Enterprise Business - Regional Business Insight & Performance Specialist

Job Description

The Commercial & Sales Performance Manager is responsible for monitoring, analyzing, and driving regional enterprise revenue growth and execution excellence across regions, acting as the critical link between overall Enterprise strategy and on-the-ground regional sales delivery team. The role focuses on tracking key commercial metrics (mobile + fixed + digital solutions), disciplined performance management, structured initiative execution across region and accelerated enterprise solution adoption across the B2B segment. Leading commercial governance, cross-functional coordination, and regional execution tracking, ensuring that strategic regional priorities translate into measurable business outcomes. Identifies low-hanging revenue opportunities within the existing enterprise customer base, providing actionable insights to drive upselling, cross-selling, and new adoption solutions.

Responsibilities

Sales Performance Management

• Monitor, analyze and own regional Enterprise target & sales performance metrics, a including;- (a) Mobile gross activations (Postpaid & Business line), (b) Business solutions revenue (IoT, Cloud, Cybersecurity, Managed Services), (c) Fixed connectivity (FTTO, FWA, Fibre), and (d) Product penetration, ARPU growth, and customer expansion.
• Lead weekly and monthly business review across Regional Enterprise heads.
• Automate and design critical dashboard to analyze sales performance across region, channel manager and key enterprise account.
• Analyze trends in mobile activations, solutions adoption, and revenue contribution by channel and region.
• Identify regional performance gaps vs targets and drive recovery action & initiatives with clear ownership and timeline.
• Provide forward-looking insights and performance narratives to senior leadership.

Commercial PMO (HQ–Region Execution Alignment)

• Act as the central PMO for Enterprise commercial initiatives across regional office.
• Translate HQ strategic priorities into; - (a) Structured and prioritize commercial regional plans, (b) Defined KPIs and milestones, and (c) Clear ownership and accountability.
• Drive and track execution of initiative across cross functional coordination across Enterprise strategy, Product & innovation team, Go-to-Market and Sales Planning &Operation. Act as a single point of integration across relevant team.
• Provide data-driven recommendation relevant to the initiative and business case to Senior Leadership
• Provide regular progress updates and structural gap, risk identification, and intervene with corrective action at both strategic and operational level.

 Customer Expansion, Opportunity Development & Wallet Share Growth

• Own the identification and development of new revenue opportunities within the existing enterprise customer base, moving beyond reactive upselling to a proactive, data-driven growth strategy.
• Develop next-best-action models and opportunity pipelines by leveraging customer data, usage patterns, and industry benchmarks to uncover new stream of revenue, underutilized products and services and trigger-based opportunity (contract renewal, digital transformation needs).
• Establish and drive structured account growth programs in partnership with regional sales teams aim to strategize account planning of top tier customers and translate into clear, executable action & optimize wallet share growth metrics.

Requirements

• At least 7 years in a business intelligence, sales analytics, or commercial performance role, preferably within a telecommunications or ICT environment with direct exposure to SME or B2B sales segments.
• Data & Reporting Proficiency with strong command of data analytics tools (e.g. Power BI, Tableau, SQL) and CRM platforms (e.g. Salesforce), with a proven ability to translate complex datasets into actionable sales insights, performance dashboards, and regional reporting.
• Experience supporting sales planning cycles including target-setting, quota allocation, pipeline tracking, and revenue forecasting across regional teams, with the ability to identify performance gaps and recommend corrective actions.
• Ability to synthesize and present data-driven findings clearly to senior commercial leaders and regional sales heads, acting as a strategic business partner that connects insight to on-ground execution across SME sales regions.