Director – Product Sales & Business Development

Job title: Director – Product Sales & Business Development

Company: Tata Communications

Job description: Job Family Descriptor

Define strategy for product growth by driving cross functional teams building key relationships with Clevel executives and showcasing offerings to our potential customers working closely with the Sales account teams and Solutions to lead conversations about how are services can transform our customers organizations establish the value proposition of TCLs solutions portfolio for all products including Edge SDAWAN Security UCC Network MMX etc with propsects and customers partner with other functional teams across ProductCompliance Operations and Enablement to remove barriers and ensure flawless execution and success of the customer engagement Combine both Sales and Technical knowledge to engage develop and execute plan Collaborate with Sales Solutions SME production commercial and marketing team to meet ustomer requirements and Revenue Able to translate business information from customer and Provide insights to Solutions SME and product to enable development of proposal

Broad outline of the Role

Purpose – Broad objective of the role

To manage destination and region wise floor pricing margin generating action plan and swaps and bilaterals with the objective of meeting net revenue targets and service levels for assigned destinations and regions minimizing margin losses for all BD deals and regions

Operating Network – Key External

Suppliers Customers 20

Operating Network – Key Internal

Various functions in GVS SA

Size and Scope of Role – Financial

Net Revenue FY 10 11 22 641 mn USD Net Revenue FY11 12 62 509 mn USD MENA Asia and SAARC Typical Market Manager s net revenue target 10 15 mn USD

Size and Scope of Role – No. of direct reports


Size and Scope of Role – Total team size


Size and Scope of Role – Other size parameters

Minimum qualification & experience

A engineering MBA graduate with 3 years experience in telecom business related to commercial pricing product management fields

Other knowledge/skills

Telecom industry information and telecom regulations of the geography is preferred

Key Responsibilities

1 Regional Growth Strategies Work in collaboration with regional sales team to discuss and draft current market share and growth targets of the region Study various destinations in the region and identify key destinations and its strategy including interconnects inventories and cost Look out for opportunities to grow traffic in key destinations through multiple business segments Analyse and prepare margin reports trending and performance reports for the region Identify margin drops and initiate discussions with sales team for reasons such as traffic drop lower price demands and need for cost transfer to customers Prepare action plan to address margin drop and discuss with supervisor for approval Performance Metrics Achievement of regional growth traffic target Loss profit in margins Market share in the region 2 Deal Governance Provide support and information to sales and buying team during negotiation with suppliers customers for swaps and bilaterals Review and suggest changes in details of the proposals like cost traffic volumes QoS SLA and grace periods Monitor achievement of commitments made in the deals and conduct discussions with sales team for re negotiations with customer Performance Metrics No of deals fulfilled within timelines Profits loss in deals 3 Floor Pricing Management Track and review floor prices of all assigned destinations Continuously monitor market trends changes in supplier rates interconnects and traffic volumes and assess the need to change floor price Discuss CFP changes and destination wise margin generation activities with supervisor and take approval as necessary Share information and feedback on CFP changes for destinations with relevant SandB team Performance Metrics Achievement of destination wise revenue targets 4 Traffic Routing Management Oversee traffic routing by RMs for the assigned destinations Provide necessary support for decisions on overrides on automated routing system and fault management for customers Take necessary pricing actions due to changes in routing made by RM Monitor adherence to routing QoS agreed with customer Performance Metrics Adherence to QoS Profit loss due to routing 5 BD Provide key inputs to internal teams of SandB on BD deals such as costs traffic volumes type of routing routing plan and weekly pricing Review and suggest changes in BD proposals for all services Approve pricing for destinations as per defined DoP or forward to supervisor for approval Performance Metrics Feedback from internal teams Success of BD deal 6 Team Development Regularly review team structure and assess talent requirements Participate in the recruitment and selection process Conduct goal setting and performance review for the team Drive team development engagement and reward initiatives Coach and mentor team members as required and ensure resolution of any people issues Performance Metrics Team engagement age attrition Manpower cost and productivity

Technical Competencies

Knowledge / Skills

Communication Skills

Expected salary:

Location: Dubai

Job date: Fri, 31 Mar 2023 02:28:49 GMT

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