Regional Head of Business Sales

About Digicel

Enabling customers to live, work, play and flourish in a connected world, Digicel’s world class LTE and fibre networks deliver state-of-the-art mobile, home and business solutions.

Serving 10 million consumer and business customers in 25 markets in the Caribbean and Central America, its investments of over US$5 billion and a commitment to its communities through its Digicel Foundations in Haiti, Jamaica and Trinidad & Tobago have contributed to positive outcomes for over 2 million people to date.

With the Better Connected ethos at the heart of everything, its 5,000 employees worldwide work together to make that a powerful reality for customers, communities and countries day in, day out.

               Digicel also delivers news, sports broadcasting, digital media and financial services in several of its markets

Visit www.digicelgroup.com for more.

Primary objective of the job:

The Head of Sales is responsible for developing Digicel’s business customers’ revenues through

established sales performance management and monitoring processes. This will be achieved by

continuously driving revenue generation through new acquisitions and the development of the

region’s customer base via the markets’ Sales Managers & Business Account Managers

Main Duties and Responsibilities

•  Drive and own growth of P&L across ICT, Managed Service and Corporate Postpaid Mobile business lines.
•  Manage sales team performance by monitoring and measuring financials, sales, activity reports and taking corrective decisions to ensure sales targets are achieved.
• Coach team on sales techniques and business prospecting to build the sales pipeline and close on sales deals.
•  Understand the sales process of the company and ensure it is being followed by the team. Maintain a good working knowledge and understanding of the company’s technologies, products and services, to be able to recommend suitable solutions based on the customer’s requirements.
•  Review and evaluate tender/RFP documents from customers or their designated representative for technical and commercial requirements, co-ordinate with suppliers and other internal stakeholders in developing, preparing and submission of competitive proposals/bids.
•  Develop and manage annual budgets for both ICT and Corporate Postpaid Mobile revenue lines.
•  Provide accurate and up-to-date forecasts on all revenue lines within ICT and Corporate Postpaid Mobile.
•  Evaluate business cases for capital expenditure, and large enterprise solutions to ensure they meet the company’s KPI’s.
•  Ensure operational effectiveness and customer-first focus by ensuring teams are effectively managing customers’ accounts and meeting SLA’s with customers.
•  Develop and execute corporate events to showcase the company’s products and services.
•  Grow and Drive brand perception in markets.
•  Develop an understanding of the contractual requirements in bids and refer to the legal department for review.
•  Follow-up and negotiate successful closure on tenders, bids, proposals etc. and provide relevant feedback throughout the process

Academic qualifications and experience:

•  Degree in Business Management or equivalent
•  5 years’ experience in sales management
•  5 years of people management experience
•  Experience in and with the mobile telecommunications sector would be considered a valuable asset.
•  An acceptable combination of academic qualifications and work experience may be considered in lieu of minimum requirements.

Functional Skills:

Customer Focused

•  Able to operate autonomously and demonstrate initiative in problem solving, decision making and proactive approach to job.
•  Selling and negotiation skills
•  Results driven and proactive
•  A team player who is able to interact with persons at all levels
•  Excellent interpersonal skills
•  Presentation skills.

Competencies:

•  Decision Making
•  Excellence in Service
•  Building Effective Relationships
•  Problem-Solving
•  Process Improvement
•  Strategic & Financial Planning
•  Performance Management
•  Coaching and Leadership
•  Communication
•  Planning & Organizing
•  Professional Ethos
•  Teamwork
•   Results Focus

DISCLAIMER:

This job description indicates the general nature and level of work expected of the incumbent.  It is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities required of the incumbent.  Incumbent may, and probably will be asked to perform other duties as required.  Each employee, regardless of classification, is required to maintain a safe, orderly and clean workplace, using safety precautions and observing safety rules at all times.