Sales Manager - Voice - London
Strategic Sales for Europe
covering big MNO group accounts, OTTs, incumbent PTT bilats, Carrier segment, RSPs, ISPs and aggregatore segments for UBS product range (Wholesale Voice, A2P SMS, Signalling services).Participate in leadership dialogues to drive:
* business & human capital improvements across the company and to promote "Concept selling"
* large deals/RFPs, partial outsourcing, managed termination, infrastructure, ITFS managed services etc.
* lock-in voice minutes in long term deal
* higher vault share in Major Accounts and key destination countries in defined region.
MUST have
* 10+ years experience in Telecom industry and 5+ years in wholesale Voice & SMS Industry in Europe 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.
* Existing CXO relationship (in the Wholesale Segment in Central & Eastern Europe) would be an asset
* Should have a good understanding of the regulations and legal nuances of the business in EU & other countries in the region.
* Proficiency in English, German & Russian and any other language from Central Europe would be an advantage
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
"Protect and Grow" Strategy
* The person will handle Strategic Sales for MNO group accounts, OTTs, incumbent PTT bilats, Carrier segment, RSPs, ISPs and aggregatore segments for UBS product range.
* The person will manage the Strategic Solution Selling in the carrier segment & BAU Bilats/SWAPs/VAS
* Objective is to achieving Sales & Buying quota in the assigned account/territory for the entire UBS products portfolio. (VTS, VAS, A2P SMS & Mobile Signalling etc).
* 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 accelerate new UBS services.
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 customised 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. 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 the company 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.
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.
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
Learning & Development
* Regularly review self development goals; actively participate in coaching conversation and performance review;
* Manage the self training and development for future readiness.