Oil & Gas Specialist

Company description:

About Digicel

As a Digital Operator, Digicel is in the business of delivering powerful digital experiences 1440 minutes of each day to customers – that’s every minute, all day, every day.

Through its world-class LTE and fibre networks, together with its suite of apps spanning sports, news, local radio and podcasts, TV streaming, enhanced messaging and marketplaces and self-care, Digicel is the only operator in its markets that can deliver that.

Serving consumer and business customers in 25 markets in the Caribbean and Central America, its investments of over US$5 billion and a commitment to its communities through its Digicel Foundations in Haiti, Jamaica and Trinidad & Tobago have contributed to positive outcomes for over 2 million people to date.

With its Better Together brand, Digicel is making a promise of simply more to customers and communities and its 5,000 employees worldwide work together to make that a powerful reality day in, day out.

Visit www.digicelgroup.com for more.

Job description:

Job Title: Oil & Gas Specialist

Primary objective of the job:

The Oil & Gas Specialist is responsible for developing Digicel’s Business through developing relationships with an assigned list of Oil & Gas companies across the Caribbean and Latin America.

Main Duties and Responsibilities:

This role is an account executive position reporting to the head of the Vertical Segment team. The account executive assigned to this region is tasked with, but not limited to, the following responsibilities:

• Meet and exceed the established monthly/quarterly/annual sales targets and milestones for the region
• Build strategic relationships with key decision-makers in the region - including president and GM level.
• Identify budget and strategic initiatives that drive spend in the region and define a winning business strategy for Digicel Business within this strategic vertical segment
• Develop and manage a 6-12 month pipeline.
• Help identify synergies that drive incremental business across the entire list of accounts.

DIGICEL PRODUCT AND SERVICE KNOWLEDGE

• Has Knowledge of previous, current and future Digicel propositions, products and services, including emerging technologies.
• Have a good understanding of functionality, pricing and benefits of a subset of Digicel propositions, products and services to explain to customers/clients, in detail, how and why they should use them.
• Possesses sufficient knowledge of competitor products and services to discuss comparability with customers/clients.
• Has sufficient general knowledge of the technology that supports these products and services to explain to customers/clients, in simple terms, how they work.
• Has enough practical knowledge of a subset of Digicel propositions, products and services to demonstrate them to customers/clients, and field questions.
• Knows how to build Digicel propositions, products and services into solutions that meet a wide range of customer and client needs.
• Knows where to find more detailed, comprehensive and up-to-date information on Digicel propositions, products and services.

ACCOUNT PLANNING AND DEVELOPMENT KNOWLEDGE AND TOOLS

• Is able to grow client accounts by developing Digicel relationship with the client, identifying opportunities, and taking a planned approach to seizing them.
• Possesses advanced techniques for assessing the future potential of accounts.
• Has advanced knowledge of a range of techniques for developing short-term and long-term opportunities leveraging the full suite of Digicel Business products and solutions.
• Has sufficient knowledge of concepts and techniques of account planning.

CONSULTATIVE/PARTNERSHIP SELLING KNOWLEDGE AND TOOLS

• Has good Knowledge of how to form partnerships with clients to develop and execute leading edge solutions and concepts.
• Understands how to build partnerships with clients.
• Understands how to identify key business drivers and how to shape solutions that support these.
• Understands, in broad terms, the relationship between a client's IT strategy and the potential solutions.
• Understands how to use simple problem solving and facilitation techniques to develop high value proposals and solutions in collaboration with clients.
• Understands how key decision makers work, their typical needs and motives, and what techniques they use, and has own strategies to deal with these.
• Possesses techniques for demonstrating tangible and intangible benefits to client’s e.g. case studies, benchmark information from comparable organizations, or simple return on investment modeling.

PRICING

• Has Knowledge of how to price products and services
• Knows how to calculate return on investment and break even + pay back periods.
• Has a thorough understanding of the pricing models that operate in own area and knows how to apply them across a range of situations.
• Has awareness for potential risks to profitability.
• Understands the cost components that underpin the standard pricing models and knows how to use this information to price in complex or novel situations.
• Knows when and how to offer discounts to customers to attract profitable business.
• Possesses techniques for establishing and quantifying value or benefit for the customer, for example financial case studies.
• Influence, review and evaluate tender/RFP documents from customers or their designated representative for technical and commercial requirements, co-ordinate with suppliers and other persons in developing, preparing and submitting of competitive proposals/bids.
• Develop an understanding of the contractual requirements in bids and refer to legal department for review.
• Follow-up and negotiate successful closure on all tenders, bids, proposals etc. and provide relevant feedback throughout the process

Academic Qualifications and Experience Required:

• minimum eight (8) years telecom sales
• proven success driving new business within a complex sales environment
• extensive knowledge of ICT and Corp Mobile solutions 
• proven ability to build and leverage strong business relationships
• travel weekly to customers and prospects within Digicel’s footprint
• strong presentation skills and business presence
• strong proficiency with MS Office suite and mobile communications applications

Functional Skills:

• Self-motivated
• Good organizational skills
• Works well cross functionally internally and across multiple customer stakeholders
• Possesses sufficient knowledge of different types of customer needs and their buying processes to spot potential opportunities and sell Digicel products and services (Mobile, Data, Voice and ICT).
• Is able to coach the team to prospect for new business to feed sales pipeline.
• Is able to package and present a solution to a typical customer, verbally and/or in writing.
• Possesses techniques for demonstrating tangible and intangible benefits to clients.
• Understands customer objections in own area and has strategies for dealing with these.
• Develop key relationships within accounts at all levels to help drive the development of critical  RFP’s 
• Own and manage the bad debt process for accounts – working with Credit & Collections 
• Drive growth within the list of assigned accounts
• Achieve sales and revenue targets