Head of Commercial

Company description:

Digicel Group Limited

Job description:

Primary objective of the job:

The Head of Commercial will lead the commercial strategy for the revenue-generating business units of the market to ensure sustainable growth and competitive advantage in the market. The HoC will be responsible for driving revenue generation, customer acquisition and retention, enhancing customer satisfaction, and fostering strategic partnerships. This role requires a strategic thinker with a deep understanding of the telecommunications industry, a proven track record in commercial leadership and key contacts in the local business community.

Main Duties and Responsibilities:

1. Strategic Planning:  

• Develop and execute the commercial strategy aligned with the organization's vision and goals.  

• Analyze market trends, customer needs, and competitive landscape to identify growth opportunities.  

2. Revenue Generation & Cost Management:  

• Develop, manage and deliver the consumer and B2B P&Ls and forecasts,

• Lead initiatives to increase sales and profitability across all consumer and B2B product lines and services.  
• Identify and implement opportunities for efficiencies to manage one-off and recurring costs
• Oversee new product introductions, pricing strategies and promotional campaigns to maximize penetration in target markets and sectors.  
• Drive and monitor collections and receivables to realise target collections within the period and manage bad debt

3. Customer Engagement:  

• Drive customer experience initiatives to enhance satisfaction and retention.  

• Establish and maintain relationships with key clients and stakeholders to understand their needs and expectations.  

4. Sales Leadership:  

• Manage and mentor the sales teams to achieve individual and team targets to at least attain budgeted business unit revenues.  
• Establish and drive attainment of sales quotas, the sales pipeline and performance/productivity incentives

• Foster a culture of high performance and accountability within the sales organization.  

5. Market Development:  

• Identify and pursue new market opportunities, including emerging technologies, products and services.  

• Lead the marketing to create effective brand and go-to-market strategies.  
• Keep abreast of market trends and competitor activity to inform product, pricing, and go-to-market strategies

6. Partnership Management:  

• Build and maintain strategic partnerships with other companies, vendors, and stakeholders to enhance service offerings.  

• Negotiate contracts and agreements that align with the organization's objectives.  

7. Cross-Functional Collaboration:  

• Work closely with the technical and finance teams to ensure alignment on commercial objectives and service priorities.  

• Facilitate communication across departments to support a unified approach to market challenges.  

8. Performance Measurement:  

• Establish key performance indicators (KPIs) to assess the effectiveness of commercial initiatives.  

• Monitor and report on sales performance, market share, and customer feedback.  

9. Team Development:  

• Recruit, train, and develop a high-performing commercial team.  

• Promote continuous learning and professional development within the team.  
• Employ measures to define, monitor and manage the performance of the team

10. Compliance and Governance:  

• Ensure compliance with industry regulations and standards in all commercial activities.  

• Uphold the organization’s ethical standards and corporate governance principles.  

11. Perform any other duties related to the job as assigned by the CEO

Academic qualifications and experience required for job:

• A Master’s Degree in Management, Marketing, Finance, Economics or any other business related field. The equivalent in working experience is also acceptable for the position.
• Possess 7 years of experience working in a senior commercial role, within a fast-paced and highly competitive environment. The candidate must also have had substantial and successful experience leading a commercial team towards the achievement of commercial KPIs
• Proven experience in owning and managing P&L’s.
• Experience in building and driving high performance sales cultures.
• Working knowledge of ICT products, technologies, sales cycle and solution development
• A suitable candidate will demonstrate strategic vision, leadership, and a hands-on approach to drive commercial success in a dynamic and competitive landscape.

Functional Skills:

• Have a current network of key contacts in the local business community, and the ability to develop and maintain appropriate relationships with senior business partners, vendors and customers across sectors to facilitate new business development, and opportunities for the brand and sales. 
• Have polished presentation, communication, and analytical skills
• Have strong organizational skills, being able to manage multiple projects at once
• Have a collaborative management style
• Able to operate autonomously and demonstrate initiative in problem solving, decision making and proactive approach to situations and target attainment
• Persuasive with numeric details and facts
• Strong Market Knowledge
• Budgeting, Forecasting & Business Case Development