Head of B2B Sales Large Enterprise -GOV-NGO
- Dar es salaam
- Full-time
Drive the Sales Revenue growth of the Large, Government and Non-Government B2B segment in line with the annual budget & strategy by providing leadership of the sales team. You will be required to provide key insights for the formulation and implementation of the strategic objectives of the B2B unit reporting to the Chief B2B Officer.
Recommended:
We lead to provide a positive impact, we lead by connecting, by Owning, by Delivering, by Change and by Vision. You will live our values of Trust, Passion, Simplicity, Integrity, Innovation, & entrepreneurship.
CORE RESPONSIBILITIES
Key Tasks & Responsibilities
1. Sales Leadership
- Provide leadership to a team of Key Account Managers managing LE, GOV and NGO ensuring the team meets all company objectives as per the approved budget.
- Ensure all the Sales Channels supporting LE, GOV and NGO are in place and are well managed.
- Prepare and drive the monthly, Quarterly and Annual Sales plan in line with the business objectives.
- Develop and Manage the Monthly, Quarterly and Annual Pipeline.
- Drive New Sales Revenue (hunting) of the segment in line with the quarterly Forecast and Annual Budget.
- Develop and coordinate key initiatives to ensure retention (Farming) of LE, GOV and NGO.
- Provide key customer requirements & Insights supporting the development of market driven B2B products & Services across Mobile, Fixed, ICT and other emerging customer demands.
- Support the B2B Marketing team by providing inputs to prepare the Quarterly & Annual Marketing roadmap
- Support the management to identify key market opportunities that will accelerate growth of the B2B unit.
- Coordinate with training process and training unit for the training needs of the LE, GOV, and NGO sales team/channels.
- Collaborate with Zonal Directors and their teams to leverage on existing business relationships and distribution to accelerate the segments growth.
- Provide weekly, monthly, quarterly, and annual reports of the Sales, pipeline, and performance of the sales channels within the unit.
- Provide inputs to the B2B planning team to support the preparation of the monthly, quarterly, and Annual sales budget/targets.
- Ensure all the bills are paid as per the credit policy by supporting the credit control teams.
- Highlight credit risks and advice management accordingly and timely.
- Other duties as may be assigned to support to drive B2B objectives aligned with the organizational mission and vision.
- University degree in marketing/sales /communication management/ business administration-an MBA is desired
- Minimum 7 years of Senior commercial role, sales/marketing essential with leadership skills
- Clear understanding of alternative B2B sales channels. Proficiency with the MS Office Suite including Microsoft Word, Excel, and Power Point
- Ability to engage in effective and persuasive negotiations and strong interpersonal and communication skills.
- Ability to work under pressure and time constraints
- Ability to work effectively with a wide range of cultures in a diverse community.
- Mature ability to work collaboratively with management teams throughout the organization and to be seen as a valuable expert resource to be sought out.
- Ability to achieve results through others.
- Set and manage priorities
- Dar es salaam
- Full-time
JOB PURPOSE
Preparation of the budget, Forecasts and P & L of the B2B unit. The
role will also coordinate the preparation of pricing across all B2B
Product & Services (Mobile, Fixed & ICT) in line with the
business objectives and efficient commission policies to incentivize the
sales channels positioning Tigo business as the solutions provider of
choice for all businesses with a unique value proposition. The role will
report to the B2B planning Manager.
You are open-minded, passionate and the way
you work energizes others. You are committed to the timely delivery of a
job well done. You behave with integrity and transparency.
CORE RESPONSIBILITIES
Key Tasks & Responsibilities
1. Budget, FC, and P & L planning
- Preparation of the B2B annual budget in line with the company and group objectives.
- Timely preparation of the Monthly, Quarterly and Annual reforecasts as per the deadlines set by the company.
- Preparation of the B2B P & L reflecting the performance of the unit and ensure timely submission of information required to complete the monthly, quarterly, and annual P & L.
- Preparation of business cases to support key decision-making initiatives of the B2B unit ensuring the best return of investment for the organization.
- Support the coordination of cross functional requirement gathering (product & services, marketing, sales) to determine the best pricing for products & services across B2B Mobile, Fixed and ICT to deliver value for our customers in line with the organizational objectives.
- Preparation & analysis of relevant reports/inputs on the performance of our products & Services benchmarking the established pricing strategy and offer key insights/recommendations.
- Review pricing for retail and wholesale products & services being negotiated as per the established SOPs.
- Support gathering key cross functional information (sales, Marketing, Products & Services) to support the preparation of the commission policy.
- Preparation of the relevant documentation for commission payments and coordinate required cross functional approvals.
- Track & analyze the performance of the approved commissions to ensure they adhere to the commission policy and always aligned with the organizational objectives.
- Support project documentation/project plans for the B2B units for efficient tracking and delivery of key initiatives.
- Other duties as may be assigned to support to drive B2B objectives aligned with the organizational mission and vision.
- 3+ years of planning/pricing experience across Telecom, banking, or similar environment.
- Experience in Mobile and/or Fixed Marketing / Sales / Service proposition development / management.
- University degree in technology / economics / marketing / business administration or related areas.
- Excellent writing, reading and presentation skills in English language.
- Proficiency in MS Office Suite including Microsoft Word, Excel, Power Point, Project, and Visio.
- Solid acumen of Financial KPIs and analytical KPIs.
- MBA is a plus.
- Solid experience in data analysis and presentation of insights.
- Deep understanding of products management (products life cycle etc.)
- Ability to work under pressure and time constraints
- Ability to work effectively with a wide range of cultures in a diverse community.
- Mature ability to work collaboratively with management teams throughout the organization and to be seen as a valuable expert resource to be sought out.
- Ability to achieve results through others.
- Set and manage priorities
Read Also:
B2B Planning Manager
- Dar es salaam
- Full-time
JOB PURPOSE
B2B
planning manager is responsible for ensuring there effective &
timely planning of the budget, Forecasts and P & L of the B2B unit.
The role will also ensure our Product & Services across Mobile,
Fixed & ICT have pricing in line with the business objectives and
efficient commission policy to incentivize the sales channels
positioning Tigo business as the solutions provider of choice for all
businesses with a unique value proposition. The role will report to the
Chief Business Officer.
You are open-minded, passionate and the way
you work energizes others. You are committed to the timely delivery of a
job well done. You behave with integrity and transparency.
CORE RESPONSIBILITIES
Key Tasks & Responsibilities
1. Budget, FC, and P & L planning
- Preparation of the B2B annual budget in line with the company and group objectives.
- Work with the finance team to ensure Monthly, Quarterly and Annual reforecasts are submitted on time as per the deadlines set by the company.
- Work with finance team to ensure the B2B P & L accurately reflects the performance of the unit and ensure timely submission of information required to complete the P & L.
- Prepare weekly, monthly, quarterly, and annual reports for management on the performance of the B2B unit vs budget.
- Advise the Chief business officer on areas of risks of the performance of the unit vs set objectives and recommendation of key mitigation steps.
- Preparation of business cases to support key decision-making initiatives of the B2B unit ensuring the best return of investment for the organization.
- Support all budgetary and financial performance reporting alignment between group and the B2B unit.
- Coordinate cross functional requirement gathering (product & services, marketing, sales) to determine the best pricing for products & services across B2B Mobile, Fixed and ICT to deliver value for our customers in line with the organizational objectives.
- Lead the preparation of the units pricing strategy inline with the company and group objectives.
- Preparation of relevant reports to advise the management on the internal efficiency of our pricing position and come up with recommendations to continuously improve.
- Ensure relevant commission policy are in place to support incentivizing the sales channels to efficiently deliver the B2B unit’s annual objectives.
- Preparation of the relevant documentation for commission payments and coordinate required cross functional approvals.
- Support the CBO with enforcement of project governance framework to ensure projects/initiatives are efficiently managed to deliver the best value for the unit and the company.
- Other duties as may be assigned to support to drive B2B objectives aligned with the organizational mission and vision.
- 5+ years of planning experience across Telecom, banking or similar environment where 3+ must be in a senior role.
- Experience in Mobile and/or Fixed Marketing / Sales / Service proposition development / management.
- University degree in technology / economics / marketing / business administration or related areas.
- Excellent writing, reading and presentation skills in English language.
- Proficiency in MS Office Suite including Microsoft Word, Excel, Power Point, Project, and Visio.
- Solid acumen of Financial KPIs and analytical KPIs.
- MBA is a plus.
- Solid experience in data analysis and presentation of insights.
- Deep understanding of products management (products life cycle etc.)
- Ability to work under pressure and time constraints
- Ability to work effectively with a wide range of cultures in a diverse community.
- Mature ability to work collaboratively with management teams throughout the organization and to be seen as a valuable expert resource to be sought out.
- Ability to achieve results through others.
- Set and manage priorities
"We
are committed to equal employment opportunities and unbiased treatment
of all individuals in all employment practices". Only shortlisted
applicants will be contacted”.
Upload your CV to apply (PDF document is required)
End date to apply: 14/10/2022
