Head, Corporate & Enterprise Sales at Box and Cedar

Job Description:

• Closing high valued corporate and enterprise sales and closely supporting the sales teams in achieving their sales targets;
• Preparation, submission, presentation and negotiation of proposals with customers;
• Direct, monitor and lead the development of corporate and enterprise business sales strategies, business plan, projects and budget in line with corporate strategy;
• Accountable for the delivery of the Company’s Corporate and Enterprise revenue targets (number of accounts acquired, data volume, number of dedicated enterprise connections sold, ongoing data service revenues);
• Management of the Company Corporate and Enterprise P&L up to EBITDA level (revenues, costs of sales, gross margin, OPEX, EBITDA);
• Management of customer support to ensure delivery against the customer’s Service Level Agreements (SLA):
  • Through direct reports (account managers and technical support);
  • By liaison with other departments such as Networks, Customer Care, Legal;
• Ensuring high quality management of customer accounts, customer reporting and customer satisfaction;
• Responsible for all aspects of product development and management to deliver growth and development of Company Corporate and Enterprise product offering (in accordance with the Company Group’s policies and procedures);
• Work closely with other Sales departments (Direct Sales, Retail and Indirect Channels)- especially liaison on sales leads and opportunities that cross departments;
• Liaison with Marketing department to ensure appropriate marketing and product collateral are developed and available at all times;
• Identification, organising and management of Corporate and Enterprise sales and marketing opportunities, events and activations;
• Research information on competitive pricing, market activities, transaction usage and other information about the targeted markets;
• Analysis and reporting of sales and product performance to identify trends and improvements, efficiencies and cost savings;
• Accurate and timely management reporting (weekly, monthly and ad-hoc);
• Managing adherence and improvements to the Company processes that support Company Corporate and Enterprise sales and management thereof;
• Managing spend in line with the budget;
• Contributes to the short term tactical and long term strategic planning of Sales and Marketing function;
• Proposed new initiatives, plans and programs to improve the effectiveness of the Corporate and Enterprise sales;
• Manage and monitor all Corporate and Enterprise sales contracts sold in the region;
• Engage with each of the internal product groups by providing market data, customer expectations and future product needs such that the product group(s) can effectively put together product strategies for said market;
• Accountable for managing department and direct reports to achieve KPI’s with participation in regular continuous improvement reviews with sales team members;
• Working closely with technical and product teams on product development and delivery where necessary;
• Responsible for ensuring timely collection of the first bill from the customer by resolving any customer issues with the help of back end teams to ensure collection of the first bill on time and monitor thereof;

Minimum Qualification: 

• A good University degree
• MBA/Equivalent Higher qualification an added advantage
• Minimum of 3 years telecoms experience with data and voice
• Minimum of 3 years experience in complex telecoms corporate sales
• Experience of working with data and voice products in a telecoms fixed line business
• Proven team management skills
• Product management experience preferred

Knowledge & Skills:

• Strong background in telecoms sales
• Strong product management
• Solutions based selling approach
• Impeccable communication skills (spoken, presentation and written business English)
• Strong organisational skills with superior attention to detail
• Knowledge about voice and data services used by corporate customers
• Proven ability to manage multiple priorities simultaneously
• Team player who can work with cross functional teams to ensure achievement of target
• Proven track record of sales success and management of multi-million dollars sales plan
• Strong self-starter and able to drive initiatives independently
• Go-getter with sole goal of achieving target

Experience:

• 8 - 10 Years