The Manager: Sales & Commercial will form a part of a highly skilled group of commercial, technical and management experts who are responsible for wholesaling and leveraging Bayobab UGANDA’s fixed connectivity infrastructure, within the Bayobab Group and developing the external business for 3rd party carrier providers. S/he will define and implement strategies to develop capacity wholesale revenue streams, develop and define initiatives to assist in strategic positioning of Capacity and Connectivity services to maximize revenues from Bayobab UGANDA’s backbone network capacity and connectivity, develop Wholesale Value Proposition, Scope, Market Segments, Products and Services, Go to Market strategy and Partner management.
The Fixed wholesale business unit is the function responsible for developing business opportunities with other organizations in the telecommunications industry, including Carriers, ISPs and other mobile networks with the aim to better commercialize Bayobab UGANDA’s fixed line infrastructure and that of other providers thereby gaining increased revenue in the markets. The Individual will lead the client relationships across the wholesale client portfolio, with accountability for development and management of propositions and strategic business development of major managed network service relationships across the Bayobab UGANDA’s wholesale portfolio.

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Responsibilities

Key Performance Areas:

Key Deliverables
The Manager; Sales & Commercial will be accountable to achieve the following objectives:

• Develop Market strategies aimed at identifying and pursuing strategic Wholesale opportunities and deliver objectives of revenue and unit cost improvement – aligned to industry best practice for Bayobab UGANDA.
• Be involved in negotiations and client relationships when required, as well as maintain relationships with key clients by providing information, support and guidance.
• Approach high profile clients for strategic sales and be involved in the escalation process when a client is unsatisfied
• Drive sales of Capacity and Connectivity services and products to Carriers, Operators, Capacity and Connectivity providers and OTTs in order to realize defined Wholesale Sales strategy and targets both for domestic fixed infrastructure for both international and local markets.
• Constantly monitor sales performance, identify and solve key performance gaps and report sales performance to management.
• Develop commercial propositions for network infrastructure/capacity working with Carriers, Operators, Wholesale Capacity and Connectivity, OTT providers and address their infrastructure requirements in conjunction with Bayobab UGANDA’s Solution Engineers and Bayobab Group.
• Improve the Bayobab UGANDA reputation in the fixed broadband infrastructure by representing the company in key professional events.

Role Deliverables:

• Wholesale sales strategy and planning, including sales pipeline and account planning strategy
• Sales and growth targets for Bayobab UGANDA’s fixed wholesale business
• Create sales and market reports including, but not limited to, 3rdparty wholesales for domestic and international wholesale services.
• Provide inputs for budget and financial planning

Qualifications

Education:

• Minimum 4 Year Academic Degree in (Commerce/Marketing/ Business Administration)
• Masters or Post Grad Degree in Business Administration will be an added advantage.
• Fluent in both English and Swahili

Experience:

• 8+ years Sales-related experience, preferably in the telecommunications space (ideal if experience is in the wholesale / carrier business and/or fixed line international)
• 4+ years Managerial experience preferably in a Sales / Wholesale function, preferably in the telecommunications space (ideal if experience is in the Wholesale / carrier business and/or fixed line international)

Competencies/Skills:

• Effective team management skills and the ability to coach, mentor and motivate staff of commercial and technical professionals
• Ability to identify key issues in a situation and to think creatively and strategically while facing internal and external challenges
• Ability to manage numerous large accounts simultaneously, prioritizing to achieve maximum effectiveness
• Effective oral and written communication skills
• Excellent public relations skills to be able to function across multiple business lines in a dynamic environment.
• Outstanding sales and negotiation skills to win contracts with large accounts.
• Comprehensive understanding of the fixed connectivity landscape in terms of infrastructure, commercial requirements, trends, growth, etc. with focus in attracting opportunities to an emerging and dynamic market.
• High level of computer literacy