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Head of Business to Business Unit

Job Title: Head of Business to Business Unit
Contract Type: Permanent
Location: Erbil, Iraq
REF: 1749
Contact Name: Hardi Ismail
Job Published: 8 months ago

Job Description

MSELECT is looking to hire a Head of Business to Business Unit for an international telecommunication client in Erbil. Candidates must have at least 6 years of relevant experience with at least 3-5 years of experience in a similar role. Kurdish and English fluency is a must.

Role Purpose

  • The job holder is responsible for the supervision of the Region Unit activities including the implementation of the Business Sales Strategy of the client
  • The job holder is also responsible for overseeing business sales accounts across the specified regions

Key Responsibilities

  • Set Region Unit performance objectives, in coordination with Business Sales and Strategy Management and Corporate Performance Departments
  • Continuously monitor progress and development towards organizational and Unit strategic objectives and communicate periodic performance reports to provide evaluation results and recommend improvements
  • Develop and implement Region Unit policies and procedures in order to ensure the fulfilment of organizational requirements whilst delivering high-quality services
  • Carry out the day-to-day operations of the Region Unit, provide expertise, encourage teamwork and align work processes to achieve high performance standards, meet established targets and engage employee in a motivated work environment
  • Work closely with the Head of Business Sales Department and Finance to develop the annual operating budget for the function, establishing budgetary controls and continuously monitoring expenses
  • Supervise the business account profitability, revenues, market penetration and market share to enhance the operations of business sales
  • Facilitate a healthy customer relationship process, build strong relationship with customers and respond to customers’ needs by understating and fulfilling customer requirements, following-up on orders, delivery terms and billing adjustments to ensure customer satisfaction with service and thereby ensuring repeated business and positive referral for the client
  • Set sales and profitability targets for account managers and monitor their performance against the same and manage corporate sector accounts through providing account managers with proper directions, support and management expertise to ensure they are able to maintain sales at planned levels
  • Draft sales bids, presentations, RFP’s, SLA’s with the support of marketing and technical to answer customers’ needs and follow-up with private sectors tenders at all times
  • Work closely with Marketing to ensure high customer focus and consistency in messaging and co-ordination of sales campaigns
  • Prepare and submit business sales performance reports for the region to the Head of Business Sales Department for effective management decision making
  • Implement sales incentive schemes for account managers in collaboration with Human Resources
  • Identify potential targets for sale of higher-end products such as data services and value-added products
  • Negotiate and finalize contracts by liaising with Legal Affairs as and when required
  • Maintain a continuous follow-up with account manager to ensure that business customers’ receivables are realized within pre-specified time and credit limits to minimize outstanding amount
  • Supervise the implementation of pricing policies, client satisfaction targets and adherence to defined processes, policies and procedures by the Business Sales team
  • Contribute and ensure the effective achievement of functional objectives through the supervision of the Region Unit, set individual objectives, manage performance, develop and motivate staff, provide formal and informal feedback and appraisal, and provide guidance on training programs for employees in order to maximize subordinate and Unit performance
  • Hunt & Farm designated accounts, organized by region
  • Develop and execute targets and sales plans
  • Generate leads and achieve new Business Sales (Hunting)
  • Manage existing accounts (Farming)
  • Ensure customer satisfaction

Key Performance Indicators

  • # of new business customers (region)
  • % of sales lost
  • Sales spending vs. budget (actual spending / budgeted spending)
  • Sales target (actual sales/ sales targets)
  • Customer satisfaction rate (based on survey results)
  • Payments received on time / accounts remaining within credit limits
  • Accurate and timely submission of regional business sales performance reports

Required Qualifications and Experience

  • Bachelor’s degree in business administration-related field or equivalent
  • A minimum of 6 years of relevant experience with at least 3-5 years in a similar role

Key Competencies

  • Embracing Change (Flexibility)
  • Financial Management
  • Developing Talents
  • Performance Management
  • Serving our Customers
  • Oral Communication
  • Achievement Driven
  • Written Communication
  • Team Work
  • Negotiation Skills
  • Team Management
  • Managing Information
  • Problem Solving and Creativity
  • Technology Application
  • Relationship Building
  • Contract Administration and Legal Proficiency
  • Initiative
  • Strategic Planning & Thinking
  • Sales Management
  • Workforce Planning & Management

*Only applicants meeting the strict criteria outlined above will be contacted as part of the shortlisting process.