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30 May 2019

Chief Commercial Officer

Job Description




Job Code Job Title Chief Commercial Officer
Unit (L1) Commercial Reports to Chief Executive Officer
Sub-Unit Commercial Level 1
Leadership Grade
Location Hargeisa Somaliland Date of last update 30.05.2019
Email Deadline 15.06.2019

Job Function

Responsible   for   the    development    and   implementation    of    Somtel’s

Position Purpose          commercial strategy. Ensure successful pre-sales, sales and post-sales activities  with  regard  to  Somtel’s  market  segments.  Develop  effective

commercial strategies and ensure they are translated into clear programs executed at HQ and Regional level, with significant financial impact. Support CEO on company related activities and decisions collaborating across organizational units.

Main Duties and Responsibilities Key Performance Indicators
Market share (%)
1. Lead the employees within the Commercial unit, coordinate Total revenues
their tasks and continuously evaluate their performance and EBIDTA margin (%)
follow up on mismatches;
2. Provide recommendations on the unit’s budget and manage the Budget/actual expenses of the
approved and allocated budget; unit (%)
3. Continuously monitor activities within the Commercial unit with Mobile subscribers &
smartphone growth (%)
regards to compliance to legal requirements and internal
regulations; Mobile broadband penetration
4. Approve Somtel’s commercial strategy, aligning with corporate (%)
strategy and cascade to achieve revenue targets; Voice & Data ARPU
5. Set and review operating company’s commercial performance Employee satisfaction rate in
targets and budget in conjunction with CEO and CFO and in
the unit (%)
line with agreed strategy;
6. Direct and manage Consumer, Enterprise & Wholesale sectors; Brand perception index
7. Develop and execute Consumer, Enterprise & Wholesale •Variety of products & service

marketing and sales strategies and programs that maximize the lifetime value of customer base;

  1. Lead and implement sales and distribution channels strategic plan;
9.  Set and facilitate achievement of direct and indirect sales Number of subordinates: 196
targets and profit forecasts per channel; Number of direct reports: 4
  1. Develop sales support and response for new / existing products and services;
  2. Develop and seeks approval for the annual Sales budget, monitor expenditure against approved levels and provide justification for significant variations;
  3. Develop a highly professional and results-oriented sales force

capable of achieving, or exceeding, demanding sales targets. Monitors performance against these targets to assess need for remedial intervention;

  1. Build strong relationship with key commercial partners such as leading device vendors or major distributors;
  2. Scope customized solutions and support new products /services introduction;
  3. Lead the development of an effective Commercial unit driving customer focus, overall performance and support to the regions, and contribute to defining and implementing clear KPIs and documented processes, policies and procedures.

Minimum Requirements

Education: Bachelor’s Degree in business administration, Economics or similar
Business fields; MBA or Master’s Degree in Business related fields.
15+ years of work experience of which at least 8+ years at senior director
level in commercial fields in the telecommunications industry;
Work experience: Experience of leading of successfully transformational projects in the
commercial area, with significant impact on the financial results;
Experience in Somaliland and/or in the East Africa region required; •
Exposure to international business is a plus.
Expert knowledge in the commercial planning, execution and
management, as well as the strategy creation;
Advanced knowledge across the range of marketing, distribution and
Knowledge & service/customer experience areas;
Expert in strategic orientation and business development knowledge;
Expert knowledge of mobile telecommunications, both local and
Expert knowledge of telecommunications product & services portfolio;
Advanced board level reporting and presentation skills;
Advanced skills in operational and strategic commercial management;

Fluency in English and Somali languages is preferred.


Basic Intermediate Advanced Expert
Core Competencies
Effective Communication X
Goal & Performance Focus X
Entrepreneurship & X
Teamwork & Collaboration X
Business Competencies
Business Orientation X
Customer Centricity X
Innovation & Creativity X
Service Excellence X
Leadership Competencies
Strategic Envisioning X
Cost Awareness & Efficiency X
Appraisal & Recognition X
People Development X
Na e Signature Date

Role Incumbent

Line Manager

It should be acknowledged that this job description is a general indication of the job that the employee holding the position should perform. The employee can be requested to perform other tasks and activities that can be reasonably expected and aligned with the position and skill set. No job description should be considered as an exhaustive specification of duties, but rather a guideline for the main activities and responsibilities. In case of any changes on the job description, the responsible line manager is required to submit a formal written request with the change proposal to the HR Policies, Compensation & Benefits department, in line with the Job Evaluation Policy.


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