Regional ICT / VSAT Sales Manager - West Africa

Date posted: June 09, 2016 
Location required:
Any of the following: Ghana, Nigeria and Liberia
Local national preferred, but other nationalities will be considered
English, Bilingual French + English is preferred
No. of positions required:
1 (Full-Time)

Mandatory Experience:

Prior proven ICT / VSAT Sales

Job Responsibilities:

New Business Development

  • Responsible for regional sales and business development in the assigned Region with a focus on Africa selling Company’s services and building close relationships with Enterprises, ISPs, Teleports, corporations and media organizations according to general guidelines provided by Company Regional Sales Manager.
  • Prospect for potential new markets and clients and turn this into increased business.
  • Cold call as appropriate within his market or geographic area to ensure a robust pipeline of opportunities. *
  • Proactive in development and definition of Company’s broadband / Satellite services products/solutions.
  • Developing sales channel partners / resellers in the region
  • Identify potential clients, and their decision makers within the client organization.
  • Meet potential clients by growing, maintaining, and leveraging your network.
  • Research and build relationships with new clients.
  • Set up meetings between client decision makers and company’s practice leaders/Principals.
  • Plan approaches and pitches. * Understand client needs, concerns, and objectives and work with team to develop proposals that speaks to those needs.
  • Participate in presales and pricing of the solution/service.
  • Work closely with partners to develop better, closer more strategic relationship to be able to receive better price and support for the customers.
  • Managing and capitalizing on key partners and satellite providers.
  • Expand business relationships to achieve forecast requirements.
  • Grow sales revenue profitability by seeking better satellite solutions with better prices.
  • Identify, screen, and qualify “prospects” interested in the satellite, VSAT solutions: Dedicated SCPC /SCPC Service, DVB-S2 Service, Shared services on iDirect & Comtech, Datum systems as well as mobile satellite solutions and other Satellite related products and services.

Account Management, Client Retention

  • Understanding business needs of corporate clients and their business model to give them appropriate solutions.
  • Develop and maintain business relations between the company and the customers.
  • Present new products and services and enhance existing relationships.
  • Work with partners, technical staff and other internal colleagues to meet customer needs.
  • Handle objections by clarifying, emphasizing agreements and working through differences to a positive conclusion. * Use a variety of styles to persuade or negotiate appropriately.
  • Arrange and participate in internal and external client debriefs.

Business Development Planning

  • Using knowledge of the market and competitors, identify and develop the company’s unique selling propositions and differentiators.
  • Present to and consult with mid and senior level management on business trends with a view to developing new services, products, and distribution channels.
  • Plan and attend industry functions, such as association events and conferences, and provide feedback and information on market and creative trends.
  • Identify opportunities for events, campaigns, services, and distribution channels that will lead to an increase in sales.

Management and Research

  • Research and develop a thorough understanding of the company’s people and capabilities.
  • Understand the company’s goal and purpose so that will continual to enhance the company’s performance.
  • Submit weekly progress reports and ensure data is accurate.
  • Ensure that data is accurately entered and managed within the company’s CRM or other sales management system.
  • Forecast sales targets and ensure they are met by the team.
  • Track and record activity on accounts and help to close deals to meet these targets.
  • Analyzing competitor processes in marketing, pricing and delivery
  • Monitoring competitor moves in targeted region and propose solution to gain a better market share.
  • Work with marketing staff to ensure that prerequisites (like prequalification or getting on a vendor list) are fulfilled within a timely manner.
  • Ensure all team members represent the company in the best light.
  • Present sales training and mentoring to sales team and other internal staff.
  • Assist the marketing department in creating suitable lead generation strategies
  • Assist the marketing department in designing online marketing campaigns.

Apply now