Job Description
A. PROFILE
Role Title: B2B Manager, ICT Solutions
Reporting to: B2B ICT Strategy & Innovation Sr Manager
Division: B2B & Wholesales
Department / Section: B2B & Wholesales
B. CONTEXT
Purpose To develop and execute sales strategies to drive revenue growth for ICT solutions within a designated market or territory. Also identify new business opportunities, build, and maintain relationships with clients, and collaborate with internal teams to deliver customized ICT solutions that meet customer needs.
Context B2B and Wholesales department sets a strategic direction to expand ICT product portfolios and explore new business opportunity and additional revenue stream.
C. ROLE ACCOUNTABILITIES
- Sales Strategy Development: Develop and implement effective sales strategies to achieve sales targets and revenue growth objectives for ICT solutions.
- Business Development: Identify and pursue new business opportunities by prospecting potential clients, conducting market research, and networking within the industry.
- Client Relationship Management: Build and maintain strong relationships with key clients, understand their business needs, and provide consultative solutions to address their challenges.
- Solution Selling: Present and demonstrate ICT solutions to clients, highlighting the value proposition and benefits that align with their objectives and requirements.
- Proposal Development: Prepare and deliver compelling sales proposals, including pricing, technical specifications, and contract negotiations, to secure new business contracts.
- Cross-functional Collaboration: Collaborate with internal teams, including solution architects, project managers, and technical experts, to develop and deliver customized ICT solutions that meet customer expectations.
- Sales Forecasting and Reporting: Monitor sales pipeline, track sales activities, and provide accurate sales forecasts and reports to senior management.
- Market Intelligence: Stay updated with industry trends, competitors' activities, and emerging technologies in the ICT sector to identify new product opportunities and market trends.
- Sales Team Leadership: Provide leadership and guidance to a team of sales executives, set performance targets, and support their professional development.
D. KEY PERFORMANCE INDICATORS
- Achieving Revenue Target and Gross Add Target
- Unique customer base
- Pipeline value and Sales conversation rate
E. WORKING RELATIONSHIPS & DECISION MAKING
Interacts with:
Internal: B2B Sales, Marketing Communication, Customer Experience, Service Operation
External: Partners, Enterprise B2B Customers
Decision Making
Sales strategy, pipeline management and industry assignment to the team
F. EXPERIENCE AND QUALIFICATIONS
Minimum Experience & Essential Knowledge
- Experience: Minimum of 5-7 years of experience in ICT solution sales, preferably in a managerial capacity.
- Technical Knowledge: Strong understanding of ICT solutions, including cloud services, networking, cybersecurity, software development, data analytics, and digital transformation.
- Sales Skills: Proven track record in achieving sales targets and driving revenue growth. Excellent negotiation, presentation, and communication skills.
- Industry Knowledge: Familiarity with the ICT industry, market trends, and competitive landscape.
- Relationship Building: Demonstrated ability to build and maintain strong relationships with clients, understand their needs, and provide effective solutions.
- Leadership Skills: Ability to lead and motivate a sales team, set clear objectives, and provide guidance and support.
- Analytical Skills: Strong analytical and problem-solving skills to understand complex customer requirements and design appropriate solutions.
- Business Acumen: Solid understanding of business principles, market dynamics, and financial metrics.
- Travel: Willingness to travel as required to meet clients and attend industry events.
Minimum Entry Qualifications
- Bachelor's degree in Business Administration, Computer Science, Computer Engineering, or any other related field
