Head Of B2B
Provide leadership and guidance to the Direct Sales Team in order to achieve Ooredoo goals incorporating superior customer service, business development, operational efficiency and profitability.
Lead and drive bid team to provide support to sales leads for deal preparation through interfacing with stakeholder teams (sales, solution and commercial, amongst others).
Serves as the hub for business development needs across the business units.
Meet the sales target of Ooredoo products and services as set by Starlink.
Job Duties & Responsibilities:
Seek, recommend and gain approval for effective B2B marketing and sales strategy, ensuring it is consistent with Ooredoo business requirements.
Achieve optimum level of coordination with CRM system of Ooredoo Telecom, to ensure there is no overlapping on same customers among both parties.
Improve customer satisfaction through sharing the marketing feedback with Ooredoo management.
Monitor the financial performance of each account, retaining proactive communication with customers.
Input to the development of new products and services, anticipating customer needs to ensure his services are competitive and updated in the market.
Develop on conceptual ideas, procedures and processes to enhance area efficiency through exploring new methods and systems.
Oversee the activity and performance of account managers, to ensure providing constant support on business cases.
Developing an appropriate strategy in relation to intelligence gathering and market analysis of each small and large bid opportunities.
Leading pre-positioning efforts on large bids, alongside relevant thematic leads
Supporting and coordinating the bid-writing process for large and strategically important bids including providing Quality Assurance (QA).
Lead regular business development meetings with all department stakeholders and business units and coordinate/collaborate as needed with other areas including Commercial and Acquisition teams.
Effectively manage a virtual bid team in bid activities.
Prepare customer proposals and tender responses.
Ensure provision of efficient and timely support for bid proposal creation and submission.
Act as the single point of contact for the bid response generation with stakeholders and various segment/project heads.
Floating enquires for various types of activities, services and bought out items
Preparation of rate analysis for subcontract works.
Preparation of bid price and submission to the client.
Initiate & manage the correspondence with Clients and or their consultants during the entire pre-contract stage.
Develop a quality check list and performance tracking for quality of proposals and documentation.
Partner with client facing Sales and Account team for post bid submission support.
Develop a good rapport and confidence. Intent is to reduce the response time from internal teams to get the required inputs.
Updating the bid library with all new content and data from proposals, produce a quarterly bid analytics report.
Negotiation of price with Client for finalizing the contract.
Create and maintain databank for high value items/devices and specialized items.
Interact with Commercial Managers, Sales Managers, and other stakeholders as required.
Create and update proposal templates and proposal material in a timely manner.
Act as bid issue escalation point and responsible for resolution management.
Study & Review Tender Specifications, Drawings, Data & Commercial/Contractual Terms & Conditions and prepare Pre-bid queries and attend pre-bid meetings.
Carry out site visits and collect various site/location related data for appropriate incorporation in estimate
Ensure delivery of bids such that 100% of the proposals are delivered on time.
Ensure and demonstrate an improvement in bid win rates (by volume and value).
Prepare and review customized reports that go to senior management and other stakeholders periodically
Contribute to the company communication plan through preparing of relevant reports, presentations and documents.
Finalization of construction methodology and corresponding business cases/plans in coordination with Operation/Segment Heads, and departments.
Maintain an average Feedback score of 4 out of 5 for all proposals.
Ensure Individual Performance Plans (IPP) is completed for all staff in accordance with Ooredoo policy.
Improve team performance through exploring individual’s Strengths Weakness Opportunities & Threats (SWOT) and recommending relevant coaching and training to meet Ooredoo objectives.
Encourage team work performance through recommending of reward incentives and annual promotions.
Share knowledge and expertise with the team.
Contribute to the company communication plan through attendance of regular team meetings, events and preparation of requested reports.
Work in accordance with the guide lines set by Ooredoo & Starlink
Preparation of Direct & Indirect cost estimate and identify and evaluate the risks and incorporate contingencies in the estimate in consultation with the Management.
Study & Coordinate with other support departments and obtain required inputs from Commercial, Finance, Risk & Contracts departments.
Coordinate with Operation/Segment Heads for monitoring of Cost during project execution so as to have adequate data for future tenders.
Assure optimum level of coordination with Logistic department, to ensure the flow of products from vendors.
Proactively take responsibility for self-improvement by staying well-updated of developments, knowledge and innovations in marketing field of expertise.
Share knowledge and expertise with peers.
Qualification & Requirements:
Bachelor’s degree in business administration or similar discipline from recognized institution.
Degree in business administration/Economics also a Project management qualification e.g. PRINCE2, APMP is desirable.
5 -7+ years of experience in Telecom or similar sector with strong business development skills.
Impressive, demonstrable track record and skills/experience gained within a similar position(s), at a similar level.
Credible and confident communicator (written and verbal) at all levels.
Numerical confidence, with the ability to prepare and analyse large budgets, excellent financial and commercial acumen
Research, analytical, and project management skills.
Ability to proof read large technical documents with strong written English language, and copy writing skills.
Impressive presentation negotiating and influencing skills.
Proven strategic aptitude and ability.
Ability to work collaboratively with others to provide a high-quality service.
Numerate with strong analytical and problem-solving ability.
Excellent project management skills.
Hands-on approach, with a ‘can-do’ attitude.
Good IT skills e.g. Microsoft Office advanced levels of Word, Excel and PowerPoint and Outlook.
Excellent Analytical skills
Technology management capability
Intensive knowledge of local market conditions and area.
Capable to work with multi culture/nationalities.
Maintain punctuality and professionalism.
Fluent in English and Arabic; written and spoken.
Create, innovative mindset and leadership personality.