Chief Commercial Officer

Company description:

Digicel Group Limited

Job description:

Primary Objective of the Job:

• The Chief Commercial Officer is responsible for developing and implementing Commercial  and Sales & Distribution strategies to increase Revenue and subscribers, to retain the customers, improve the customer´s performance and launch new products and services

• To ensure the achievement of specific goals approved in the budget of both Commercial and Sales & Distribution which will aimed in increasing the revenue for both functions

  The person will be able to adapt marketing plans accordingly to support brand objectives and revenues goals, which will drive sales operations across the market.

Main Duties and Responsibilities:  

• Plan and execute strategies, in short and long term, to maintain and increase the revenues of the business and include, but not limited, to new products or services to cover the needs of customers
• Identify the strategies to assign prices to the product and services that the company provides to customer, considering the conditions on the market and the aggressiveness of the others competitors
• Develop and execute loyalty programs to be implemented in the company to reduce the churn and maximize the investment to acquire new customers and increase revenue in all sales channels
• Meet the market developments and products to implement the necessary measures to adapt to the new trends
• Ensure the implementation of an agile sales team to grow the revenue for the Digicel Jamaica market
• Implementation of a strategic sales team to support all customer base within the Jamaica Market
• Research the market, anticipating the evolution and anticipating the necessary steps to adapt to new tendencies or inclinations, utilizing enterprise and industry/market trends and regular benchmarking exercises
• Underpin budget delivery of all Mobile & Home revenue through end-to-end category management – Postpaid, Prepaid, TV, Home Internet and Voice together with associated Value Added Services & Sales functions
• Commercial & Sales leadership of categories, driving and owning expertise for all internal and external insight and raising performance across all KPIs
• Responsible for defining the value proposition for both functions which will improve, knowledge of global best practice, technology levers, in collaboration with Group Functions
• Accountability for marketing  and sales direction of proposition communication and promotional messaging across market
• Primary matrix role across Commercial Functions and Marketing, Sales, Operations and Care teams at Group, Hub and Market level to grow categories: volume and value
• Leadership role in securing Sales proposition knowledge and competitive awareness through all layers of the organization to maximize customer acquisition, and all categories KPIs.
• Responsible for guiding Base Value Management team to ensure continuous innovation for optimal customer loyalty, retention and revenue growth
• Accountability for appropriate scheduled and ad-hoc reporting to know what is working and what is not across all category initiatives and campaigns to inform changes and improve future activity
• Identify potential issues and competitive threats before they manifest through analysis of trends and KPI ownership - directing corrective action plan and execution

Academic qualifications and experience required for job:

• Masters of Business Administration (or equivalent professional qualification)
• New market launch, acquisition, or start up experience highly advantageous
• A proven commercial leader with at least 10 years’ relevant management experience
• Over 5 – 10 years sales experience
• Experienced in delivering organizational change across people, process and propositions.
• Executive presence, an engaging communicator, poised and capable of inspiring people at all levels within a business
• Commercially astute, able to convert analysis to category objectives and performance measures, experience of pricing dynamics and highly proficient with data manipulation
• Deep understanding of the unique dynamics of a telecoms / TV or other subscription service company.