Commercial Channel Development - Business Manager

Commercial Channel Development - Business Manager

Position Objectives:

• Responsible for developing and executing the commercial strategy across all fiber products (ducts, dark fiber, managed dark fiber, FTTT, FTTB P2P, FTTB, FTTH), ensuring alignment with the company’s broader business goals.
• Oversee the creation and management of fiber products, ensuring they are competitively positioned in the market and meet customer demands.
• Drive the growth of existing and new wholesale partner networks, maximizing market reach and sales through optimized sales channels.

Job Description & Responsibilities:

• Lead the creation of innovative fiber products tailored to both wholesale and end-user markets. This includes defining product features, pricing models, and go-to-market strategies to cater to various customer segments.
• Develop comprehensive commercial sales plans for all fiber products, including annual sales targets, pricing strategies, and promotional plans, in coordination with internal sales channels (CBU, EBU, WBU) and external partners.
• Work with cross-functional teams to define sales forecasts, targets, and performance metrics. Monitor performance against targets and adjust strategies as needed to ensure sales growth and revenue generation.
• Conduct market analysis to identify new opportunities and target markets for fiber products. Use customer and competitor insights to inform sales strategies and product development.
• Develop and manage strategic partnerships with wholesale partners, resellers, and third-party providers to expand the distribution of fiber products. Evaluate existing channels and identify opportunities for growth or new partner relationships.
• Analyze the performance of different sales channels, identifying strengths and weaknesses in the approach. Work on optimizing these channels by improving the sales processes, communication strategies, and engagement models.
• Define key performance indicators (KPIs) and service level agreements (SLAs) for sales channels and monitor progress against annual targets. KPIs will include penetration rate, geographical performance, customer acquisition, revenue growth, service cancellations, and customer complaints.
• Monitor customer satisfaction and feedback related to fiber products and services, identifying pain points and areas for improvement. Lead initiatives to improve customer experience and drive service enhancements where necessary.
• Be responsible for tracking and reporting on channel-related revenue and customer experience KPIs. Provide senior management with regular updates on progress and strategic insights.
• Identify opportunities for continuous improvement within the sales channels, customer experience, and fiber product offerings. Work on implementing best practices across the organization.
• In case of performance issues, take proactive measures to resolve concerns with partners, sales teams, or customers. Develop corrective action plans to ensure that targets are met and service quality remains high.
• Review and approve the communication strategy for fiber products as developed by the Wholesale Business Unit (WBU), ensuring consistency and alignment with commercial objectives and customer needs.

Qualifications & Experience:

• Bachelor's degree in Engineering, Business Administration, or a related field.
• 15 years of experience in a telecom / wholesales field.
• Experience with business management, understands market dynamics, technical product understanding (access + transmission).
• Strong analytical and problem-solving skills.
• Ability to work collaboratively with cross-functional teams.
• Excellent communication and coordination abilities.
• Fluent in English; Arabic will be an advantage.

Company Industry:

• Telecom
• ISP

Department / Functional Area:

• Administration

Keywords:

• Commercial Channel Development - Business Manager