Associate Director - Sales (Sales) - B4201_1

Broad outline of the Role

The Associate Director – Sales role at Russia will be responsible for managing and represent sales office for Tata Communications Russia Entity based in Moscow. The role will be Driving Strategic Sales for Eastern Europe covering big Mobile Operators, OTTs, Incumbent & Wholesale Carriers, ISPs and aggregator segments for Wholesale Voice, A2P SMS, Signaling services and support Enterprise & Wholesale data sales activities. 

The role will include serving as General Director of the entity, act as local signing authority on all audit compliance, customer contracts, sales agreements and employment contracts executed within Russia.  

Key Responsibilities

• Develop & maintain strong CXO and operational level relationships with key personnel in assigned named accounts customers as well as industry peers.
• Evaluate past performance, identify market potential and market share growth potential
• Drive annual sales plans for Voice, SMS & Signaling portfolio by extensive farming and hunting new accounts
• Develop Key Account Plan to drive strategic ideas to improve wallet share and higher product penetration
• Manage the Strategic Solution Selling in the carrier/operator/OTT & other RSP segments and improve margin from Voice Bilateral/SWAPs and A2P SMS business growth.
• Objective is to achieve Sales & Buying margin quota in the assigned account/territory for the entire Usages Based Services product portfolio (VTS, VAS, A2P SMS & Mobile Signaling).
• Guide the Business Development efforts for strategic sales, infra-structure solution sales and in-region trading accounts.
• Large voice & SMS deals, RFP management, partial outsourcing, fraud mitigation, ITFS/LNS & other managed services etc.
• Assesses, customer needs and ideate innovative commercial & Infrastructure based customized solutions to make longer term sticky deals.
• Work with Enterprise and Wholesale Data Sales team to develop bundled solutions.
• Represent Tata Comm interest in several telecom Industry forums, associations & conferences in the region

Minimum qualification & experience

• MUST have 15+ years’ experience in Telecom industry and 10+ years in wholesale Voice, SMS, Data Industry in Europe region, experience of working with multi-cultural people.
• Should understand the various Wholesale Voice & SMS “Business APPs” or Systems & Process intricacies and dependencies of the business. Pricing, routing, deal governance & margin management & reporting etc.
• Should have existing CXO relationship in the Wholesale & Enterprise Segment in Central & Eastern Europe
• Should have a good understanding of the regulations and legal nuances of the business in EU & other countries in the region.
• Proficiency in Russian & English, any other language would be added advantage
• Should be able to manage general administration and offer manager role, including interaction with local government agencies.
• Preference – Russian National living in Moscow

Other knowledge/skills

• Leadership skills, execution and planning focus, communication skills, negotiation skills.
• Experience of cross-cultural environments to appreciate business development and decision-making dynamics (internal and external)