Public Sector Sales Executive

About Digicel

Enabling customers to live, work, play and flourish in a connected world, Digicel’s world class LTE and fiber 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

Public Sector Sales Executive

Primary objective of the job: 

The Public Sector Sales Executive is accountable for the end-to-end management and life cycle of all public sector / Government accounts. The primary role is to grow our existing base through selling ICT and mobility solutions and effective management of aged debt. Finding new business is a critical part of the role of Public Sector Sales Executive through networking and building a pipeline of new opportunities.

 Main Duties and Responsibilities:

•  Responsible for managing the end to end billing cycle and dealing with under agreed contractual SLA’s any queries the account may have.
• Accountable for managing the handset allocation fund as well as effectively communicating with the customer through the agreed lines of communication.
• Responsible for debt management. 90-day debtors are to be kept to a minimum and where necessary, ensuring that agreed payment plans are put in place and enforced. 
• Conduct regular account reviews, quarterly at a minimum or monthly if the size of the account dictates such.
• Document all customer meetings in Sales Force ensuring that actions, owners and timelines are noted and tracked.
• Responsible for maintaining a strong relationship with the areas that drive demand into Sales and Service Directorate, and for ensuring an up to date roadmap of demand is maintained to allow planning and alignment of priorities and resources in Sales and Service channels.
• Required to influence the shape and scope of programs to ensure they create outcomes which are aligned with the Sales & Service goals and strategy.
• Employ strong relationship management skills as well as robust project/program planning, governance, tools and techniques to ensure all risks, issues and dependencies are managed and impacted stakeholders are always appropriately engaged through clear engagement and communication strategies.
• Take the lead on all change demands from assigned accounts, influencing the scope, outcomes, planning and delivery of change programs and initiatives to lead the business in any integration.
• Liaise with wider delivery teams beyond Sales and Service, ensuring they are aware of and focused on the strategic goals of the directorate and that the wider teams in Sales and Service are engaged through effective communications and timely engagement of Sales & Service subject matter experts.
• Must build strong and credible relationships with key stakeholders, owners and sponsors across Sales & Services directorate and wider business, influencing and being personally accountable for communicating progress and driving action to ensure achievement of deliverables and business benefits.
• Required to maintain and improve an excellent segment, commercial and channel knowledge across S&S, owning and managing cross channel alignment meetings, ensuring proposition and category alignment is maintained and dependencies are identified and managed.

Academic Qualifications and Experience Required:

• At least 5 years experience selling into the public sector and government accounts.  Knowledge of framework agreements and the ability and gravitas to work with and navigate government departments.
• Ideally, a first degree in Management / Marketing / Sales or equivalent qualifications.
• A Diploma in Management Studies or equivalent or management training incorporating the concepts of Managerial Accounting and Budgetary Analysis.
• Knowledge of functions & operations of the Telecommunications industry.
• Knowledge of security, cloud, mobile, wireless, fixed voice & data products & service offerings.
• Working knowledge of CRM & contact management systems, e.g. Salesforce.com

Functional Skills:

You will have strong leadership and influencing skills, including communication to senior stakeholders, as you will be expected to communicate at CEO / Ministerial Direct Report level, plus excellent relationship management skills and the ability to negotiate and build effective relationships across Sales & Service and Digicel Group.

• Knowledge of Cloud, Virtualization, Cloud telephony, WAN, MPLS, IPLC, DPLC
• Experience of managing and reporting pipeline through use of SalesForce.com
• Proven track record in B2B & Business Solutions Sales
• Provide consultancy, design and development services to Digicel’s Corporate Clients
• Interface directly with customers on technical issues where necessary
• Experience in understanding and positioning Business Solutions to the Corporate market
• Excellent analytical and organizational skills
• Ability to assist in the design of networks, services, systems architecture, systems as well as the

• development and integration of overall solutions
• Experience of selling telecoms products and services (namely GSM, 3G, DSL, DIA, IP, PBX, VoIP, M2M services, Security services)
• Become and expert BAM in at least one ICT/Business product and service so that you can assist customers and colleagues to better understand and sell this product.
• Full CSI and CSR programs to be run throughout the lifecycle

You should have a strong commercial awareness and a proven track record in defining and scoping business requirements and ensuring benefit tracking mechanisms are in place, hold the ability to think strategically and align delivery activity to channel priorities and goals.

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.