Senior National Wholesale Manager

JOB PURPOSE

The Wholesale Manager will be responsible of supporting in the developing and managing of the AWASR international and national wholesale business for Data & Voice, and executing the wholesale strategy, which will include working with international and national carrier wholesale partners.

The Wholesale Manager is a commercial role, and the targets will be primarily around revenue and gross profit generation, but will also include carrier costs savings from wholesale negotiations.

The area of Wholesale can be viewed as the "Buy" and "Sell" sides, and the "National" and "International" geographies. The Wholesale Manager will manage the day-to-day activities that involve national and international carrier agreements, as well as on business development, to bring new deals.

The Wholesale Manager shall help design wholesale products, pricing, SLAs, sales processes, and required documentation such as order forms, T&Cs, and contracts, with support from Legal, Marketing, Product, and other teams. This includes preparing pricing models, business cases, and product overviews for internal approvals.

To increase AWASR's international wholesale exposure, the Wholesale Manager and team will manage participation in international telecom and wholesale events, including booths, flyers, demos, and speaker slots, with support from Marketing and other AWASR teams.

When required, the Wholesale Manager shall provide feedback on regulatory consultations related to market wholesale relationships, including Reference Access and Interconnect Offers.

The Wholesale Manager shall maintain well-organised records of agreements, amendments, schedules, appendices, order forms, network diagrams, sales pipeline, and wholesale reports.

The Wholesale Manager will provide first-line revenue assurance by reconciling invoices and raising disputes when needed.

The Wholesale Manager will stay current on telecom and relevant adjacent industries, track latest trends, and remain active in the wholesale community.

The Wholesale Manager will be involved in Wholesale projects and support in their successful execution.

The Wholesale Manager will support the VP Wholesale in preparing business cases, strategy, and other documents for C-level or Board presentation.

Strategic Thinking and Planning

• Support in developing the Wholesale strategy and act on its implementation.

Operational Accountabilities

• Assist in developing and implementing AWASR's wholesale strategy to drive revenue growth, produce cost savings and meet business objectives.
• Identify and evaluate potential wholesale partners, carriers, and vendors to expand network reach and wholesale service offerings.
• Negotiate pricing, contracts, and agreements with wholesale partners to ensure favorable terms and conditions for AWASR, both nationally and internationally, and both on "sell" and "buy" sides.
• Manage relationships with existing wholesale partners, addressing any issues or concerns in a timely manner.
• Collaborate with internal teams such as sales, product, security, marketing, and finance to support wholesale initiatives and achieve targets.
• Assist in producing business cases, pricing models and other analysis.
• Manage, review, and finalize NDA's, Contracts, and Commercial Agreements associated
• Analyze market trends, competitor activities, and customer needs to identify new opportunities for growth.
• Monitor and analyze key performance indicators (KPIs) related to wholesale telecom operations and make recommendations for improvement.
• Coordinate with technical teams to ensure seamless integration and delivery of wholesale services.
• Continuously evaluate international routing to ensure efficient use of capacity, and plan and design new international routing plan with the aim of minimizing cost.
• Assist, prepare or present reports, presentations, and proposals to senior management on wholesale activities and performance.
• Stay updated on industry regulations, standards, and best practices to ensure compliance and operational efficiency.
• Support the development and execution of marketing campaigns and promotional activities targeting wholesale customers.
• Conduct regular reviews and evaluations of wholesale telecom operations to identify areas for optimization and cost-saving opportunities.
• Collaborate with legal and regulatory teams to ensure compliance with relevant laws and regulations governing wholesale telecom operations.
• Represent AWASR at industry events, conferences, and trade shows (booth, flyers, speaker slots etc.) and network with potential partners and promote AWASR's wholesale products.
• Support the development and implementation of strategic initiatives and special projects as assigned by management.
• Maintain up-to-date knowledge of industry trends, technologies, and emerging opportunities in the wholesale telecom sector.
• Communicate through presentations and documents that represent well the concepts, plans, realisations, strategies related to AWASR Wholesale, that can be cascaded to VPs, CXOs, board and other audiences to create alignment at all levels in the organisation.
• Ensure constant wholesale product enhancements efforts, through analysis of markets, latest trends, potential partners, competition, segments, latest technologies, and ensure that the pricing and costing function is well executed as on securing wholesale deals, and ensure business cases related to wholesale are well created and presented.
• Achieve SMART objectives and other KPIs that are being set.

People Management

• Manage relationships within the team, within AWASR, and with external partners, vendors and customers.

Budget Management

• Support in the development and consolidation of the departmental budget within own scope, and monitor the department's financial performance versus the budget, to ensure the exercising of financial authority within established limits and the control of departmental budget expenditure.

QUALIFICATIONS, EXPERIENCE REQUIREMENTS

• Education: Bachelor's or Master's degree in Business, Sales, or Commercial Management.
• Experience: Minimum 8 years in telecom, including at least 4 years in telecom wholesale.
• Market Knowledge: Strong understanding of the specialised telecom wholesale market, experience in GCC market is preferred.
• Industry Network: Strong network of industry contacts.
• Carrier Services: Previous wholesale carrier services experience within an international telecommunications company, including selling DIA, MPLS, IPLC sales, and subsea connectivity services, including Voice interconnects.
• Technical Commercial Expertise: Direct experience in Voice agreements, Data sales, connectivity agreements, bid submissions, technical connectivity solutions building for commercial contractual models.
• Mobility: Ability to travel between Oman and the UAE if appointed at either location.

Travel Requirement: Frequent regional and global travel is required. Frequent travelling would be needed for the role in the region & globally.

Profile description

The Wholesale Manager will be responsible of supporting in the developing and managing of the AWASR international and national wholesale business for Data & Voice, and executing the wholesale strategy, which will include working with international and national carrier wholesale partners.

The Wholesale Manager is a commercial role, and the targets will be primarily around revenue and gross profit generation, but will also include carrier costs savings from wholesale negotiations.