Head of B2B Business Unit - Tigo Tanzania

To lead the B2B organisation in a Millicom operating company by localising and executing Millicom Africa’s B2B strategy in market.  Responsible for driving revenue market share gains through product portfolio innovation, effective sales management and lifetime management.  Accountable for improving customer experience and customer relationship management. Responsible for building a strong B2B team and for building strong relationships with key stakeholders in the Africa region and other Tigo operating companies, sharing and adopting best practice as appropriate.

We are looking for solid achievement of top line results through effective commercial execution.

THE WAY WE WORK
You are open-minded, passionate and the way you work energizes others. You are committed to the timely delivery of a job well done. You behave with integrity and transparency

Key Responsibilities

Innovative commercial leadership
• Responsible for B2B P&L and leadership of B2B organisation (sales, product and operations)
• Partner with other key business functions (Operations, Technology, Finance, Mobile, Mobile Financial Services, Marketing, Consumer Understanding, Legal and Regulatory etc.) to develop a strong understanding of customer needs, analysis of customer behaviour and the competitive environment to appropriately steer strategic focus and operational execution
• Proactively work with B2B team to drive results, manage the development of talent and effectively address underperformance
• Ensure alignment between key business functions in market and at a regional level, developing and executing a clear business plan so that synergies are delivered
• Actively monitor global telecoms market trends and adapt local roadmap as needed
Delivering solid results
• Use of commercial strategy and acumen to create and deliver a detailed and achievable implementation plan, focussing on strategic rather than tactical plays
• Ensures our product portfolio and roadmap best suits decision maker and customer needs across all segments and categories
• Develops a business and organization plan that delivers revenue and profit objectives (short, mid and longer term)
• Manages B2B budget and profitability
• Guarantees we deliver on brand promise in all company products
• Responsible for the validation of customer and competitive landscape research  and use of insights in proposition development
• Provides authorisation for business cases, product and process briefs
• Validates Marketing spend, Brand execution and Pricing for the proposition. Authorizes final technology blueprint
• Validates test results, brand consistency and training plan
• Drives excellence in sales and customer experience to deliver superior customer relationship management developing and managing relevant channels in line with business strategy
• Partners with Marketing and Technology on all products launches
• Works with Finance giving visibility of financial impact of commercial actions and forecasting through predictive tools
• Partners with other business units to explore strategic bundling synergies and improve customer lifecycle management
• Tigo Business brand implementation and tracking
• Share and adopt best practices as necessary
• Evaluate, propose and support M&A opportunities as appropriate
Capabilities
• Excellent presentation, communication (written and oral), negotiation and interpersonal skills
• Outstanding team player with positive attitude and the ability to lead multi-disciplinary teams
• Demonstrated strategic capabilities
• Strong analytical, organizational and problem solving skills with ability to interpret and translate data into key learning and product strategy
• Strong executor with a proven ability to drive profitable sales growth.
• Good understanding of financial metrics especially margins, operating income, profitable and working capital
• Ability to identify major concerns from the field and take appropriate actions to correct them.
• Must identify and develop new innovate ways to better service our customers.
• Able to develop individual and team objectives to contribute positively to organizational goals and direction
• Flexible approach – keeping the business’ strategy responsive to market changes
• Financial ability - understands financial implications for the business, makes calculated P&L and budgetary decisions
• Passionate about Technology and the customer. Good understanding of mobile technologies and solutions.

Position Requirements

• University degree, preferably Marketing, Communication, Engineering, Business Administration
• MBA or Masters in other disciplines preferably Marketing
• 5 - 10 years senior B2B and managerial experience preferably in telecommunications, fixed solutions, technology or FMCG business

Knowledge
• Organisational development and Leadership skills
• Excellent presentation, communication and negotiation skills
• Marketing (insights, brand, propositions)
• Knowledge in Finance, Project management, sales and operations
• Product management (B2B mobile and fixed products)
• Proficiency in Excel, Outlook, PowerPoint, and Word

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