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.

DIGICEL ANTIGUA AND BARBUDA

Digicel Antigua and Barbuda is looking for a top candidate to fill the role of Head of Business Sales

Job Overview:

The Head of Business Sales will be responsible for meeting all corporate customer acquisition and revenue growth objectives. He/she will be responsible for the operations of the company’s corporate sales force developing and executing all the key sales strategies, tactics and action plans required for achieving the financial targets through the implementation of the corporate sales plans and the performance management/leadership of the corporate sales team. This will include meetings with other company managers and other functional areas to ensure that business objectives are executed, optimized and on schedule.  He or she will own the revenue forecast, budget, sales targets, commissions and provide sales plans for the team to aid in persuasive approaches and pitches that will convince potential clients to partner with Digicel and achieve /exceed revenue objectives.  This role is responsible for the North West Indies Region. Antigua and Barbuda, St. Kitts and Nevis, Montserrat and Anguilla.

Main Duties and Responsibilities:

• Drive new business acquisition & revenue targets for Digicel’s ICT/Corp GSM products to the SME, and corporate sectors.
• Ensure the profitability of the Business Solutions Sales Team by attainment of sales targets and manage the variances between the actual and agreed revenue and EBITDA budgets.
• Works with the Director of Business Sales to establish sales objectives by forecasting and developing annual sales quotas for Business Solutions; projecting expected sales volume and profit for existing and new products.
• Provide the delivery of information and effective reporting/insight to the Director of Sales at the right time, including highlights of emerging problems, misalignments, other revenue achievement/growth challenges and recovery plans.
• Ensure the full management and growth of the sales pipeline through salesfore.com.
• Negotiate and ensure compliance with Business Sales contracts for all the products/services sold.
• Monitor and lead the sales performance against pre-set KPI’s in line with Business Solutions Strategy and ensure all sales solutions are profitable.
• Maintains sales volume, product mix, and selling price by keeping current with supply and demand, changing trends, economic indicators, and competitors.
• Establishes and adjusts selling prices by monitoring costs, competition, and supply and demand.
• Determines annual unit and gross-profit plans by implementing marketing strategies, analyzing trends and results.
• The corporate sales manager is in charge of training, development, managing and advising all salespeople. He/she has to work with the HR in recruiting, interviewing, assessing candidates, providing training and orientation for new hires, evaluating employee work and output and initiating termination for under-performing employees
• Develop and ensure the implementation of all corrective action plans accordingly to improve sales and customer reach for the Sales Team.
• Ensure there are suitable initiatives, plans and programs to improve the effectiveness of the sales team, inclusive of the nomination of amended product offers/new products/bundles etc.
• Keep abreast of market trends and monitor competitors’ activities, ensuring the sales team stay ahead and offer the best-in-class product and value to our business customers.
• Maintains professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks; participating in professional societies etc.
• Provide support and aid in the development of effective processes to maximize the sales efforts
• Ensure the sales teams always have best-in-market materials for presentations to clients (cover letters, proposals, follow-on correspondence following meetings, presentations etc.
• Develop and maintain appropriate relationships with the sales team with key contacts within the business community to promote/improve potential product offerings and identify new leads and upselling opportunities.
• Actively engage in building strong relationships with key business partners/vendors.
• Develop and monitor the implementation of innovative methods to increase sales, expand markets and promote business in the B2B space.
• Conduct periodic meetings with all direct reports to ensure the smooth running of activities, performance management and discuss their feedback as well as adopt appropriate improvement

procedures and plans with respect to these suggestions.

• Perform any other duties related to the job as assigned by the Director of Operations & Business Solutions

Academic qualifications and experience required for job:

• Bachelor’s and or master’s degrees in business
• Professional certifications in Strategic Sales, and Sales Management (preferred). 
• 5 or more years’ Corporate Sales Management Experience
• Previous experience in managing teams of at least twenty members, including third party vendors.
• Greater than five years’ relevant management experience.
• Working knowledge of ICT products, sales and solution development including strategy, design, related technologies and the ability to demonstrate benefits.
• Telecoms experience preferably with in-depth knowledge of all trending ICT products.
• Previous Sales performance and reporting experience (desired).
• Must be number-oriented individuals with strong math skills and well-developed business senses.

Functional Skills:

• Strong Leadership and Motivational Skills
• Highly developed written and oral communications skills
• Outstanding time management and organizational skills
• Sound business acumen
• Excellent negotiation skills
• Highly effective leadership
• Being a persuasive and influential communicator

Number of people managed/supervised and their positions:

7 direct reports

Internal/External contacts:

• All staff members
• Line managers
• External parties

Working Conditions: (e.g. dust, dirt, heat, abnormal hours, frequent travel, overtime, etc.

• May be required to work irregular hours including weekends and public holidays

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.