After 13 years of operation, Digicel Group Limited has over 13 million customers across its 32 markets in the Caribbean, Central America and Asia Pacific. The company is renowned for delivering best value, best service and best network.
After 13 years of operation, Digicel Group Limited has over 13 million customers across its 32 markets in the Caribbean, Central America and Asia Pacific. The company is renowned for delivering best value, best service and best network.
Digicel is the lead sponsor of Caribbean, Central American and Pacific sports teams, including the Special Olympics teams throughout these regions. Digicel sponsors the West Indies Cricket Team and is also the title sponsor of the Caribbean Premier League. In the Pacific, Digicel is the proud sponsor of several national rugby teams and also sponsors the Vanuatu cricket team.
Digicel also runs a host of community-based initiatives across its markets and has set up Digicel Foundations in Jamaica, Haiti, Papua New Guinea and Trinidad & Tobago which focus on educational, cultural and social development programmes.
Digicel is incorporated in Bermuda and its markets comprise: Anguilla, Antigua & Barbuda, Aruba, Barbados, Bermuda, Bonaire, the British Virgin Islands, the Cayman Islands, Curacao, Dominica, El Salvador, Fiji, French Guiana, Grenada, Guadeloupe, Guyana, Haiti, Jamaica, Martinique, Myanmar, Nauru, Panama, Papua New Guinea, Samoa, St Kitts & Nevis, St. Lucia, St. Vincent & the Grenadines, Suriname, Tonga, Trinidad & Tobago, Turks & Caicos and Vanuatu. Digicel also has coverage in St. Martin and St. Barts in the Caribbean.
We invite applications for a new Digicel Opportunity - Head of Sales
Primary objective of the job:
Serving as an integral member of the FTTH senior management team, the Head of Sales is responsible for the development of Digicel' s Fibre Solutions financial management & reporting strategy and contribute to the development of the organization's strategic goals. The Head of Sales is also responsible for leading and managing a comprehensive array of services and programs related to the FTTH portfolio.
In addition to the strategic components, the Head of is charged with developing and implementing effective sales policies and procedures in general operational realms in order to achieve and maintain subscriber targets; to proactively engage subscribers and track competitor activities. This position is also responsible for directing, through a team of professionals, the merchandising of all FTTH Products to support the achievement of sales targets while providing analysis to gain insight into key aspects of the business such as products and pricing.
Number of persons managed/supervised and their positions:
Main Duties and Responsibilities:
- Manage project implementations and support all Sales activity in the Value Added Services arena by ensuring FTTH valued added solutions are delivered on time, on budget and post implementation service is in place.
- Ensure Digicel's Interface with marketing, sales, customer care and regional business leaders to drive the necessary improvements in customer satisfaction while managing costs.
- Develop sales programs and initiatives that will improve the customer experience, reduce support costs, and drive product improvements within the market.
- Create effective sales strategies, writes strategic sales proposals, project reports and documentation for FTTH products & services.
- Presents and generates recommendations for optimizing FTTH services to customers.
- Monitor third party contractors to ensure standards are maintained and solutions are delivered on a timely basis.
- Ensure support structure is in place for the installation and delivery of FTTH Services in the Jamaican Market.
- Conduct analysis of ongoing product promotional activities ensure actuals are tracked and reported against initial targets.
- Collect and communicate sales requirements and competitive data, including pricing, feature needs, license models and value proposition strategies to product stakeholders and senior management.
- Develop and ensure proper structure exists for data analysis and reporting for FTTH revenues using Salesforce.com as a system of record.
- Evaluating and managing the Bid management process, ensuring that Digicel's FTTH services are highly effectively displayed and highlighted to customers; including bid team selection, response generation, review and delivery.
- Prepare and submit an annual operational sales budget, manage effectively within this budget, and report accurately on progress made and challenges encountered.
- Ensure the continued financial viability of Digicel FTTH program/service units and establish key performance indicators for management of the FTTH sales operations.
- Lead, coach, develop, and retain high-performance staff to boost sales targets; responsibilities include interviewing, hiring, and training employees; planning, assigning, and directing work; appraising performance; rewarding and disciplining employees; addressing complaints and resolving problems.
- Providing coherent sales report of multiple aspects of the business including products, and subscriber trends and ensure FTTH inventory levels are optimal for the timely delivery of our products and service; includes ordering, stock control, sales processing and delivery.
- Compile subscriber trends ensuring data is in place to improve understanding of our subscribers, competitor and market trends.
- Compiling of business cases for realizing potential market opportunities.
- Develop segmentation analysis of the subscriber base and develop strategies to target various segments of the subscriber base.
- Provide report on weekly sales forecasts from the Direct Sales Manager and prepare a management level revenue projection for the current month, quarter and year.
- Manage, coach and provide consultation to sales team and the wider business to maximize revenue and market potential.
Academic qualifications and experience required for job:
- Post graduate education with specialization in Marketing & Sales, Business Administration or equivalent with at least 10 years of experience and a track record in senior management.
- Knowledge of fibre connections related to all products within Digicel FTTH line -Jamaica.
- Track record of outstanding Account Management/sales success
- Experience in a Quota driven environment is essential.
Functional Skills:
- Excellent interpersonal and communication skills
- A proven ability to achieve sales objective and targets
- Ability to multi-task between team members in their support of different clients, sales opportunities, and other initiatives.
- Ability to work on own in a dynamic and competitive environment
- Must demonstrate use of consultative selling and closure of complex sales either directly or through 3rd party partnerships.
- Must have proven experience of high-level, high net-worth negotiations at senior level.
- Must possess effective team building expertise.
- Must exhibit professional presentation skills and persuasive communication skills.
- Must possess proven successful organizational and account management skills
Internal/External contacts:
- External: Customers, Vendors, Business Partners
- Internal: Marketing, Customer Care, Finance, Technical, HR, Finance, Digicel Group, Digicel Jamaica's SMT
Authority: (those task in which there is total control and autonomy in execution - e.g. approve vouchers, sign cheques, delegate task.) state limits where possible.
- Authority to act within scope of responsibility
- Negotiate with vendors and customers on Digicel's behalf.
Working Conditions: (e.g. dust, dirt, heat, abnormal hours, frequent travel, overtime, etc.
- Travel outside of office may be required especially around Jamaica
- Extra hours required to accommodate business needs
Key Performance Indicators:
- Develop a reporting structure that provides timely and accurate information; Provide frequent reports where necessary (weekly, monthly) highlighting implementations, issues and pending projects
- Develop reporting templates and ensure reporting requirements are fulfilled within stipulated time frames
- Ensure customer data analysis is done correctly and recommendations reflect the best business practices
- Ensure all bid responses are complete 2 days prior to submission date.
- Ensure customer databases are maintained and used to generate a communication plan for customer relationship management.
- Review corporate debt position on a weekly basis with recommendations where necessary for action to be taken, internally and externally.
- Agree and achieve relevant training paths which will align with FTTH strategic development across multiple vendor technologies.
- Sales Performance (new business and revenue contribution) and achieving targets
- Other SMART Objectives agreed in DPR's
- Full use of Salesforce.com as CRM tool in daily activities
In return, you will have the opportunity to work in a fast-paced, enterprising environment, where your skills will be valued and rewarded. Digicel recognizes our staff and management team are largely responsible for our success to date. Digicel's unique culture is driven by an entrepreneurial style encapsulated by our Chairman, board of directors and management, all seasoned telecom executives and industry experts with vast experience in building, expanding and marketing mobile services globally.