About the position
SENTECH Broadband Services department is looking for Head Commercial Services that will be responsible for driving "profitable and sustainable revenue growth" propelled by increasing demand for 'Internet of Things (IoT), smart connected networks, video and broadband end-user equipment, streaming TV devices, networks and platforms. This is a One Year Contract.
The following competencies are required for the candidate to be successful in this position:
- Comprehensive knowledge and experience in formulation and implementation of commercial/business services strategies, in-depth experience in stakeholder and customer relationship management and business development; extensive knowledge and understanding of the implementation of project management techniques and tools;
- Proven ability to work under pressure with diverse team; extensive knowledge and experience of working with legislation, policies, procedures, processes, practices, systems, and frameworks related to provisioning services for B2B and B2C and delivery of seamless customer services; advanced planning, organizing, problem solving and interpersonal skills; excellent communication (both verbal and written).
Key Responsibilities:
The successful applicant will be responsible for business development leadership of a portfolio of SENTECH broadband clients through relationship management and sales disciplines. Knowledge of the telecommunications sector and connectivity ecosystems combined with a passion for digital innovations, strong communication and influencing skills will ensure revenue and profitability growth for SENTECH and its portfolio of clients. In addition, the role seeks the incumbent to possess extensive design and implementation experience in re-designing the supply chain from the customer backwards, applying lean logistics principles whilst simultaneously implementing changes across all disciplines within the organization. Key focus areas in amongst these changes include strong focus on employee capability building, process optimization and spanning across organizational silos.
- Develop and implement the BU's Commercial Strategy: Execute short and long-term commercial strategic plans for Revenue aligned to SENTECH's South African market strategy
- Lead the achievement of revenue and profit targets for the company by retaining existing customers, increasing the customer base and revenues through market penetration strategies, defining value propositions, planning marketing initiatives, and delivering new product offerings.
- Analyze business tactics and reporting on performance analysis of the sales teams, competitor analysis, and market research. Identify, size, pitch for, and close new business opportunities by analyzing clients' market positioning, product profile and strategy
- Foster client-centric collaboration across SENTECH's functional teams to ensure effective delivery of relevant broadband solutions
- Forecast and monitor sales performance by setting sales targets, determining sales initiatives' effectiveness, business development pipeline tracking and achieving or exceeding client satisfaction net promoter scores.
- Develop the B2B B2C sales strategy, branding & marketing strategy, channel management and roadmap for the Project.
- Working on Bids/RFP's and providing the commercial and contractual input to the Bid/RFP response, including commercial responses and commercial conditions that would apply in the Bid
- Manage the expenditure of the commercial budget across the year with the support of the Accounts Manager. Prepare timely periodical (monthly/quarterly/annually) financial and management reports including detailed analysis on revenues and expenditure
- Develop robust evaluation methodology and review techniques to establish and monitor partnerships, quantify success and identify areas for improvement.
- Lead cross-functional project teams to deliver commercial initiatives such as launching new services to market
- Develop strong working relationships across the business to facilitate feedback loops and support the implementation of commercial initiatives
- Gain an in-depth understanding of the in-life customer journey and the metrics that show its effects
Qualifications and experience:
- A minimum of 5+ years in a Senior Mangement role with business experience in a sales and account management environment.
- Relevant Degree in one or more of the following disciplines: Business/Commercial; Marketing; IT, Engineering or similar technical field
- Postgraduate Business Management qualifications e.g. MBA will be advantageous
- Proven success of developing client relationships, managing and implementing new business pipeline.
- Knowledge of ICT sector and thorough understanding of Broadband and related services
- Ability to manage multiple projects and effectively prioritize and plan work load and remain outcome oriented.
- The most critical competencies for the successful incumbent will be a sound understanding of the B2B market and unwavering focus on quality of service
- Demonstrable track record of new business development and sales
- However, talented candidates with account leadership experience from consulting or technology sectors will be considered.
Sentech will give preference to suitable candidates who add to the cultural and gender diversity of the company.
If you are interested and meet the required criteria as described above, please send your CV on/or before 31 May 2023.
Appointment will be done in accordance with the Employment Equity Plan of the organisation. People with disability will be given preferences and they are encouraged to apply.
SENTECH reserves the right not to appoint
Desired Skills:
- Knowledge of ICT Sector
- Develop the B2B B2C sales strategy
- branding & marketing strategy
Desired Work Experience:
Desired Qualification Level:
