Senior Manager/AVP - Sales - International Wholesale Voice

Broad objective of the role

- Strategic Sales for Asia/Europe/America covering incumbent PTT bilats, Carrier segment, MNOs, RSPs, ISPs, and OTT segments operators for UBS product range. Participate in leadership dialogues to drive business and human capital improvements across the company.

- Managing key destinations or countries in different regions.

- MUST have 7+ years experience in Telecom industry and 5+ years in wholesale Voice Industry, experience of managing multi-cultural wholesale voice sales people.

- Should understand the various Wholesale Voice - Business APPs- or Systems & Process intricacies and dependencies of the business. Pricing, routing, deal governance & margin management & reporting etc.

- Should have existing CXO relationship in the Voice Segment

- Should have a good understanding of the regulations and legal nuances of the business in the region.

- Proficiency in English a must and any other language would be added advantage

Other knowledge/skills

Leadership skills such as people management, execution and planning focus, communication skills, negotiation skills. Experience of cross-cultural environments to appreciate business development and decision making dynamics (internal and external).Knowledge on A2P/SCCP and other mobility products

KEY RESPONSIBILITIES

Sales Planning

- Approval of segment sales and BD plan by senior management

- Performance against budget

- Strength of funnel

- New Revenue streams

- New service introductions

- KRA alignment across functions to achieve objectives

- 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 the drive on "core services" penetration.

- Focus on segmentation and GTM

- High performance with a 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

- Number of accounts targeted

- Timely creation of account development plans

- Deal closure

- The person will handle Strategic Sales for global regions covering incumbent PTT bilats, Carrier segment, MNOs, RSPs, ISPs, and OTT segments operators for UBS product range.

- The person will manage the BAU Bilats and SWAPs and VAS business as well as drive Strategic Solution Selling in the carrier segment.

- The objective is to achieve Sales & Buying quota and assigned strategic carrier account objectives as per Quota for the entire UBS products portfolio. (VTS, VAS etc) for the destinations & carrier covered.

- 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 a 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

- Number of opportunities identified vs. number of opportunities qualified

- Account development plans

- 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 customized solutions to address carrier customer needs and lock - in wholesales traffic.

- Work with Carrier Data teams (GCS) to develop Voice and Data bundled solution proposal which is WIN-WIN for both company and carrier customer. 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 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

- Revenue from group accounts

Drive discussions with core groups of operators to develop partnerships;

Discuss 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

- Internal stakeholder feedback

- Process Innovation / Improvements introduced

- 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

- Team Development

- Team engagement

- % attrition of high performers

- Manpower cost and productivity

- ESAT scores

- Regularly review team structure and assess talent requirements; participate in the recruitment and selection process; conduct goal setting and performance review for the team; drive team development, engagement and reward initiatives;

- Coach and mentor team members as required and ensure resolution of any people issues.

- Manage the motivation, training and development needs of his reporters and improve ESAT scores.