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Go-To-Market Channel Manager

4 weeks ago

Penang, Malaysia Digicel Group Full time

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Go-To-Market Channel Manager

Date: Mar 6, 2025

Location: George Town, KY

Company: Digicel

About Digicel

Enabling customers to live, work, play and flourish in a connected world, Digicel's world class LTE and fibre networks deliver state-of-the-art mobile, home and business solutions.

Serving 10 million consumer and business customers in 25 markets in the Caribbean and Central America, its investments of over US$5 billion and a commitment to its communities through its Digicel Foundations in Haiti, Jamaica and Trinidad & Tobago have contributed to positive outcomes for over 2 million people to date.

With the Better Connected ethos at the heart of everything, its 5,000 employees worldwide work together to make that a powerful reality for customers, communities and countries day in, day out.

Digicel also delivers news, sports broadcasting, digital media and financial services in several of its markets.

Job Overview:

The GTM Channel Manager plays a pivotal role in driving commercial growth across both mobile and Digicel+ services within the markets. This role is essential in executing the go-to-market strategy, focusing on optimizing sales performance, and ensuring the successful implementation of channel strategies. The primary responsibility is to ensure sales productivity, drive revenue growth, and ensure that the sales teams meet or exceed sales targets.

Main Duties and Responsibilities:

Strategic Alignment:

  • GTM Strategy: Implement the Go-To-Market (GTM) strategy in market, ensuring alignment with the regional goals for both Mobile and Digicel+ services.
  • Channel Strategy Alignment: Ensure the channel strategies are executed effectively in market and ensure that key performance indicators (KPIs) are met by sales teams.

Implementation and Execution:

  • Market Execution: Responsible for local sales teams, ensuring full alignment with Regional GTM strategies and execution standards. Develop localized execution plans in collaboration with regional teams to meet market and regional goals.
  • Sales Performance Optimization: Work with the Head of B2C and CFO to implement a data-driven approach to improving sales productivity, optimize commission structures, and enhance overall performance through best practices and tailored strategies.
  • Sales Revenue Growth: Drive market sales performance by increasing revenue generation.
  • Sales Target Achievement: Responsible for achieving and tracking sales targets, ensuring alignment with the Atlantic Regions' broader commercial objectives.
  • Leadership: Lead Mobile and D+ sales teams, providing guidance on best practices, ensuring consistent execution of GTM plans, and fostering a high-performance sales culture.
  • Collaboration: Foster a collaborative approach, working cross-functionally with product, marketing, and operations to ensure integrated sales strategies and seamless market execution.

Performance Monitoring & Reporting:

  • KPI Management: Monitor and analyze KPIs to track the success of sales strategies and work with Regional team to adjust as necessary.
  • Team Management: Track team performance paying special attention to top and low sales performance and manage accordingly.
  • Regular Reporting: Provide weekly/monthly updates to Regional team including performance, market insights, and the effectiveness of GTM initiatives in market.

Academic Qualifications and Experience Required:

  • Bachelor's degree level qualifications preferably in Communications, Business or related field.
  • Proven experience in sales management, preferably within telecoms or related industries.
  • Strong understanding of Go-To-Market strategies and sales channel execution.
  • Experience in leading local sales teams, with a focus on achieving business targets and driving revenue growth.

Functional Skills:

  • The role requires strong leadership, deep market understanding, and the ability to influence and collaborate effectively, ensuring sustainable business growth and operational excellence.
  • Excellent leadership, communication, and collaboration skills.
  • Ability to adapt regional strategies to local market needs and effectively implement them.
  • Strong analytical and problem-solving skills with a focus on performance optimization.

DISCLAIMER:

This job description indicates the general nature and level of work expected of the incumbent. It is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities required of the incumbent. The incumbent may and probably will be asked to perform other duties as required. Each employee, regardless of classification, is required to maintain a safe, orderly and clean workplace, using safety precautions and observing safety rules at all times.

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