Head of Sales: Wholesale at HeroTel

PURPOSE OF THE ROLE:

Head of Sales: Wholesale is responsible for setting and achieving wholesale strategic objectives. This role is responsible for growing customers, revenue and maximising profits in the Wholesale market, through both our dealer and wholesale channels.

At the same time, the Head of Sales: Wholesale has the responsibility of engaging with internal suppliers to understand, formalise agree and improve service delivery by, and interaction between the wholesale team and these internal suppliers (e.g. network monitoring etc.)

The Head of Sales: Wholesale establishes strategic relationships with our key wholesale channel partners by understanding their growth requirements and aligning those with Herotel’s strategy at both a technical and commercial level.

The development of product and pricing strategies in conjunction with the networks and growth teams in Herotel is a key component of the job.

Key Performance Areas would include, but are not limited to:

Strategic Objectives:

• Propose strategic objectives and agree with the Herotel Business EXCO Team
• Translate the Wholesale Strategy into tactical plans for the business for revenue growth.

Develop and grow the channel customer base and revenue:

• Evaluate prospective channel partners to ensure alignment with Herotel’s own direct market strategy.
• Ensure new channel partners are properly onboarded including commercial contracting, systems, and process integration.
• Cost, quote and respond to client proposals, RFPs, RFIs, RFQs and client specific solutions etc.
• Oversee the tracking and managing of leads to move them through the sales cycle to order stage.
• Regularly engage with key wholesale partners to review performance, ensure strategic and operational alignment, and identify new opportunities for revenue growth.
• Key point person for customer escalations - responsible for fielding customer escalations, obtaining timeous input from internal stakeholders, leading the compilation of action plans, and managing the customer expectation.

Manage the Wholesale team:

• Manage the wholesale team in (amongst others) setting objectives, creating and sharing a clear business plan, enabling and managing the team to execute and training them where necessary.

Manage the wholesale product book:

• Create tailored solutions for customers to maximize our value proposition to the customer. Ensure that the solutions are feasible, implementable, and realistic.

Ensure alignment with internal suppliers:

• Evaluate, standardise and drive improvement in the support processes to optimise the customer experience.
• Be able to liaise between the customer and our technical teams and translate business requirements into technical requirements.

Reporting

• Responsible for creating clear, actionable reports to keep all stakeholders abreast of progress and concerns.

The successful candidate must have the following experience/skills:

Work Experience:

• At least 3-years' experience working in a direct customer-facing role in a technical sales role.
• Experience in drafting commercial proposals.
• Experience in development of business cases.
• Working knowledge of IP networking and Internet technologies (TCP/IP, DNS, HTTP, Radius, etc.).
• Experience in a Telco environment is required.

Skills and competencies

• Strong analytical, organizational, and time management skills.
• Excellent interpersonal, motivational, communication, and customer service skills.
• An understanding of sales principles and customer service practices.
• Must be target-driven.
• Demonstrate a high level of emotional intelligence.
• Must be able to work independently and be a team-player

Qualifications

• A Bachelor’s Degree in Computer Science, Engineering, Information Systems or other technology related field.