Head of Country Tier 2/3

2 weeks ago

Wellington, Wellington, New Zealand Orange Business Full time

About the role:

Context & challenge


In a rapidly changing digital world, where ecosystems are transforming, technology is opening up new opportunities for innovation every day.

At Orange, we are convinced that these transformations represent many opportunities:

by innovating in open ecosystems, co-constructing with partners and always putting the user at the center, we will deliver useful innovation, accessible to the greatest number, and a vector of progress for all.


Orange Business manages and integrates the complexity of international communications, freeing our customers to focus on the strategic initiatives that drive their business.

Our extensive experience and knowledge in global communication solutions, together with our understanding of multinational business and local support in 166 countries and territories, ensure that our customers receive a consistent, global solution wherever they do business.


APAC is one the fastest growing regions in Orange Business, with over 4000 employees spread across the region, we have our presence across most major economies in the region including Singapore (Asia Pacific Headquarters), Malaysia, India, Australia, China, Japan and Hong Kong.


Role description


This role is expected to lead, manage and motivate the NZ (New Zealand) team to achieve and exceed country revenue and operating profit targets, as defined in the Regional Business Plan and in line with the Corporate Strategy (in relation to market share, profitability, customer satisfaction, key performance measures, public relations awareness and corporate programs).

Direct responsibility for Sales and provides local leadership to the other supporting functions on the ground.

Business strategy & management:

  • Implement the corporate strategy, taking into account local requirements.
  • Define and execute the medium and long term business strategy for the ANZ geographic cluster. Communicate and cascade the business goals to the functions, sales and leadership team.

People Management:

  • Overall management responsibility for all employees in the geographic cluster, with personal responsibility for leading the local management team and sales team, inspiring, coaching, supporting and motivating them to achieve business success.
  • Ensure implementation and followup of all relevant actions in the areas of employee onboarding, performance management, internal communications, training and development, work environment, management quality, local policies and career development.
  • Build a pipeline of talent and ensure strong succession planning for key positions in the geography.
  • Ensure the appropriate control of headcount and personnel related expenses.
  • Ensure full local compliance with global and regional people management policies.
  • Liaise with functional management when appropriate.

Sales Management:

  • Set targets and ensure growth within the Sales Cluster at a level above local market growth rate.
  • Ensure optimum allocation of resources to existing and new targeted customers, utilizing appropriate qualification sales tools and processes.
  • Direct forecasting activities in line with corporate reporting standards.
  • Set sales targets for the sales team individuals that align and drive the achievement of the sales cluster targets.
  • Monitor, support, develop and coach sales team individuals to ensure their success.
  • Drive and support with regards to the development of a pipeline of customer prospects and new logos.
  • Review and approve all proposals made by the team within DOA levels
  • Meet with key clients, assist our sales team with development and maintenance of relationships and drive the negotiation and closure of major sales opportunities.
  • Monitor and accountable for the end to end sales cycle, from Contract signature to DSO's (Debt Outstanding).
  • Together with local Finance, ensure accurate and timely payout of Sales Compensation, Plan rules, Guidelines and processes.

Account Management:

  • Ensure that each Account Manager develops and implements written strategic account development plans
  • Ensure the successful implementation of the Customer Satisfaction Programme and the resolution of associated customer problems identified, particularly from major accounts.
  • Proactively initiate relevant actions to improve customer satisfaction.
  • Visit major customers on a regular and planned basis with the Account Managers, building relationships, marketing capabilities, and identifying / creating / closing sales opportunities.
  • Provide feedback on identified customer needs to Solution Domains for future service /product development.

Change Management/Transformation:

  • Proactively initiate transformation projects as needed and engage relevant stakeholders and required support/resources to ensure successful achievement of targets, strategic business direction and growth of the Sales Cluster.
  • Ensure change management is handled well to mitigate risks and ensure successful outcomes of the c

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