AjiraKwanza - Opportunities at your Finger Tips

Job Description

Job title: Head of Corporate and Enterprise Sales

Business Unit: Commercial

Reporting to: Head of Sales and Marketing

Subordinates: Corporate and Enterprise Teams

Overall Responsibilities

Responsible for delivering all aspects of Smile’s Corporate offering which includes Enterprise products, sales, presales and tendering to ensure the achievement of the corporate sales targets and revenues as per the business plan in consultation with the Head of Sales, Distribution and Marketing. This includes responsibility for: closing high value corporate and enterprise sales, preparing and presenting offers to customers, embedding the product, management of the Corporate and Enterprise team, sales performance, customer relationship management, customer reporting, management reporting and product development.

Responsibilities & duties

 Closing high valued corporate and enterprise sales and closely supporting the sales teams

in achieving their sales targets;

 Preparation, submission, presentation and negotiation of proposals with customers;

 Direct, monitor and lead the development of corporate and enterprise business sales

strategies, business plan, projects and budget in line with corporate strategy;

 Accountable for the delivery of the Smile’s Corporate and Enterprise revenue targets

(number of accounts acquired, data volume, number of dedicated enterprise connections

sold, ongoing data service revenues);

 Management of the Smile Corporate and Enterprise P&L up to EBITDA level (revenues,

costs of sales, gross margin, OPEX, EBITDA);

 Management of customer support to ensure delivery against the customer’s Service Level

Agreements (SLA):

o Through direct reports (account managers and technical support);

o By liaison with other departments such as Networks, Customer Care, Legal;

 Ensuring high quality management of customer accounts, customer reporting and

customer satisfaction;

 Responsible for all aspects of product development and management to deliver growth and

development of Smile Corporate and Enterprise product offering (in accordance with the

Smile Group’s policies and procedures);

 Work closely with other Sales departments (Direct Sales, Retail and Indirect Channels)-

especially liaison on sales leads and opportunities that cross departments;

 Liaison with Marketing department to ensure appropriate marketing and product collateral

are developed and available at all times;

 Identification, organising and management of Corporate and Enterprise sales and

marketing opportunities, events and activations;

 Research information on competitive pricing, market activities, transaction usage and other

information about the targeted markets;

 Analysis and reporting of sales and product performance to identify trends and

improvements, efficiencies and cost savings;

 Accurate and timely management reporting (weekly, monthly and ad-hoc);

 Managing adherence and improvements to the Smile processes that support Smile

Corporate and Enterprise sales and management thereof;

 Managing spend in line with the budget;

2

 Contributes to the short term tactical and long term strategic planning of Sales and

Marketing function;

 Proposed new initiatives, plans and programs to improve the effectiveness of the

Corporate and Enterprise sales;

 Manage and monitor all Corporate and Enterprise sales contracts sold in the region;

 Engage with each of the internal product groups by providing market data, customer

expectations and future product needs such that the product group(s) can effectively put

together product strategies for said market;

 Accountable for managing department and direct reports to achieve KPI’s with participation

in regular continuous improvement reviews with sales team members;

 Working closely with technical and product teams on product development and delivery

where necessary;

 Responsible for ensuring timely collection of the first bill from the customer by resolving

any customer issues with the help of back end teams to ensure collection of the first bill on

time and monitor thereof;


Academic qualifications



Essential Desirable

Relevant Diploma / Degree



Work experience & skills



Essential Desirable

Min 3yrs telecoms exp with data and voice Product management experience

Min 3yrs exp in complex telecoms

corporate sales

Exp of working with data and voice products in a telecoms fixed line business

Proven team management skills



Personal qualities & behavioural traits



Essential

Strong background in telecoms sales

Strong product management

Solutions based selling approach

Impeccable communication skills (spoken, presentation and written business English)

Strong organisational skills with superior attention to detail

Knowledge about voice and data services used by corporate customers

Proven ability to manage multiple priorities simultaneously

Team player who can work with cross functional teams to ensure achievement of target

Proven track record of sales success and management of multi-million dollars sales plan

Strong self-starter and able to drive initiatives independently

Go-getter with sole goal of achieving target





Send your CVs to: info@workforceconsult.com