French an advantage
Sales-related decision-making authorities towards both external and internal (within Group) customers e.g. wholesale reporting, wholesale performance monitoring and customer relationship management.
Relationship-building authorities, e.g. investigating and developing potential deals, building and leveraging professional networks, expanding the Clients' GlobalConnect potential client base, managing customer counterparties on high-value accounts in designated region(s).
Business operations within the sales business lines, e.g. overviewing contracts, engagement with client, partners and suppliers.
COLLABORATION (FORMAL & INFORMAL RELATIONSHIPS)
General Manager Business Development and Wholesale.
Other Sales Manager (different region).
The Clients' GlobalConnect Technical and commercial business units.
Key partners and suppliers.
ASIA: Hong Kong
EUROPE: London or other European Cities
Competitive Daily / Monthly Rate (All inc)
If this is of interest, please send your updated CV and contact details to:
T: +44 (0) 203 854 5788
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