Sales Consultant - Wholesale Voice at Tata International Limited [TIL]

Broad objective of the role        

• Strategic Sales for Africa covering big MNO group accounts, OTTs, incumbent PTT bilats, Carrier segment, RSPs, ISPs and aggregator segments for UBS product range (Wholesale Voice, A2P SMS, Signaling services).
• Participate in leadership dialogues to drive business and human capital improvements across the company.
• Managing Major Accounts and key destination countries in defined region.

OPERATING NETWORK

Key External                      

• Customer & Carrier profile including MNOs, OTTs, Incumbent PTT, Tier 1 carriers, RSP, ISP, Aggregators for Usages based products (Voice transit and VAS, , A2P SMS and Mobile signaling)."          

Key Internal                      

• Leadership sponsors, Product and Market Management, Service Management & Assurance, Billing & Collection          

SIZE AND SCOPE OF ROLE            

Financial                            

• Total sub region Gross Revenue estimated:  
• Total region net Revenue estimated

No. of direct reports                      

• None    

Other size parameters                  

• Job Location will be Kenya/Ethiopia or Ghana or London/Dubai  

ROLE HOLDER REQUIREMENTS

Minimum qualification & experience                    

• MUST have 10+ years of experience in Telecom industry and 5+ years in wholesale Voice & SMS Industry in Africa region, experience of working with multi-cultural wholesale voice sales people.
• Should understand the various Wholesale Voice & SMS “Business APPs” or Systems & Process intricacies and dependencies of the business. Pricing, routing, deal governance & margin management & reporting etc.
• Should have existing CXO relationship in the Wholesale Segment in Africa
• Should have a good understanding of the regulations and legal nuances of the business in East Africa & other countries in the region.
• Proficiency in English a must, Suhali and any other language would be added advantage "              

Other knowledge/skills              

• Leadership skills, execution and planning focus, communication skills, negotiation skills. Experience of cross-cultural environments to appreciate business development and decision making dynamics (internal and external).
• Knowledge on A2P/SCCP and selling into enterprise accounts is beneficial.            

KEY RESPONSIBILITIES  

AREAS OF RESPONSIBILITY (Key Activities)                                         

1. Sales Planning                            

• Evaluate past performance and market potential and share recommendations on annual targets;
• Drive development of sales annual plans across farming and hunting accounts,
• Key focus on Business as Usual activities with drive on ""core services"" penetration.
• Focus on segmentation and GTM
• High performance with strong focus on solution sales.
• Identify target existing accounts and potential new accounts, marketing activities such as group workshops to showcase capabilities, participation in industry forums etc;"     

Performance Metrics:

• Approval of segment sales and BD plan by senior management
• Performance against budget
• Strength of funnel
• New Revenue streams
• New service introductions      
• KRA alignment across functions to achieve objectives"

Protect and Grow" Strategy                

• The person will handle Strategic Sales for Africa region MNO group accounts, OTTs, incumbent PTT bilats, Carrier segment, RSPs, ISPs and aggregator segments for UBS product range.
• The person will manage the BAU Bilats and SWAPs and VAS business as well as drive Strategic Solution Selling in the carrier segment.
• Objective is to achieving Sales & Buying quota and assigned strategic carrier account objectives as per Quota for the entire UBS products portfolio. (VTS, VAS, A2P SMS & Mobile Signaling etc) for the destinations & carrier covered.
• Proactively lead company-strategic account planning and work plans to achieve performance objectives, financial targets, and critical milestones for a 1-3 year period.
• Provide strategic direction to team for identifying high-potential customers and building long-term alliances; Review account development plans and take corrective actions if required.
• Process innovation to accelarate new UBS services."                      

Performance Metrics:

• Number of accounts targeted
• Timely creation of account development plans
• Deal closure

Strengthen the Organization                

• Guide the Business Development efforts for strategic sales, infra-structure solution sales and in-region trading accounts. Assesses, customer needs and ideate Infra-structure, systemic, return traffic customized solutions to address carrier customer needs and lock –in wholesales traffic.
• Work with Global Sales Group (GSG) to develop Voice/SMS and Data bundled solution proposal which are WIN-WIN for both TCL and carrier customer. Explore V&D buy/sell bundling areas.
• Develop & maintain strong CXO and operational level relationships with key personnel in assigned named accounts customers as well as industry peers.
• Represent Tata Comm interest in several telecom Industry forums, associations & conferences in the region.
• Guide the team to implement an accurate, professional, consistent bid and contract management response process across region customer engagements
• Track Telecom environment in the region, regulatory changes, market dynamics, industry trends, competitive activities and provide necessary market intelligence to the company.

Performance Metrics:          

• Number of opportunities identified vs. number of opportunities qualified
• Account development plans

4. Key Account Management with Disciplined execution                  

• Drive discussions with core groups of operators to develop partnerships;
• Discuss MNO group level opportunities;
• Develop group account plans and share with senior management;
• Identify opportunities to penetrate group account; Review account performance and take corrective actions if required.
• Manage Sales funnel Pipeline l and provide necessary MIS reports from time to time. Also provide Sales Projections, and other inputs.

Performance Metrics:

• Revenue from group accounts

Projects & Initiatives                    

• Delegate projects and guide team to conduct market analysis and seek customer feedback on new products/services; Share recommendations on market positioning with Product teams as necessary
• Coordinate within company with service management & assurance, billing & Collection, Product and Market Management, in order to meet necessary execution to ensure account performance objectives and customers’ SAT expectations

Performance Metrics:

• Internal stakeholder feedback
• Process Innovation / Improvements introduced       

Learning & Development                            

• Regularly review self development goals; actively participate in coaching conversation and performance review;
• Manage the self training and development for future readiness.

Performance Metrics:

• Self Development
• Focus on performance
• Productivity improvement
• ESAT scores