Job Description
Position Summary
The Senior Sales Manager leads the sales function across the IT Cluster, which includes telecom (ISP), software, and hardware trading companies. The role is responsible for driving consolidated revenue growth, profitability, and market expansion. The Senior Sales Manager builds and manages key B2B and institutional relationships, develops go-to-market strategies, and ensures the consistent performance of all sales teams under a unified cluster-wide commercial framework.
Responsibilities :
1. Strategic Leadership
• Develop and execute annual and quarterly sales strategies for telecom, software, and hardware business lines.
• Prepare revenue forecasts and budgets aligned with the Cluster’s strategic business plan.
• Monitor market trends, competitor activities, and pricing strategies to ensure market competitiveness.
• Present quarterly performance reports and recommendations to the Board.
2. Team Leadership & Capability Development
• Lead and coach sales teams across multiple subsidiaries to meet and exceed targets.
• Define KPIs, sales quotas, and performance-based reward systems.
• Build a high-performance, collaborative sales culture rooted in accountability and ethics.
• Coordinate with HR for recruitment, onboarding, and continuous skill development of sales teams.
3. Business Development & Client Relationship Management
• Identify, prioritize, and pursue new B2B opportunities, government tenders, and strategic partnerships.
• Manage high-value client relationships to ensure satisfaction, retention, and revenue growth.
• Negotiate major contracts, including telecom infrastructure, SaaS, and hardware supply agreements, ensuring compliance with cluster policies.
• Represent the Cluster at industry conferences, exhibitions, and business forums.
4. Operational & Financial Control
• Oversee disciplined CRM utilization, ensuring data accuracy and transparent pipeline reporting.
• Collaborate with Finance for revenue recognition, profitability tracking, and billing integrity.
• Standardize pricing and discount structures across companies to ensure unified customer experience.
• Implement performance dashboards using Power BI or equivalent reporting systems.
Requirements :
Qualifications
Education Bachelor’s degree in Business, Marketing, or Economics (Master’s degree preferred).
Experience Minimum 8 years in sales leadership, with experience in telecom, IT, or technology sectors.
Languages Azerbaijani and Russian (English is an asset).
Technical Skills CRM, Power BI, MS Office, ERP systems.
Key Skills & Competencies
• Strong leadership and people management abilities
• Excellent negotiation and presentation skills
• Strategic and analytical mindset
• Commercial acumen and financial literacy
• Results-oriented, data-driven decision-making
• Ethical conduct, accountability, and confidentiality
Core Behavioral Competencies
• Leadership & Navigation: Guides sales teams through strategic and operational transformation.
• Business Acumen: Understands P&L, pricing, and profitability levers within complex B2B environments.
• Relationship Management: Builds and sustains long-term trust-based client partnerships.
• Consultation: Provides expert commercial insights to executive leadership.
• Ethical Practice: Ensures integrity, transparency, and compliance with cluster policies.
• Communication: Delivers persuasive, data-backed presentations to clients and stakeholders.
Reporting & Governance
• Reports monthly to the Commercial Director and quarterly to the Board of Directors.
• Ensures adherence to the Cluster’s governance, compliance, and audit standards.
• Participates in strategic planning, budget sessions, and cross-company commercial councils.
• Supports the development of standardized sales policies and frameworks across companies.