Manager, B2B Sales

WHAT'S THE ROLE

• Drive the overall performance and growth of the B2B P&L across all market segments —Enterprise, Government, and SMB. 
• Define and execute strategies that accelerate sales, customer satisfaction, and business expansion. 
• Build and develop a high-performing B2B organization made up of Trusted Advisors and Service Delivery Experts. 
• Lead the team to deliver strong sales results, exceptional customer engagement, and sustain market growth.

WHAT YOU'LL DO

• Deliver sales objectives, including sales targets, revenue, margin, and debt, through new business acquisition, client retention (reduced churn), improved customer satisfaction, and customer engagement. 
• Drive growth across all key sales metrics while significantly improving P&L performance by reducing debt, churn, and OPEX, and defining priority investments for the B2B segment. 
• Own and manage core sales KPIs, including sales-on-target, pipeline coverage ratios, customer meetings, WIP accuracy, and sales forecasting accuracy. 
• Lead the positioning, sale, and lifecycle management of ICT and Managed Services solutions, including cloud, security, and network offerings. 
• Drive recurring revenue through bundled, SLA driven, outcome-based ICT and Managed Services solutions. 
• Collaborate closely with technical, delivery, and operations teams to ensure solutions are scalable, customer aligned and effectively implemented. 
• Own local go to market activities for new B2B product rollouts and define B2B marketing priorities in collaboration with regional and central teams. 
• Act as a strong collaborator and networker, leveraging expertise and support from the Central Caribbean B2B functional teams. 
• Demonstrate high levels of commitment, accountability, adaptability, and flexibility while managing deadlines, ambiguity, and change. 
• Maintain a strong understanding of the broader business landscape, including service delivery and operational considerations. 
• Continuously develop team capability through training, coaching, and mentoring to drive high performance and colleague engagement. 
• Promote a consultative selling culture and foster an environment where professionals collaborate to deliver optimal outcomes for customers and the business.

WHAT YOU'LL NEED

• Bachelor’s degree in business or equivalent qualification.
• Five years’ hands-on experience in sales management
• Experience and proven track record in developing long-standing business relationships with customers and partners.
• Numerate with strong analytical skills
• Experienced Coach and/or leader of multi-skilled teams with a track record of success building mutually profitable relationships with Customer partners.
• Ability to create, review and present portfolio solutions to senior corporate customer groups.
• Overall business knowledge and understanding of the large and medium enterprise market, business and technology trends, will be an asset.
• Must have strong commercial acumen.
• Proven track record on delivery on commitments and high level of customer satisfaction achievement.

TECHNICAL SKILLS

• Strong knowledge of ICT and Managed Services portfolios, including cloud solutions (IaaS, PaaS, SaaS), network connectivity, security, and unified communications. 
• Experience positioning and selling SLA based, outcome driven ICT an
• Managed Services solutions to Enterprise, Government, and SMB customers. 
• Ability to translate customer business requirements into integrated ICT solutions in collaboration with technical and delivery teams. 
• Solid understanding of solution lifecycle management, from presales design and pricing through implementation and ongoing service management. 
• Commercial awareness of recurring revenue models, bundled offerings, and contract based service delivery. 
• Competence in working with sales tools and CRM systems for pipeline management, forecasting, and performance tracking.

WHAT YOU'LL NEED

• Bachelor’s degree in business or equivalent qualification.
• Five years’ hands-on experience in sales management
• Experience and proven track record in developing long-standing business relationships with customers and partners.
• Numerate with strong analytical skills
• Experienced Coach and/or leader of multi-skilled teams with a track record of success building mutually profitable relationships with Customer partners.
• Ability to create, review and present portfolio solutions to senior corporate customer groups.
• Overall business knowledge and understanding of the large and medium enterprise market, business and technology trends, will be an asset.
• Must have strong commercial acumen.
• Proven track record on delivery on commitments and high level of customer satisfaction achievement.

TECHNICAL SKILLS

• Strong knowledge of ICT and Managed Services portfolios, including cloud solutions (IaaS, PaaS, SaaS), network connectivity, security, and unified communications. 
• Experience positioning and selling SLA based, outcome driven ICT an
• Managed Services solutions to Enterprise, Government, and SMB customers. 
• Ability to translate customer business requirements into integrated ICT solutions in collaboration with technical and delivery teams. 
• Solid understanding of solution lifecycle management, from presales design and pricing through implementation and ongoing service management. 
• Commercial awareness of recurring revenue models, bundled offerings, and contract based service delivery. 
• Competence in working with sales tools and CRM systems for pipeline management, forecasting, and performance tracking.

WHAT YOU'LL DO

• Deliver sales objectives, including sales targets, revenue, margin, and debt, through new business acquisition, client retention (reduced churn), improved customer satisfaction, and customer engagement. 
• Drive growth across all key sales metrics while significantly improving P&L performance by reducing debt, churn, and OPEX, and defining priority investments for the B2B segment. 
• Own and manage core sales KPIs, including sales-on-target, pipeline coverage ratios, customer meetings, WIP accuracy, and sales forecasting accuracy. 
• Lead the positioning, sale, and lifecycle management of ICT and Managed Services solutions, including cloud, security, and network offerings. 
• Drive recurring revenue through bundled, SLA driven, outcome-based ICT and Managed Services solutions. 
• Collaborate closely with technical, delivery, and operations teams to ensure solutions are scalable, customer aligned and effectively implemented. 
• Own local go to market activities for new B2B product rollouts and define B2B marketing priorities in collaboration with regional and central teams. 
• Act as a strong collaborator and networker, leveraging expertise and support from the Central Caribbean B2B functional teams. 
• Demonstrate high levels of commitment, accountability, adaptability, and flexibility while managing deadlines, ambiguity, and change. 
• Maintain a strong understanding of the broader business landscape, including service delivery and operational considerations. 
• Continuously develop team capability through training, coaching, and mentoring to drive high performance and colleague engagement. 
• Promote a consultative selling culture and foster an environment where professionals collaborate to deliver optimal outcomes for customers and the business.