Position Summary
The Indirect Sales Director is responsible for leading and managing Supercell FTTH indirect sales channels including distributors, resellers and agents, to achieve subscriber growth, market expansion, and revenue targets. This role requires a strong combination of strategic leadership, partner management, and sales execution within the telecommunications and fiber broadband sectors.
Key Responsibilities
1. Channel Strategy & Development
- Design and implement the overall indirect sales strategy for the FTTH to achieve company targets.
- Identify, onboard, and develop strong relationships with regional distributors, sub-dealers, and resellers.
- Define partner tiers, incentive schemes, and performance management frameworks.
- Ensure proper market coverage through structured partner mapping and segmentation.
2. Sales & Performance Management
- Drive sales performance to meet subscriber and revenue KPIs through indirect channels.
- Monitor sales trends, analyze performance, and take corrective actions where necessary.
- Ensure indirect sales teams and partners are aligned with company campaigns, pricing, and branding standards.
- Coordinate with marketing and product teams to ensure partner enablement and market readiness.
3. Partner Enablement & Support
- Develop and oversee comprehensive training programs for partners and their field sales teams.
- Establish clear operational processes for sales activation, customer acquisition, and service delivery.
- Ensure partners adhere to quality and compliance standards in customer handling and brand representation.
4. Market Expansion
- Lead the geographic expansion of FTTH coverage through indirect channels in coordination with network rollout teams.
- Identify high-potential areas and launch go-to-market activities with local partners.
- Explore partnerships with real estate developers, contractors, and community representatives to expand coverage.
5. Cross-Functional Collaboration
- Work closely with marketing, operations, and customer care teams to ensure seamless customer journey post-acquisition.
- Provide regular feedback to the commercial and strategy teams on market insights and competitive activities.
6. Reporting & Forecasting
- Deliver accurate sales forecasts, market intelligence reports, and performance dashboards.
- Ensure transparent reporting from partners with proper sales tracking and documentation.
Key Performance Indicators (KPIs)
- Monthly and quarterly FTTH subscriber acquisition through indirect channels.
- Revenue and ARPU growth.
- Active partner productivity and retention rate.
- Territory coverage and penetration rate.
- Customer satisfaction (NPS) from indirect channel customers.
Qualifications & Experience
- Bachelor’s degree in business, Marketing, or related field (MBA preferred).
- 10+ years of sales experience in telecom or ISP, with at least 5 years in a leadership role managing indirect or distribution channels.
- Proven success in driving FTTH or broadband sales through partners.
- Strong commercial acumen and negotiation skills.
- Excellent leadership, communication, and team management capabilities.
- Fluent in English and Arabic (both written and verbal).
Competencies
- Strategic planning and execution.
- Strong relationship management and partner engagement.
- Analytical and data-driven decision-making.
- High energy, goal-oriented, and results-driven.
- Adaptable to fast-paced and competitive market environments.