Job Title:                        Head of Sales

SUMMARY:

 Our client, a multinational and a leading owner and operator of communications sites for the wireless and broadcast industries is looking to recruit a Head Of Sales for Uganda operations.

DUTIES AND RESPONSIBILITIES

The Head of Sales is responsible for managing overall customer satisfaction and driving revenue growth for both new and existing customers.  This includes overseeing the sales of wireless network solutions to all customers within the Uganda market. The incumbent will work to develop, prospect and maintain customer relations with all regional wireless carriers in addition to other companies, (including consultants and third parties,) that require wireless solutions and services within the designated market. The Head of Sales will maintain frequent customer contact across multiple organizations, with a primary focus on collocation offerings. The incumbent will assist in market development and effectively partner with the Operations teams to develop the appropriate customer solutions.  The incumbent must have thorough knowledge of the customer’s site development and decision making process.

ESSENTIAL FUNCTIONS:

·         To develop and manage client relationships in order to maximize company sales and revenue across all products and services; in line with set targets

·         Manage a team of Key Account Managers dedicated to understanding customer development and network expansion requirements

·         Develop a detailed knowledge of collocation implementation procedures and work closely with deployment teams to develop a leasing and pricing strategy that will work effectively with wireless carriers needs and restrictions

·         Negotiate complex, successful telecommunication agreements with carriers 

·         Accept aggressive goals/deadlines (specific targeted numbers) and successfully meet said goals

·         Identify and develop relationships with key customer decision makers

·         Oversee and aggressively research and analyze market data to identify potential carrier partnerships that align with business objectives

·         Select, develop and evaluate personnel to ensure the efficient operation of the function

·         Establish team goals and develop tracking metrics to ensure that expectations for the team are met monthly and quarterly

·         Provide the feedback necessary to direct sales team as well as senior leadership team to assist in identifying and developing new market opportunities

·         Market and manage carrier expectations for the Company’s collocation program.

·         Oversee the marketing of site development and build to suit services

·         Oversees the internal contract & RFP response process by reviewing documents, assembling input from other departments (operations, collocation, legal, finance, etc.) and representing the company through execution

·         Develop internal relationships with all functional areas of the company

·         Partner with Head of Legal to ensure compliance with government regulations within contracts

·         Effectively engage the Operations team to develop the appropriate customer solutions

·         Submit regular account updates and pipeline status reports to senior leadership team

OTHER:

·         Other duties as assigned.

SUPERVISORY DUTIES:

• Manage a team of sales and Key Account manager staff

QUALIFICATIONS:

·         A proven track record in the successful selling of high value products and services to large multilevel business organizations and a proven track record in managing teams of such individuals

·        Proven experience in interfacing with customers at all levels within their organization

·         A detailed understanding of the wireless carrier landscape in Uganda

·  Thorough knowledge of the customer’s site development and decision making processes within the Uganda region

·    Ability to drive a team toward the successful attainment of set sales goals and to leverage input and knowledge base of others within the company in providing well rounded and thoughtful solution sets

· Ability to drive effective negotiations in establishing agreements

·         Ability to think creatively to generate solutions  by utilizing technical background to conceptualize solutions and proposals in accordance with customer requirements

·   Proactive seller with experience selling value based propositions

·   Goal oriented with a successful sales track record

·         Ability to represent and communicate customer opportunities and challenges to stakeholders

·         Excellent analytical and problem solving skills with demonstrated success in executing appropriate and timely solutions

·         Have management and director level contacts in several wireless service providers. Proven track record for identifying key decision makers and building those relationships

·         Strong organizational and communication skills

·         Ability to work independently and as part of a team

·         Strong verbal and written communication skills

·         Ability to perform specific job functions and make decisions that are in the best interest of the customer and the company

EDUCATION AND EXPERIENCE:

• Minimum of Bachelor’s degree
• 5 years’ experience as an Account/Sales Manager; selling large IT or telecommunications related products and services to large multilevel business organizations; of which a minimum of 2 years has been spent managing a high end business sales team.  It is preferable that the experience has been in the wireless industry       ADDITIONAL:

We are a dynamic organization in a rapidly changing industry.  Accordingly, the responsibilities associated with this job will change from time to time in accordance with the Company’s business needs.  More specifically, the incumbent may be required to perform additional and/or different responsibilities from those set forth above.

The above declarations are not intended to be an all-inclusive list of the duties and responsibilities of the job described, nor are they intended to be such a listing of the skills and abilities required to do the job. Rather, they are intended only to describe the general nature of the job.