B2B Manager, ICT Solutions

A. PROFILE

Role Title: B2B Manager, ICT Solutions
Reporting to: B2B ICT Strategy & Innovation Sr Manager
Division: B2B & Wholesales
Department / Section: B2B & Wholesales

B. CONTEXT

Purpose: To develop and execute sales strategies to drive revenue growth for ICT solutions within a designated market or territory. Also identify new business opportunities, build, and maintain relationships with clients, and collaborate with internal teams to deliver customized ICT solutions that meet customer needs.
Context: B2B and Wholesales department sets a strategic direction to expand ICT product portfolios and explore new business opportunity and additional revenue stream.

C. ROLE ACCOUNTABILITIES

• Sales Strategy Development: Develop and implement effective sales strategies to achieve sales targets and revenue growth objectives for ICT solutions.
• Business Development: Identify and pursue new business opportunities by prospecting potential clients, conducting market research, and networking within the industry.
• Client Relationship Management: Build and maintain strong relationships with key clients, understand their business needs, and provide consultative solutions to address their challenges.
• Solution Selling: Present and demonstrate ICT solutions to clients, highlighting the value proposition and benefits that align with their objectives and requirements.
• Proposal Development: Prepare and deliver compelling sales proposals, including pricing, technical specifications, and contract negotiations, to secure new business contracts.
• Cross-functional Collaboration: Collaborate with internal teams, including solution architects, project managers, and technical experts, to develop and deliver customized ICT solutions that meet customer expectations.
• Sales Forecasting and Reporting: Monitor sales pipeline, track sales activities, and provide accurate sales forecasts and reports to senior management.
• Market Intelligence: Stay updated with industry trends, competitors' activities, and emerging technologies in the ICT sector to identify new product opportunities and market trends.
• Sales Team Leadership: Provide leadership and guidance to a team of sales executives, set performance targets, and support their professional development.

D. KEY PERFORMANCE INDICATORS

• Achieving Revenue Target and Gross Add Target
• Unique customer base
• Pipeline value and Sales conversation rate

E. WORKING RELATIONSHIPS & DECISION MAKING

Interacts with:
Internal: B2B Sales, Marketing Communication, Customer Experience, Service Operation
External: Partners, Enterprise B2B Customers

Decision Making

Sales strategy, pipeline management and industry assignment to the team

F. EXPERIENCE AND QUALIFICATIONS

Minimum Experience & Essential Knowledge

• Experience: Minimum of 5-7 years of experience in ICT solution sales, preferably in a managerial capacity.
• Technical Knowledge: Strong understanding of ICT solutions, including cloud services, networking, cybersecurity, software development, data analytics, and digital transformation.
• Sales Skills: Proven track record in achieving sales targets and driving revenue growth. Excellent negotiation, presentation, and communication skills.
• Industry Knowledge: Familiarity with the ICT industry, market trends, and competitive landscape.
• Relationship Building: Demonstrated ability to build and maintain strong relationships with clients, understand their needs, and provide effective solutions.
• Leadership Skills: Ability to lead and motivate a sales team, set clear objectives, and provide guidance and support.
• Analytical Skills: Strong analytical and problem-solving skills to understand complex customer requirements and design appropriate solutions.
• Business Acumen: Solid understanding of business principles, market dynamics, and financial metrics.
• Travel: Willingness to travel as required to meet clients and attend industry events.

Minimum Entry Qualifications

• Bachelor's degree in Business Administration, Computer Science, Computer Engineering, or any other related field