HBB Sales Head – Enterprise at Airtel Tanzania April 2025

1.Channel Creation and Management: The incumbent needs to create channel for the sales and recharge availability for the ODU, FTTx and Router devices.

• Ensure sales efficiency of the channels by extracting insights on sales productivity and having daily / biweekly sessions with Supervisors / Channel partners to highlight and review on ground activities. Will oversee regular training sessions for the teams and best practice sharing to drive higher productivity within the direct sales team

2.Technology Understanding: Needs to understand solutions across both Fibre and Fixed Wireless Access.

• Developing and maintaining a database for clusters and technology penetration for Fixed customers evaluating the capacity needs and advice on call to move to Fiber where needed. The database will also highlight fiber the number of premises passed, fiber inventory (cabinets, FATs, Joint boxes etc). The database will need to be maintained to highlight status of our infrastructure in the to feed the sales process

3.Generating key customer insights on use of ODU, Fiber, and Routers (needs – met and unmet, usage behavior, customer journeys, key pain points, services / content needed.

• Maintain a market intelligence database having the market potential, competition offers. This will help build up customer behavior trends that will be evidenced in the purchasing trends.

4.Developing Product / Service proposition based on the enterprise customer insights and current market landscape in conjunction with the group teams.

• Hold focus group sessions with enterprise customers to co-create proposition driving service differentiation from vanilla solutions.

5.Partner Identification and on boarding: Create prospective partners and support their infrastructure development for fulfil the customer proposition.

• Focus on building technical partners who will deliver collaborative fibre rollouts, FWA ODU installation. Will manage zonal / clustering allocation for the technical partners ensuring ease of accountability and will share the installation statistics for reviews with the sales team. Will also champion close collaboration with the sales team for efficient on-ground sales activities

6.Developing the Go to Market strategy – product, pricing, channel – direct and indirect, promotions.

• Overall responsibility of meeting the aggressive business growth targets and defining the optimal capacity for future growth requirement. Will be responsible for creating collaborative relationships with Networks, Marketing, Finance and SCM Teams to support overall GTM execution

7.Management of Fibre to Home and Fixed Wireless Team – Ensuring excellent execution of agreed distribution plans

• Have daily engagements with teams Supervisors to review sales activities, route plans and target execution. Will pick support issues to interface with any other teams. Regular review of stocking and inventory levels within the channels to ensure availability of the teams. This will include sales input materials such as ABS, Flyers, Parasols etc. for market activation activities. Will ensure leads are being loaded in appropriate platforms for tracking and conversion of the pipeline

• Bachelor of Technology with in-depth understanding of telecom trends
• MBA in Marketing will be an Added advantage
• 5+ years of experience in leading a highly qualified and experienced team in a highly complex environment.
• 3- 5 years of in-depth Sales and Marketing experience in the telecom/SME/ FMCG
• Category Understanding – Understanding the competition landscape within the OPCO – players, the market size, regulations, technologies used (FTTx, 5G, LTE, IWAN or any other), devices offered.
• Enterprise Understanding of the various channels used by immediate competition and related industries such as TV, Computer peripherals etc.
• Proven team Leadership skills – Ability to influence and get things done quickly is critical.
• Resilience and ability to deliver against stretch targets
• Strong entrepreneurial spirit
• Analytical skills and ability and strong Commercial Acumen
• Building team skills as this is new business.