Business overview:
Business Sales encompasses all BtoB products (Post Paid GSM, ICT & Advertising) and Segments (SoHo, SME, Corporate & Government) for the operator.

The BtoB organization represents approximately 100 staff in the country, managing our complex and evolving portfolio, which today represents approximately 25 product families in the areas of; Post Paid GSM and ICT (such as Managed WAN Connectivity, Legacy Voice Services, Cloud Telephony, IoT / Machine to Machine, Cloud Security, Cloud Applications and Professional Managed Services), in addition to Media Solutions (Mobile Advertising and wifi solutions)

Primary objectives of the job:
The organization is the largest and most forward thinking in the region, and we hold the highest level accreditation available to us with all our blue chip partners such as Cisco, Avaya, Broadsoft, HP, IBM, Checkpoint, Citrix, Microsoft, Dell, Meraki, NetApp, Oracle, Polycom, VMWare, and many more.

In the country, we hold the leading market share position in all aspects of the business

1. Own and deliver on the sales budget through proactive management and development of the local sales organization.
2. Develop the organizational “Must Win” attitude in a dynamic and forward looking way, with particular emphasis and hands on engagement with the key must win deals.
3. Drive business development across all segments, with a “hands on” focus on key channels including Government, Corporate and major partners.
4. Developing and managing a team of 4 direct reports, and approximately 20 sales people with responsibility for Sales & account management, Channel Development and New Business Development areas.
5. Expansion of the Sales model and channels to include Retail, and In-Direct partners
6. Drive high employee engagement and satisfaction in a dynamic and challenging environment.
7. Developing the sales operations function to effectively manage our operations and ensuring consistency and accuracy in forecasting and pipeline management

Main duties and responsabilities
Sales Management
1. Manage a sales & revenue budget with a team of direct reports and larger indirect teams and channel partners
2. Account manage and develop key corporate & government relationships – this role will be the primary Executive contact for Senior management in corporate partners
3. Develop internal support organization and drive performance through the team of high performing sales people in multiple cultural environments
4. Develop country growth plans in conjunction with the country manager
5. Prioritize organizational focus on profitable and winnable business
6. Motivation and development of the wider organization

Relationship Management
• Operation with the senior leadership team within Business Solutions
• Frequent presentation at C level within Digicel, vendor and customer organization’s

An operator in the Central America and Caribbean islands area is looking for his BtoB Head of Sales, reporting to BtoB Business Unit Director
Possibility to become the BtoB Business Unit Director within 12 months

He will managing a team of around 50 employees. Currently 4 direct reports and a team of approximately 20 Direct sales people and 30 In Direct sales agents (contract)

The expert must have a very strong experience
- in telecom
- in development countries
- operations in difficult environnement (No war but poor country and some security issues like in South Africa or Nigeria)
- BtoB Sales
- Management of sales force

He must speak FRENCH and ENGLISH

Academic qualifications and experience required for the job:
• Degree level (minimum) / Masters preferable
• 5 years or more Senior Sales Management experience in a Mobile, Security, IT or Telecommunications environment, operating at C level within previous organization’s
• Strategic vision and good knowledge of the Mobile, ICT & IT products arena
• Formal sales qualifications backed up with substantial industry experience
• Experience with matrix management in a complex multi-cultural environment
• Master level experience in Salesforce sales operation platform

Functional skills:
• Commercial and business acumen – able to manage a $50m sales organization without direct supervision
• New business development – track record of developing new channels or revenue streams
• Customer focused – excellent relationship building and management skills
• Very strong communications skills supported by excellent interpersonal skills
• Able to motivate and strongly influence others
• Attention to detail
• Challenging self-starter, determined, persistent, resilient and hard working
• Open to exciting challenges and environments

Internal/external contacts:
Externally – Suppliers; Vendors; Partners; Service and Content providers; Hardware & software and applications providers; Local agencies; Customers.
Internally – All stakeholder departments required to execute (Technology, Operations, Customer Care, Commercial & Marketing, Sales , Legal & Regulatory, International Business etc), General Staff , Managers, Directors and CEOs of the local office and other business units.

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