Head of Sales

Key Responsibilities:

Sales Team Leadership and Development:

• Lead and motivate the sales team, translating commercial objectives into clear team and individual targets, priorities and account responsibilities
• Develop sales capabilities through regular coaching, constructive feedback and practical support in customer engagement, solution selling and negotiations
• Build a culture of ownership, collaboration and customer focus, with clear expectations, regular progress reviews and individual development plans
• Reference: tuX-gODR8qF87A

Sales Growth and Customer Development:

• Own delivery of the agreed sales plan through new customer acquisition, growth of existing accounts and development of strategic partnerships, including telecom and ICT operators
• Guide account and opportunity planning; support the team in complex‍⁠‌‍⁠‍‌‌⁠⁠⁠‍‍​​​⁠‍​​⁠‌​‌⁠⁠​‍‍‍​‌‌⁠⁠​⁠‍⁠​ sales and lead key customer negotiations within approved pricing, commercial terms and authority limits
• Translate market trends and customer needs into growth opportunities, contributing sales input to service development, pricing, positioning and go-to-market plans

Cross-functional Collaboration and Execution:

• Work closely with Sales Support, Product, Technology, Legal and Finance to develop feasible, competitive proposals and ensure clear handover from sales to delivery
• Coordinate with commercial teams across countries to develop joint opportunities and exchange customer insights and sales practices
• Drive alignment around customer outcomes, resolve cross-functional obstacles and escalate risks to commitments, service delivery or customer relationships
• Contribute to business planning and strategic commercial initiatives, ensuring sales activities remain aligned with company‍⁠‌‍⁠‍‌‌⁠⁠⁠‍‍​​​⁠‍​​⁠‌​‌⁠⁠​‍‍‍​‌‌⁠⁠​⁠‍⁠​ objectives and applicable regulatory requirements

Sales Planning, Pipeline and Results:

• Manage the sales pipeline and forecast through regular opportunity reviews, clear next steps and accurate, up-to-date sales records
• Monitor sales results against agreed targets and report progress, forecast changes and commercial risks to the Commercial Director, ensuring compliance with budgets and commercial policies
• Identify gaps against the sales plan and implement corrective actions with the team to improve opportunity conversion, sales execution and forecast reliability

Main Requirements:

• University degree, preferably in a technical, business or legal field
• Minimum five years of relevant sales or commercial experience in ICT and telecommunications services, including demonstrated experience in leading, motivating and developing a sales‍⁠‌‍⁠‍‌‌⁠⁠⁠‍‍​​​⁠‍​​⁠‌​‌⁠⁠​‍‍‍​‌‌⁠⁠​⁠‍⁠​ team
• Proven track record of achieving sales targets through a team, managing customer and partner relationships, negotiating complex agreements and managing sales pipelines and forecasts; experience contributing to service development and go-to-market initiatives
• Strong people leadership, coaching and communication skills, with the ability to motivate a team and create shared ownership of results
• Strategic and analytical thinking, with the ability to translate commercial objectives into focused sales plans and practical actions
• Strong customer orientation, commercial judgement and negotiation skills, with a consultative approach to understanding customer needs
• Results-oriented and collaborative, able to prioritise, address obstacles and build effective relationships across functions
• Fluent in written and spoken English
• Proficient in MS Office‍⁠‌‍⁠‍‌‌⁠⁠⁠‍‍​​​⁠‍​​⁠‌​‌⁠⁠​‍‍‍​‌‌⁠⁠​⁠‍⁠​ and business tools used for sales planning, reporting and pipeline management