Business Performance Lead

The Business Performance Lead supports ZainTECH’s commercial and strategic agenda by driving business planning, financial governance, and operational excellence across all ICT business units. The role bridges strategy and execution through ownership of budgeting, forecasting, sales operations, and performance analytics. It oversees pipeline health, monthly and annual closing, and cross-functional reporting to ensure data-driven decision-making. The position also supports business unit strategies, vendor readiness, and transformation initiatives such as process automation and Lead-to-Cash optimization while enabling Key Account Managers to achieve growth and profitability targets. The role provides critical insights, governance, and recommendations for executive leadership.

Responsibilities

Strategy & Business Planning:

• Support the Country GM in defining the commercial and go‑to‑market strategy for ZainTECH.
• Support the Country GM in the preparation of quarterly and annual strategy reviews, including performance insights, risks, and strategic recommendations.
• Develop strategies for business units including account planning and product readiness.
• Conduct vendor studies and SI capability assessments to evaluate vendor readiness for new offerings.
• Prepare strategy plans for management/committee meetings.
• Support customer pitch development for key projects in coordination with the sales teams.
• Segmentation of customer accounts in coordination with the sales manager to ensure account coverage, growth potential, and performance improvement.
• Design commission policy and calculation methodology aligned with organizational goals and business strategy.
• Develop local Go-To-Market strategies per BU.
• Participate in partnership readiness assessments with vendors and suppliers to strengthen the ecosystem strategy.
• Support annual business planning and initiative prioritization for ZainTECH Kuwait
• Develop annual initiatives and strategy for management and strategy team.

Sales Operations & Pipeline Management:

• Run weekly and monthly pipeline health checks; ensure accuracy, timeliness, and transparency of opportunity data.
• Monitor opportunity progression and pipeline diversity across industries, products, and accounts; highlight risks and opportunities.
• Measure account coverage and KAM activity levels; recommend actions to improve engagement and cross‑sell.
• Work with Finance and BI teams to improve and automate reporting processes; provide requirements and logic.
• Oversee pipeline governance by defining standardized processes and data quality checks in Salesforce.
• Analyze sales cycle stages and conversion ratios to identify bottlenecks and improvement opportunities.
• Provide quarterly pipeline forecasting summaries to management highlighting trends, risks, and potential wins.

Budgeting, Forecasting & Monthly/Annual Closing:

• Lead the annual financial budget planning and the quarterly forecast in coordination with Finance.
• Set annual sales targets per account manager and per product for the sales team.
• Build financial business plans (annual and five‑year), ensuring alignment with market dynamics and growth priorities.
• Conduct monthly closing for the Kuwait PnL in coordination with the PMO and finance team.
• Create business cases for new products, services, and investments.
• Support in pricing products.
• Conduct audits on pipeline/reports and on project closing to ensure opportunities and revenues are recorded correctly.
• Provide monthly accrual commission to finance.
• Support variance analysis and scenario modeling to evaluate potential financial outcomes and guide management decisions.
• Review and approve country OPEX.
• Support alignment of opportunity stages and probability weightings to enhance forecasting accuracy.

Reporting & Analytics:

• Prepare monthly performance reports versus budget and target, with variance analysis and recommended actions.
• Create monthly KAM performance reports to evaluate their performance progress and recommended actions.
• Deliver concise management reports and review packs (monthly, quarterly, annual) for executive decision‑making.
• Collaborate with BI team to provide requirements for dashboard creation (KPIs, and calculation logic).
• Collaborate with BI team to automate business case workflows for pre‑sales operational business cases (templates, approvals, and tracking).
• Perform product performance analysis and recommend actions.
• Conduct any ad hoc reports or analysis required for decision making.
• Support the creation of data-driven performance presentations for management committee and board-level reviews.
• Perform profitability analysis by customer segment, product line, and sales channel.

Cross-Functional Collaboration & Governance:

• Act as the link between Finance, Sales, Operations, and BI, ensuring commercial decisions are data-driven.
• Represent the Kuwait team in management committee and governance forums.
• Establish a performance governance (weekly/monthly/quarterly) to monitor commitments and escalate issues early.
• Lead analyses on major deals, identifying lessons learned and feeding insights into future strategies.
• Manage the implementation of strategic initiatives, ensuring measurable outcomes and business impact.
• Support automation of country-level processes.

• Bachelor’s degree in business, Finance, Strategy, or a related field.
• Master’s degree in business, Finance, Strategy, or a related field (Preferred).
• 3–5 years’ experience in consulting, finance, or performance management within the telecom/ICT sector.
• Experience working in a startup environment with a strong business mindset.
• Advanced skills in Microsoft Excel and PowerPoint (must‑have).
• Proficiency with Salesforce CRM (must‑have); familiarity with Power BI is a plus.
• Understanding of project management methodologies to communicate with PMO team (certifications preferred).
• Problem solving mindset through experience or certification.
• Ability to collaborate with both technical and non-technical stakeholders.
• Excellent communication and interpersonal skills.
• High ownership, attention to detail, and comfort with fast‑paced change.