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Digicel

Group Channel Development Manager

Digicel

  • Kingston and St. Andrew
  • Not disclosed
  • Fixed term contract
  • Updated 15/07/2014
  • Justin McKenna

JOB PROFILE JOB TITLE: Group Channel Development Manager - Business Solution's DEPARTMENT: Business Solutions REPORTS TO (TITLE): Group Head of Sales - Business Solutions

JOB PROFILE

JOB TITLE: Group Channel Development Manager - Business Solution's
DEPARTMENT: Business Solutions
REPORTS TO (TITLE): Group Head of Sales - Business Solutions
Business Solutions - the organization
Business Solutions is the ICT division of Digicel Group which designs, develops, deploys and manages the growing and expansive portfolio of Enterprise products and services in our 26 Caribbean and Central American markets. The Business Solutions organization represents approximately 300 staff throughout the region, managing our complex and evolving ICT portfolio, which today represents approximately 25 product families in the areas of; Managed WAN Connectivity, Legacy Voice Services, Cloud Telephony, Machine to Machine, Cloud Security, Cloud Applications and Professional Managed Services.
The organization is the largest and most forward thinking in the region, and the only company to offer our Caribbean customers a full service portfolio with in country support in all 26 markets in which we operate. The organization is growing exponentially at the present time, with sales growth averaging 50% per annum over the past 3 years, and forecast to continue at 100% growth for the next 3 years. 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.
To fuel this ongoing growth we are further developing our team, and require a small number of self-starters with drive and determination who are prepared to take the lead, report at a senior level and take full ownership for the continued sales and organization growth. These roles are not for the feint hearted, but the explosive growth and the extraordinary opportunities are rewarded with significant learning and opportunities for development in this fast paced organization in the Caribbean.
Primary objective of the job:
  1. Own and develop all indirect channel partners throughout our 26 markets in the Caribbean and Central America and evolve these channels in line with our product development direction and the exponential growth that the organization is experiencing.
  2. Manage the Indirect channel partners through our in country sales teams in the individual markets, and work with the local sales management community to develop the sales structure to support an evolution towards Indirect sales.
  3. Build relationships with key suppliers, channels and customers to continue the evolution of the organization in line with our 100% per annum growth objectives.
  4. Through a clear understanding of the opportunity, assist the country managers to reorganize local resources to deliver effective sales organizations with the right blend of Direct and Indirect resources.
  5. Build a new indirect brand and organization for Digicel in the Business to Business community, learning from and replicating the success the company achieves in the Business to Consumer domain.
  6. Directive management of our extensive team of Country Sales Managers and their extended sales and operational teams with an organizational reach of over 300 sales and service delivery professionals to maximize reach into the new reseller and indirect channel markets.
Role requirements
This role requires effective leadership of the Group development function and the pan Caribbean Product and Marketing teams in 26 territories, working in a highly effective matrix driven organization. You will report at a senior level in the organization, be comfortable conversing at C-Level within Digicel, and in presenting and negotiating to/with customers and suppliers in a senior capacity.
Main Duties and Responsibilities:
Sales Management
  • Manage a c.$10m sales budget through 26 country managers working in conjunction with them to evolve and grow our reseller / indirect channel business.
  • Develop internal support organization and drive performance through the team of high performing sales people in multiple cultural environments
  • Develop country growth plans in conjunction with the local country manager
  • Prioritize organizational focus on profitable and winnable business
  • Motivation and development of the wider organization
Relationship Management
  • Operation with the senior leadership team within Business Solutions
  • Developing relationships with country managers, sales teams and key accounts throughout the region
  • Frequent presentation at C level within Digicel, vendor and customer organization's
Academic qualifications and experience required for job:
  • First Degree in Business or Science
  • 5 years or more Senior Sales Management experience in a Mobile, Security, IT or Telecommunications environment, operating at C level within previous organization's.
  • Previous experience in developing or running Indirect partner sales
  • Strategic vision and good knowledge of the ICT products arena
  • Formal sales qualifications backed up with substantial industry experience
  • Experience with matrix management in a complex multi-cultural environment

Functional Skills:
  • Commercial and business acumen
  • Customer focused
  • Very strong communications skills supported by excellent interpersonal skills
  • Able to motivate and strongly influence others
  • Attention to detail
  • Challenging self starter
  • Determined, persistent and hard working
  • Enjoys interaction
  • Flexible and embraces change
  • Resilient
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.
Working Condition:
  • Based in Kingston Jamaica
  • Frequent travel to Markets to support various activities
  • Frequent extended hours pass regular 8am - 5pm
Key Performance Indicators:
KPI
Tasks/Expected Results
New Channel Development
  • Business case signoff and reporting
  • Program management and reporting
Market introduction
  • Timely market introductions
  • Positive customer feedback and NPS
Sales Development
  • Achievement of product sales targets through sales channels managed by others
In life development
  • Maintenance of the product throughout the product lifecycle - Concept, Development, Introduction, Sales growth, Maturity, Decline and Retirement
  • Product Profit & Loss account

Ref: Justin McKenna

Digicel

Digicel

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