Go-To-Market Manager

Primary objective:

The Go-To-Market (GTM) Manager has end-to-end leadership and management accountability for the company's sales channels, including Grey Market, Retail, Digicel Fibre, FOTS (Field Operations & Trade Sales), and other assigned channels. The role directly manages the respective channel leads and their teams and is accountable for channel strategy, people performance, operational execution, customer experience, and achievement of commercial targets. The GTM Manager ensures that each channel has the structure, capability, resources, direction, and cross-functional support required to deliver sustainable growth and operational excellence.

Main Duties and Responsibilities:

• Directly lead and manage the channel leads and their teams, setting clear priorities, accountabilities, performance expectations, and ways of working.
• Develop annual and quarterly go-to-market and channel plans aligned with the commercial strategy, translating them into measurable targets and action plans for each team.
• Own delivery of revenue, sales volume, acquisition, retention, productivity, customer experience, and other agreed channel KPIs, taking timely corrective action when performance is off track.
• Maintain an effective channel organization, coverage model, and allocation of people and resources; recommend structural or capacity changes based on performance and market opportunity.
• Lead the full people-management cycle in partnership with HR, including recruitment, onboarding, objective setting, coaching, performance reviews, development, succession planning, and formal performance-improvement processes where required.
• Provide hands-on leadership to each channel while establishing consistent governance, operating standards, and sharing of best practices across teams.
• Oversee the deployment and follow-up of campaigns, promotions, product launches, and service introductions, ensuring readiness across people, training, processes, systems, inventory, and sales materials.
• Establish disciplined performance routines using accurate dashboards, forecasts, channel reviews, and action logs; hold channel leads accountable for delivery and follow-through.
• Analyze sales performance, customer behavior, market conditions, and competitor activity to identify opportunities, performance gaps, and corrective actions.
• Manage cross-channel interdependencies and resolve issues relating to territory, account ownership, sales execution, service hand-offs, and channel conflict.
• Partner with Marketing, Product, Customer Experience, Finance, Technology, Operations, HR, and Supply Chain to remove execution barriers and deliver commercial priorities.
• Prepare and manage approved channel budgets and resource plans within delegated authority, ensuring effective and responsible use of company resources.
• Ensure that channel operations comply with company policies, commercial controls, brand standards, and relevant regulatory requirements.
• Provide the Commercial Director and senior management with clear, timely forecasts, performance reports, risk assessments, and recommendations.
• Perform other responsibilities normally associated with this position, as assigned.

Academic Qualifications and Experience required for position:

• Bachelor's degree in Business, Marketing, Commercial Management, or a related field.
• Minimum five years of progressively responsible experience in sales management, channel leadership, go-to-market strategy, or commercial operations; telecommunications or FMCG experience is preferred.
• Proven line-management experience leading multiple teams or channel leaders, including coaching, performance management, and capability development.
• Demonstrated track record of delivering sales growth and improving multi-channel commercial performance against demanding targets.
• Strong commercial, analytical, organizational, and problem-solving skills, with excellent attention to detail. 
• Excellent communication, stakeholder-management, negotiation, and presentation abilities.

Core Competencies required for position:

• Channel Leadership & Team Management - Provides clear direction, builds capable teams, and holds channel leaders accountable for people and business results.
• Strategic Planning & Execution - Converts commercial strategy into practical, measurable go-to-market plans and ensures disciplined delivery.
• Commercial Acumen - Understands revenue levers, pricing, channel economics, customer value, and market dynamics across multiple channels.
• Performance Management - Uses data, forecasts, and structured review routines to identify gaps, make decisions, and drive corrective action.
• Coaching & Capability Development - Develops leaders and teams through feedback, coaching, performance conversations, and succession planning.
• Collaboration & Stakeholder Management - Builds effective partnerships across functions while maintaining clear ownership and accountability.
• Customer & Market Orientation - Uses customer, competitor, and channel insights to improve execution and identify sustainable growth opportunities.
• Decision-Making & Accountability - Makes timely, evidence-based decisions and takes ownership of outcomes across all assigned teams.
• Adaptability & Resilience - Leads effectively through change, competing priorities, and a fast-moving consumer sales environment.

Businesss Skills required for position:

• Proficient in Microsoft 365 applications, including Word, Excel, PowerPoint, and Outlook.
• Commercial analysis, sales forecasting, budgeting, and performance reporting.
• Workforce, territory, coverage, and resource planning.
• Coaching, performance management, and leadership development.
• Presentation, negotiation, and senior stakeholder communication.