Job Purpose

The B2B Wholesales Specialist is responsible for managing and growing strategic relationships with large wholesales enterprise accounts. The role focuses on driving revenue growth, ensuring customer satisfaction, and positioning the company as a trusted partner through tailored solutions and long-term account development.

Key Responsibilities

Account Management & Growth

• Manage a portfolio of large Wholesales enterprise accounts.
• Develop and execute account plans to achieve revenue, margin, and growth targets.
• Identify new business opportunities within existing accounts (upsell, cross-sell).
• Build long-term partnerships with key stakeholders and decision-makers.
• Business Development • Prospect and acquire new Wholesale enterprise clients.
• Understand client business needs and propose value-driven solutions.
• Lead complex sales cycles, including RFPs/RFQs and tender processes.
• Coordinate with internal teams to deliver competitive and compliant proposals.

Customer Relationship Management

• Act as the primary point of contact for key wholesales clients.
• Ensure high customer satisfaction and retention.
• Conduct regular business reviews and strategic meetings with clients.
• Handle escalations and ensure timely resolution of issues.

Solution Selling & Value Creation

• Promote a full portfolio (e.g. connectivity, ICT, cloud, digital solutions).
• Align solutions with customer business objectives and transformation agendas.
• Collaborate with technical and product teams to design tailored solutions.
• Performance & Reporting
• Achieve and exceed sales targets (revenue, ARPU, profitability).
• Maintain an accurate sales pipeline and forecast
• Track and report account performance and market insights.

Market & Industry Intelligence

• Monitor market trends, competitor activities, and regulatory environment (important in public sector).
• Provide insights to support product development and commercial strategies.

Key Performance Indicators

• Revenue and sales target achievement
• Growth / development of assigned accounts
• Customer base retention and satisfaction (NPS)
• Pipeline development and conversion rate
• Contribution margin / profitability
• Receivables tracking

Technical and Professional Skills

• Strong understanding of B2B and enterprise sales cycles•
• Knowledge of procurement processes and tendering
• Solution selling and consultative selling skills
• Financial acumen (pricing, margins, business cases)

Behavioral Skills

• Strong relationship-building and stakeholder management
• Negotiation and influencing skills
• Strategic thinking and planning
• Results-driven with a commercial mindset
• Excellent communication and presentation skills
• Customer focused and orientated.
• Self-starter, creativity, sense of responsibility.
• Structured and conceptual thinking initiative
• Persuasive, Detail focused, Honest and reliable

Key Interfaces

• Internal: Sales leadership, product, technical/pre-sales, legal, finance, marketing
• External: C-level executives, procurement teams, government stakeholders, partners

Additional Skills

• Experience in dealing with large accounts is critical
• Ability to manage complex, long sales cycles and high-value deals
• Strong focus on customer retention and lifetime value