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Reports to the Chief Business and Wholesale Officer within the B2B & Wholesale Department :

PURPOSE :

As B2B Commercial Director, the role encompasses leading the development and execution of commercial strategies, business development initiatives, proposition strategies, customer loyalty marketing, market planning, and pricing research within the B2B segment.

This includes driving the team to exceed expectations, managing B2B accounts value, and collaborating across departments to ensure alignment with the overall company objectives and strategies.

Furthermore, playing a critical role in sales operations and administration by analyzing proposals, supporting the sales team, and coordinating activities to secure complex sales and mega deals. This all culminates in providing a comprehensive approach to enhancing commercial success and driving growth within the B2B segment.

Commercial Strategy :

B2B Business Positioning :

Identifies our tone of voice.
Designs the customer engagement plan in alignment with the B2B management team.
Analyzes the effectiveness propositions, promotions, and direct communications with each segment.

Business Development Strategy & Planning :

Business Development Strategy & Planning work identifies, evaluates and negotiates, new sales and marketing growth opportunities across multiple of the following areas:

Commercial and B2B Pricing Strategy.
Drive the B2B Commercial team to meet and exceed the overall B2B expectations.
Segment objectives in alignment with the overall company objectives.
B2B accounts value management, cross-selling and upselling plans, in alignment with the overall customer value management strategy.
Channel Strategy (Alliance Partnerships, Franchising, E-Commerce, etc.).

New Proposition Development including:

Identifying and developing optimal revenue models, sales/distribution channels, pricing in alignment with the overall Ooredoo’s pricing strategy, and new product development strategies in alignment with the Product Team.P
Prioritizing and tracking investments across new launches.

Commercial/Proposition Strategy & Planning :

Developing commercial/proposition strategies for a portfolio of current and future products across targeted customer/market segments including:

Researching the market to understand competitive landscape.
Identifying target market position by geography, market segment, customer group, etc.
Developing commercial/proposition strategy (e.g., low price or high quality) to achieve targeted market position(s).

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Customer Loyalty Marketing :

Works with Marketing team to proactively add new partners, develop promotions and marketing tie-ins, and improve program benefits.
Develops new programs designed to reward existing customers as well as attract new customers.
Collaborate with the B2C marketing team to maximize Ooredoo’s share in the market.

Market Planning :

Analyzes problem/opportunity areas of assigned projects and structures data-gathering function.
Gathers and processes data into a form that allows evaluation.
Evaluates data and makes recommendations on marketing actions.
Participates in developing materials for presentations and new approaches directed toward the expansion of all product lines.

Pricing Research :

Recommends pricing strategies and margins for existing and new product line(s).
Tracks/measures sales and margin performance.
May engage in promotional pricing analysis and determine the type of promotion & duration to optimize promotions.
Ensures pricing strategies are consistent with brand and marketing strategies.

Sales Operations/Administration :

Proposal Analysis :

Develops, plans and schedules proposals.
Support the sales team with push and pull promotions.
Supports the sales team with insights on stagnancy, product penetration, and purchasing trends which empowers the team in achieving their targets.
Coordinates the collection and accumulation of cost, scheduling, and performance elements from functional departments.
Researches and analyzes historical data, develops cost models to support proposal efforts.
Coordinates activities and participates in fact-finding meetings.
Participates as a member of the contract negotiating team when it comes for complex sales, and mega deals.

Proposal Development :

Responsible for development and execution of a wide range of presentation projects for potential or existing clients.
Performs research on target clients and analyzes client needs to ensure the proposal messaging is on target with the firm’s priorities.
Conceptualizes original content and writes proposal sections.

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Profile :

Bachelor’s/Master degree in business administration, marketing, economics, engineering or a related field.
Masters English, French, and Arabic. – Oral and written communication in English
A strong background in commercial strategy, business development, and sales operations within the B2B sector.
Several relevant years of experience in ICT, B2B sales, business development, and commercial strategy, preferably in a leadership role.
Expertise in B2B pricing strategy, market planning, customer loyalty marketing, and proposition development.
Strong analytical skills, strategic thinking, and a demonstrated ability to drive commercial success in the B2B sector.
Experience in conducting pricing research, analyzing market trends, and driving sales operations to exceed targets is crucial.
Proven track record of developing and executing successful commercial strategies that align with company objectives, driving growth, and forging strong partnerships in the B2B segment.
Proven experience in team management ; Supervise, assist, train, involve, motivate and encourage team members, define team objectives, measure performance, identify skills needs, define employee training actions.
Sales acumen.
Negotiation skills.