Senior SMB Strategy Manager

BT Group; Belfast City District; Hybrid; GBP 90,000 - 120,000; Full time

Benefits offered by this job

15% on target bonus

Health care

Car allowance

BT pension scheme

Equal family leave (18 weeks full pay,

8 weeks half pay, 26 weeks statutory

Women’s health support

25 days annual leave

Private GP appointments

2 weeks carer’s leave

World-class training and development

BT Shares saving schemes

Job summary

BT Group is seeking a Senior Sales & Commercial leader to shape BT's SMB strategy, oversee SME P&L and drive growth across Digital channels. You will translate market insight into actionable plans and collaborate with the SMB Managing Director to execute a high-impact commercial program.

You'll influence operating models, technology roadmaps, and channel strategies while staying hands-on from strategy to delivery to deliver commercial outcomes for BT Business.

Qualifications

• Deep understanding of the SMB market and how customers buy through channels.
• Track record shaping B2B commercial strategy and driving execution.
• Commercial management experience with revenue, margin and channel productivity.
• Ability to analyse complex data and justify a recommended action.
• Clear storytelling and communication at senior executive/board level.

Responsibilities

• Work with the SMB Managing Director to shape and execute the commercial strategy.
• Turn market, competitor and performance intelligence into strategic options and plans.
• Identify and lead growth initiatives to open new market opportunities.
• Develop board- and CEO-level narratives to support decisions and action.
• Set SMB and Digital channel strategy, including direct and reseller routes to market.
• Help define the operating model and supporting technology roadmap.
• Bring the voice of the SMB customer into decisions using market insight and win/loss analysis.
• Stay involved from strategy through delivery to turn recommendations into outcomes.

Skills

SMB market understanding

B2B strategy

Commercial management

Data interpretation

Executive storytelling

Job description

Locations: London (preferred), Birmingham, Bristol, Manchester, Belfast, Glasgow

Flexible Working: BT have moved to a hybrid working model - you can work from home 2 days per week. This means you’ll be at your contractual location 3 days a week.

About the role

Sales and Commercial?

In Sales and Commercial, we’re building one of the biggest and best sales teams in the country. We’ve got big ambitions to develop a team that has the right ability and will to win. Central to our ambitions are;

• Using our unparalleled expertise to bring first class solutions to market and offer a compelling value proposition to our customers that’s unmatched by our competitors
• Developing a highly skilled, highly efficient sales powerhouse through competitive pricing, an optimised channel model and best in class tools
• Relentless pursuit of a high-performance culture founded on clear career progression and the drive and determination to become the UK’s best sales force

Partner directly with the SMB Channel Managing Director to shape BT's commercial strategy and see it through to execution. The role covers SME profit and loss (P&L), as well as the Digital channel, with sales, marketing and service all in scope.

You’ll help define the business's vision, identify future growth opportunities and shape how we reach and serve SMB customers. Your work will connect customer insight and strategic choices to the operating model and technology roadmap needed to deliver them.

This isn't a strategy role where you hand over recommendations and move on. You'll stay involved in the projects that put your thinking into practice, seeing the commercial outcomes of the choices you help make.

What you’ll be doing

• Work with the SMB Managing Director to shape and help execute the commercial strategy.
• Turn B2B market, competitor, and business performance intelligence into clear strategic options, recommendations and plans for execution.
• Identify and lead strategic growth initiatives that open new market opportunities and strengthen BT Business's competitiveness.
• Develop board- and CEO-level narratives that support decisions and lead to action.
• Set channel strategy for SMB and Digital, shaping customer targeting and direct and reseller routes to market to expand coverage and improve commercial performance.
• Help define the operating model and supporting technology roadmap.
• Bring the voice of the SMB customer into decisions across the organisation, using market insight, buying behaviour and win/loss analysis to sharpen propositions, sales focus and execution.
• Stay involved from strategy development through delivery, helping turn recommendations into commercial outcomes.

Essential Skills / Experience

• Deep understanding of the SMB market, its customers and how they buy through different channels.
• A track record of shaping B2B commercial strategy in a complex business or consultancy and seeing it through to execution, not just producing recommendations.
• Commercial management experience, with ownership of revenue, margin, customer performance or route-to-market improvement, and an understanding of what drives channel productivity.
• The ability to make sense of complex customer, market and commercial data, identify choices and explain the case for a recommended course of action.
• Clear storytelling and communication at senior executive and board level, with the confidence to challenge constructively.

Desirable Skills / Experience

• Telecommunications knowledge would be helpful, but it isn't essential. Understanding SMB customers and their market matters more than knowing BT's internal workings.

Our Package

Tailored benefits make a real difference. That’s why we offer a comprehensive range to support your growth, wellbeing, and everyday life. You can design the package to suit you and your lifestyle. Your core benefits include:

• 15% on target bonus
• Health Care
• Car Allowance
• BT Pension scheme, minimum 5% Employee contribution, BT contribution 10%
• From January 2025, equal family leave: receive 18 weeks at full pay, 8 weeks at half pay and 26 weeks at the statutory rate. It’s for all parents, no matter how your family is made up.
• Enhanced women’s health support: including help with menopause symptoms, cancer screenings, period care and more.
• 25 days annual leave (not including bank holidays), increasing with service
• 24/7 private virtual GP appointments for UK colleagues
• 2 weeks carer’s leave
• World-class training and development opportunities
• Option to join BT Shares Saving schemes.

About us

Join us at a pivotal moment for BT Business. We are executing a multi-year transformation to restore growth, modernise at scale and unlock new markets beyond connectivity. Our ambition is clear – return to sustainable revenue and EBITDA growth, strengthen our market position, and deliver meaningful shareholder value through disciplined execution and bold reinvention.

We are fundamentally reshaping the business – simplifying our portfolio, digitising our customer experience and building market-leading capability across cyber, AI and managed services, all powered by the UK’s leading fixed and mobile networks. This is a shift from a legacy connectivity provider to a modern, solutions-led, AI-first business that can truly differentiate in a competitive and fast-moving market.

With execution momentum building and a clear path to growth, the opportunity now is to scale what works, accelerate performance and fully realise our potential. This is about delivering against ambitious financial outcomes while transforming how we operate – creating a business that is simpler, faster, more innovative and easier to do business with.

If you want to be part of the team shaping the turnaround of a multi-billion-pound business – and building a stronger, more competitive BT for the future – this is your moment.