Job Description
Mission/ Core purpose of the Job
The Manager Sales Accounts will form a part of a highly skilled group of commercial, technical and management experts who are responsible for wholesaling and leveraging Bayobab Solutions (Bayobab) global fixed connectivity infrastructure, within the Bayobab and developing the external business for 3rd party carrier providers. Bayobab and its team aim to better commercialise Bayobab Group’s fixed line infrastructure, thereby gaining increased revenue in global markets.
The Manager Sales Accounts will overview the sales and commercial support for fixed infrastructure wholesale for a dedicated region (WECA and MENA). They will cater to internal customers (Bayobab OpCos) and external customers (3rd parties, e.g., global carriers, ISPs, MNOs, and digital players). The role will develop and define initiatives to assist in strategic positioning of connectivity services to maximise revenues from Bayobab Group’s fixed network capacity and connectivity, as well as other assets (e.g., satellite).
The Manager Sales Accounts will drive sales in a range of fixed connectivity products and services, including submarine cable capacity
Responsibilities
Key Performance Areas:
Core, essential responsibilities / outputs of the position (KPA's)
The Manager Sales Accounts will be accountable to achieve the following objectives:
Drive the global wholesale business to capture incremental revenue both internally (from OpCos) and externally (from 3rd party customers)
Define the wholesale strategic guidelines to sell fixed infrastructure for global 3rd party customers, such as digital players and global carriers, and manage the customer relationship throughout the lifecycle
Optimise the returns from submarine cable investments through development and application of capacity wholesale sale, lease strategies and plans
Ensure on-time implementation and delivery of sold services by doing regular follow-ups with implementation teams and/or managed services
Ensure full customer satisfaction over the wholesale sales/delivery process
Tailor and customise commercial solutions dependent on regulatory approval across multiple jurisdictions.
Work hand-in-hand with Bayobab Technical teams to manage suppliers, products, solutions and commercial management of assets
Provide input to monitoring capacity pricing changes in the markets, market price trends analysis based on customer feedback, and market dynamics, so that to improve own practices as well as request pricing update from the pricing teams
Work on business cases for both internal and external sales forecasts to assist in forecasting demand for Bayobab services
Ensure that international assets are optimised for the best possible group financial return
Grow product demand via innovative combination of GTM strategies, pricing, financing and services
Together with the Large Account Manager, define the wholesale sales strategy and GTM best practices, understand and identify customer needs and trends
Define, monitor and ensure ambitious financial targets are met for wholesale revenue market share
Manage performance of the wholesale activities and provide it as input to consolidated reports
Possess the authority, presence and integrity to command respect from colleagues and from external contacts
Plan and organise work around customer demand
Foster cross-functional collaboration between multiple Bayobab business units to deliver wholesale services
Assess current competitive and operator landscape for the wholesale fixed connectivity business
Ensure that all transactions with customers are duly recorded and tracked and ensure the customers are billed and revenues are collected
Provide input on the financial plan and KPIs set by planning and performance regarding wholesale fixed connectivity business
Qualifications
Job Requirements
(Education, Experience and Competencies)
Education:
Minimum 4 Year Academic Degree in (Business Administration, Marketing or Commerce)
English, French and Arabic (as advantage)
Experience:
5+ years sales-related experience within the telecommunication space, preferably in the enterprise / wholesale environment
Fixed connectivity and submarine cable business experience (desired)
Competencies:
Understanding of the fixed connectivity infrastructure wholesale landscape with a focus on emerging markets
Understanding of product and solution profitability and costing in the fixed connectivity assets space
Excellent professional expertise and market knowledge, including good understanding of the competitive environment
Strong public relations and interpersonal skills to be able to function across multiple business lines in a multicultural environment
Good understanding of wholesale market products
Multi-tasking capability to drive wholesale sales
Strong networking skills to build Bayobab professional relationships
Effective oral and written communication skills
Strong analytical, organisational, and planning skills to execute commercial reports and inputs form Bayobab budgeting
Relationship based-sales skills and strong customer focused approach
Effective oral and written communications and public relations as well as excellent negotiation skills to be able to function across multiple business lines in a multicultural environment
Strong computer literacy
Other:
Regional and international travel
Ability to adapt to changing requirements of business and staff members
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