Enterprise Business Unit Director

Role Purpose

Enterprise Business Director is responsible for the overall strategy, growth, and profitability of Telecel’s Business and Wholesale Segment. This includes large corporates, SMEs, government, Carrier and the Wholesale subsidiary through innovative ICT and connectivity solutions.

The role will lead the transformation of the enterprise business from traditional connectivity services into a solutions-led, digital and ICT-driven portfolio, ensuring sustainable revenue growth, market share expansion, and customer retention.

Key Responsibilities

1. Strategy & Leadership

• Develop and execute the enterprise business strategy aligned to overall company objectives.
  
• Identify growth opportunities across enterprise segments (large corporates, SMEs, public sector, NGOs and Carrier).
  
• Lead the transition from telco services to integrated ICT solutions (cloud, managed services, IoT, cybersecurity where applicable).
  
• Establish strong go-to-market strategies for enterprise offerings, including financial service.
  

2. Revenue Growth & P&L Ownership

• Own and deliver enterprise revenue, EBITDA, and market share targets.
  
• Drive new business acquisition and expansion within existing accounts.
  
• Build a sustainable pipeline and ensure robust sales governance and forecasting.
  
• Optimize pricing strategies and contract structures to maximize profitability.
  

3. Sales & Channel Management

• Lead and manage enterprise sales teams (key accounts, corporate sales, SME sales, solution specialists).
  
• Develop high-performance sales culture with clear KPIs and accountability.
  
• Strengthen indirect channels including partners, resellers, and system integrators.
  
• Oversee bid management for large and strategic deals.
  
• Explore local and cross border opportunities for Wholesale business
  
• Support Telecel Group on International business opportunities
  

4. Product & Solutions Development

• Collaborate with product, technology, and partners to design compelling enterprise solutions.
  
• Drive innovation in enterprise offerings including:
  
• Connectivity (fixed, mobile, VPN)
  
• Cloud services
  
• Unified communications
  
• Managed services
  
• IoT / digital solutions
  
• Ensure solutions are market-relevant and competitively positioned.
  

5. Customer Experience & Retention

• Develop strong relationships with key enterprise clients and stakeholders.
  
• Implement account management frameworks for top-tier customers.
  
• Drive customer satisfaction, retention, and Net Promoter Score (NPS) improvements.
  
• Ensure delivery excellence and SLA compliance.
  

6. Partnerships & Ecosystem Development

• Build strategic alliances with global and local technology providers.
  
• Engage with system integrators and solution partners to expand capabilities.
  
• Negotiate and manage key commercial partnerships.
  

7. Governance & Compliance

• Ensure compliance with regulatory requirements and company policies.
  
• Implement strong sales governance, contract management, and risk mitigation processes.
  
• Drive ethical business practices and transparency.
  

Key Performance Indicators (KPIs)

• Enterprise revenue growth (% and absolute)
  
• EBITDA margin for enterprise segment and segment profitability
  
• New business acquisition value
  
• Customer retention rate / churn level
  
• Average deal size and Pipeline conversion rate
  
• Penetration of Financial servicesNPS / customer satisfaction
  
• Contribution of non-connectivity (ICT/digital) revenue
  

Qualifications & Experience

• Bachelor’s degree in business, Engineering, Telecommunications, or related field (MBA preferred).
  
• 10–15+ years’ experience in telecommunications, technology, or ICT sectors.
  
• Proven track record in leading enterprise/B2B sales and solutions businesses.
  
• Strong understanding of:
  
• Telecom infrastructure and services
  
• Enterprise ICT solutions
  
• Corporate/government procurement processes
  
• Experience operating in emerging markets (preferably Africa) is a strong advantage.
  

Skills & Competencies

• Demonstrated leadership and people management capability
  
• Strategic thinking with strong commercial acumen
  
• Strong negotiation and stakeholder management skills
  
• Ability to drive transformation and innovation
  
• Financial acumen and P&L management
  
• Customer-centric mindset
  
• High level of resilience and adaptability
  

Leadership Expectations

• Build and lead a high-performing, diverse team
  
• Foster a culture of accountability, collaboration, and innovation
  
• Act as a key member of the commercial leadership team
  
• Drive cross-functional alignment across sales, product, technology, and operations
  

Success Profile (What “Great” Looks Like)

• Successfully transforms enterprise business into a high-growth, solutions-led unit
  
• Delivers consistent double-digit revenue growth
  
• Expands enterprise market share in key sectors
  
• Builds a strong partner ecosystem
  
• Positions Telecel as a trusted digital transformation partner to enterprises