Head of Digicel Business

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.

Job Title

Head of Digicel Business

Primary objective of the job: 

The Head of Business Solutions role will lead BTB Sales, Customer, Team satisfaction and go to market. This person will be accountable and responsible for the go to market function outcomes including business objective achievement, sales target achievement (new business, retention and year on year revenue growth), customer satisfaction, financial outcomes and team/people development in the TCI. Sales performance to target, forecasting and forecast accuracy, market and sales KPI’s (leading and lagging), Sales Playbook/Process compliance and customer/team satisfaction. This person is expected to build a premier sales team and successfully collaborate/interlock with the functional support business units to underpin customer and cross team success. Mobilizing and moving the market as defined by delivering double digit Revenue, EBITDA growth, acquiring key new clients, stewarding double digit customer satisfaction results and developing a high performing/high achieving culture that is known for being infectious about their customer, their business, their team and their results.

Main Duties and Responsibilities:

• Lead the achievement of all sales objectives inclusive of sales targets, revenue, margin, EBITDA and debt by new business acquisition, client retention (reduced churn), notable improved customer satisfaction and client engagement. Expectation is to deliver double digit growth across all key financial metrics whilst significantly improving P&L performance by reducing debt, churn, synergizing OPEX and prioritizing CAPEX investments in unison with the broader Caribbean team.

• Define and implement an optimal sales organizational structure across the market (s) ensuring that resource alignment optimizes their market opportunity base.

• Lead and own (externally with the client and internally within the business) the top by value strategic new business acquisition opportunities annually and the top by value renewal opportunities annually.

• Develop and own strategic relationships with key Enterprise and Government officials/dignitaries that result in mutual success for the client and Digicel.

• Develop a new business acquisition opportunity roadmap inclusive of client, value, solution, investment required and timing in their first 9 months and refreshed bi-annually.

• Lead and represent the development of key Customer Account Development Plans that outline the vision, strategy and plan for relationship and business optimization. Review, coach and validate the quality, content and messaging of all client proposals, bid responses and presentations are “world class” in quality. Take their team with them in the development of high quality communications.
• Build a high-performance Business Solutions sales team and culture through competence based sales leadership, management and sales appointments and the development, implementation and consistent communication of people development, business results and success celebration.
• Implement an operational management system that measures, communicates and actions performance. Reward and celebrate achievement, reduce mediocrity and address non-performance… quickly.
• Lead compliance with the sales KPI reporting and cadence inclusive of leading and lagging sales indicators, Sales Playbook, Sales Process, market insight and performance to sales targets.
• Communicate with all internal stakeholders inclusive of the exec on regular basis business briefings inclusive of performance, risks, dependencies, customer, projects and opportunities.

Academic Qualifications and Experience Required:

• Bachelor’s degree in Business, Technology or a related field 
• At least five years experience in the telecommunications industry
• 5 or more years in a senior management capacity leading a B2B Sales operation
• Must understand Telecoms with in-depth knowledge of all trending ICT products.
• At least five (5) years’ Service Delivery, Business Sales, ICT Service Delivery or Business Services experience.
• Track record of outstanding Business Service Success
• Experience in a Quota driven environment is essential.
• PMP Certification an asset
• Working knowledge of ICT products, sales and solution development including, strategy, design, related technologies and the ability to demonstrable benefits.
• Must have extensive reporting experience
• Must be a number-oriented individual with strong analytical skills and well-developed business senses
• Experience in Sales Force.com
• Experience in Redknee E-Care Systems

Functional Skills:

• Excellent interpersonal and communication skills and a collaborative management style
• Courteous and professional demeanor
• Self-motivated and results-oriented/driven
• Strong organizational skills as well as target and opportunity driven
• Ability to multi-task and deliver against competing priorities with accuracy
• Demonstrated leadership ability
• Able to operate autonomously and demonstrate initiative in problem solving, decision making and a proactive approach to situations
• High degree of confidentiality and trustworthiness
• Demonstrated Initiative and resourcefulness
• Open to direction and a collaborative work style with commitment to getting the job done
• Computer Literate in a Microsoft Suite (Word, Excel, Power Point, Outlook, project etc.)
• Strong negotiation skills with an assertive and respectful approach.
• Strong sense of ownership of process and results
• Highly adaptable, organized, detail oriented with an ability to influence and develop others in these areas
• Strong Motivator
• Strong Market Knowledge

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.