Helios Towers is a leading independent telecommunications infrastructure company, having established one of the most extensive tower portfolios across Africa. It builds, owns and operates telecom passive infrastructure, providing services to mobile network operators. Helios Towers currently operates in 6 markets in Africa and has recently signed agreements to enter 4 new markets in Africa and Oman in the Middle East.

Overview

Reporting to the Opco Managing Director, you will have a pivotal role in shaping and embedding the overall local sales strategy across Helios Towers Senegal organisation.

Role Responsibilities

As the Director of Sales and Marketing, you will be responsible for :

• Leading the sales and marketing strategy and activities execution of HTS,
• Leading the response to RFPs and RFQs from operators,
• Recruiting and training sales & marketing team
• Establishing best practice processes and procedures.

Staff Leadership and Management

• Ability to work in a team
• Responsible for self-learning and development
• Ensure cohesive working with their functional area
• Accountable for meeting and prioritising own targets/deadlines
• Provide information to line manager on work accomplishments, individual/team challenges
• Lead team meetings and contribute on specialist/technical areas when required

Governance

Adhoc and Operational Meeting

Works to achieve operational targets with significant impact on departmental results.

• • Set up and manage adhoc meetings for day-to-day operational requirements as and when required

Escalations : Resolve escalations as per defined escalation/resolution procedures

OpCo Operational: Design and implement operational changes and provide associated user impact assessment

Performance: Improve productivity and quality through leading practice initiatives

SHEQ: Comply with all Helios Towers Sheq policies, procedures and standards, and fully commit to all Sheq requirements, expectations and campaigns that may be applicable to the role

Reporting

Provide inputs to the line manager (as required) relating to progress made within the department and in accordance with the measurement metrics set by the organisation

Operational Delivery

Sales and Marketing Initiatives

• Research the market to understand all potential customer requirements and goals, fully allocated operating cost structure in the local market, tower capex and competitive dynamics among the operators
• Together with the HTS CEO, lead all initiatives to establish relationships with the key decision-makers at other operators and begin an aggressive co-location campaign by developing o Marketing and roll-out strategies
• Technical Team, conduct overlap analysis and collate rollout plans from all operators to develop the most efficient strategy for optimizing lease-up success.
• Sales strategy includes developing product and pricing targets.
• Marketing strategy, including developing branding and managing press-relations.
• Together with the HTS MD, responsible for delivery of annual sales targets for the company
• Manage revenue-planning process for HTS in conjunction with the MD and the finance team.

Bid Analysis and Preparation

• Lead team in developing a proprietary offer or responding to RFPs and RFQs for Collocation or Build-to-Suit order processes, with support of HT Business Development Director.
• Lead negotiations with operators to win Collocation or Build-to-Suit order processes.

Processes and Procedures

• Implement best practice processes and procedures for marketing, sales, follow-up customer care and sales management.
• Implement tools to facilitate marketing, product differentiation and pricing strategy.
• Develop marketing presentations.
• Support installation of CRM system.

Recruitment of Sales Team

• Establish roles, job profiles and criteria for sales team.
• Lead recruitment process.
• Take responsibility for indoctrinating and training sales team.

Ethics and Compliance

• Demonstrate ethical behaviour in the discharge of your duties
• Lead your team to comply with all ethical and legal requirements of the company.

Heath Environmental and Safety

• Follow and abide by all health, Environmental and safety policies of HTS

Key Performance Indicators

• Value created by optimizing business projects
• Value created from improving processes
• Value created & cost-effectiveness achieved by process optimization, new initiatives and improved operations/ways of work etc.
• Value created from improved Stakeholder Engagements
• Value created through demonstrating the HT Values and sustaining an engaged workforce

Requirements for the Role

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

• At least 10 years post graduate technical business-to-business (B2B) corporate account executive experience, with a focus on Telecoms
• Preference for candidate who has worked in a telecoms company (mobile operator) or key vendor (such as Ericsson, NSN, etc.)
• Demonstrated relationships and good contacts with major telecom operators in local market, a distinct advantage
• Successful track record in delivering on sales targets a must
• Experience in managing and motivating a sales team required
• Good knowledge of the African Telecoms market, with specific technical and financial knowledge taken into account
• Understanding of telecom network rollout process, an advantage

Desired Skills

• Sales Planning and Opportunity Management
• Sales Tracking and Reporting
• Marketing and Sales Acumen
• Product Knowledge
• Effective Communication
• Innovation
• Building and supporting teams
• Negotiation skills
• Determination
• Entrepreneurial flair
• Strong organizational skills
• Strong Analytical skills
• Stakeholder Management