Head of Corporate Sales & Public Sector

This role reports to the Enterprise Director.  He/she will be responsible for capturing dominant customer penetration index (CPI), revenue penetration index (RPI) and product penetration index (PPI) to deliver on market share aspirations through achievement of aggressive sales and profitability quotas

• Define the parameters for key accounts management. Plan, prepare and coordinate execution of sales forecasts, targets and action plans
• Develop and implement robust and cost efficient route- to -market and tactical sales plans 
• Build comprehensive target client lists for respective segments proactively provide input towards product, pricing and customer engagement initiatives based on customer feedback and market intelligence
• Develop, build and establish customer relationship with new and potential customers
• Engage with business teams to understand corporate customer needs, emerging issues and come up with possible solutions to address them
• Define themes and schemes to build loyalty and engrave brand for identified customer segments
• Interpret and use customer satisfaction indices to better understand customer requirements and inform better decisions about customer value propositions 
• Validate and qualify new market opportunities, sales leads and ensure delivery of segment sales quotas both quantitative  and qualitative
• Work closely with key account managers, relationship managers to protect and grow segment baseline revenues 
• Support collection and recovery efforts from segment accounts to ensure no bad debt is incurred
• Ensure total adherence to sales process, work ways and rigor; and full alignment to sales policy and direction
• In consultation with HR and function head, recruit the right talent build team capability through      coaching and performance management

• A business related graduate degree with at least 6-8 years of varied industry experience in Corporate Sales or a minimum of  5 years of relevant experience in Telecom 
• Strong commercial acumen with sound understanding of Corporate sales or telecom related technology value 
• Entrepreneurial ability with strong problem solving and analytical skills
• Excellent understanding of corporate governance standards
• Customer centric with strong leadership skills
• Strong networking and relationship management skills
• Capacity to interact and establish rapport with very senior levels of management