Sales and Marketing Director

Head of Sales

Location: Antananarivo, Madagascar

About Us

We are a leading independent telecommunications infrastructure company with one of the most extensive tower portfolios across Africa and the Middle East. We build, acquire and operate shared telecom infrastructure that enables mobile network operators to deliver reliable and cost-effective connectivity. Our purpose is underpinned by integrity, partnership and excellence.

Overview

Reporting to the Managing Director, you will be responsible for building & overseeing the Sales team while working closely with the Group Commercial Department to embed our  values of integrity, Partnership and Excellence in to all aspects of the Sales function in accordance with the objectives of the Group’s Sustainable Business Strategy.

The Head of Sales will be an integral part of the Executive team with joint responsibility for creating a high performing Sales function by developing the strategies and actions plans to drive sales performance, exceed sales targets and ensure business profitability.

Role Responsibilities

As a Head of Sales, you will:

Strategic & Operational Delivery:

• Work closely with the MD and cross-function teams to develop and implement a sales and marketing strategy to meet Helios Towers Madagascar financial targets
• Analyse and understand the market trends and competitor activity to enable our team in Madagascar to exploit all market opportunities and remain competitive.
• Identify beneficial business opportunities and prepare requests for proposals to increase our clients portfolio
• Prepare forecasts and sales KPIs reporting for the Executive Management and the Group Sales Department
• Drive & monitor the sales pipeline and provide visibility during Management Committee and Business Reviews
• Ensure Successful launch of new products and development of  competitive pricing models
• Understand our products and effectively communicate the value propositions to customers
• Build a long-lasting relationship with our customers while partnering with them to better understand their business needs and objectives
• Identify potential new customers and develop strategies to on-board them as Helios Towers Madagascar customers
• Develop high quality partnership relationships with customers and potential customers by establishing excellent customer service standards and ensuring successful delivery
• Develop a retention plan for existing customers through analysis of the customer survey result and development of improvement actions
• Be responsible for systems and process improvement

 Contract Management

• Lead the negotiation of key sales transactions along with the MD, Legal and the Group Sales representatives
• Communicating and presenting information to stakeholders regarding contracts
• Monitoring contracts and moving forward with close-out, extension or renewal of contracts

People Development

• Oversee the development and performance of the Sales Account Managers against key performance indicator
• Cascade the Sustainability Key Performance Indicators of the Sales function to drive the departmental performance
• Contribute to the identification of High potentials and potential successors of the Sales team and work with HR to put in place development actions

Governance

• Ensure alignment with our  Policies and Country regulatory requirements to mitigate any risk
• Drive Ethics Management and champion Corporate Governance within both internal and external stakeholders.
• The individual should have experience in managing high-value, complicated, long-term commercial contracts
• Work closely with Compliance to ensure ownership of HT Code of conduct and conflict of interest policy

Requirements for the Role

To succeed in the role, you will be/will have:

• A Degree in Business or relevant similar fields.
• Minimum of 10 years’ experience in Sales Management with at least 5 years in a Senior Leadership position.
• Strong experience in Sales & Marketing with an extensive knowledge of sales principles & practices
• Experience in supervising sales teams is essential
• Experience in leading sales negotiation which led to high revenue increase
• Experience in working for a Company with similar reporting and legal obligations/disclosures to Helios Towers Madagascar.
• Experience in managing the sales function in the industries such as Telecoms, Oil & Gas, Power & others, which are similar to ours.
• CIM Certification is a plus

Benifts 

• Competitive basic salary
• Discretionary bonus
• Health insurance
• Life Insurance

Helios Towers is committed to promoting equal opportunities in employment. You and any job applicants will receive equal treatment regardless of age, disability, gender reassignment, marital or civil partner status, pregnancy or maternity, race, colour, nationality, ethnic or national origin, religion or belief, sex or sexual orientation. If you are applying for a position in South Africa, Employment Equity targets may apply when we consider your application.