Head of B2C Sales & Go to Market

Overview

WHAT'S THE ROLE

We are seeking an experienced, strategic, and execution driven leader to serve as Head of B2C Sales & Go to Market, responsible for driving sales performance, channel excellence, and flawless go to market execution across the B2C segment. This senior role oversees all B2C sales channels, GTM planning and execution, customer acquisition programs, channel readiness, sales intelligence, and market activation initiatives. The successful candidate will be an inspiring leader known for operational rigor, customer focus, and the ability to drive coordinated execution across multiple functions. Responsibilities

PRIMARY ACCOUNTABILITIES INCLUDE

Sales Leadership & Channel Performance

• Lead all B2C sales channels including Retail, Digital, Telesales, Field Sales, and Indirect/Partner channels.
• Drive customer acquisition, device sales, broadband growth, mobile postpaid penetration, and revenue generating sales activity.
• Build and enforce a high performance sales culture supported by strong KPIs, coaching, pipeline reviews, and performance feedback loops.

Commercial Analytics, Segmentation & Revenue Optimization

• Lead customer base segmentation initiatives, including quantitative and behavioral segmentation to drive targeted propositions, cross sell strategies, churn reduction, and lifecycle based commercial actions.
• Oversee deep dive analysis of customer data, identifying trends, opportunities, risk segments, and growth pockets across prepaid, postpaid, broadband, and converged services.
• Drive revenue generating insights through customer value modeling, ARPU analysis, elasticity assessments, and micro segment performance tracking.
• Develop data driven strategies to enhance acquisition quality, reduce early churn, improve funnel efficiency, and boost customer lifetime value.

Planning, Forecasting & Operational Readiness

• Lead operational sales planning cycles including channel capacity planning, headcount forecasts, and productivity models.
• Oversee the sales funnel (Lead → Opportunity → Sale → Order → Install), ensuring maximum conversion and minimal fallouts.
• Drive continuous improvement in tools, systems, training, and processes to enhance channel performance.

Market Activation & Campaign Deployment

• Lead the execution of market facing activities for campaigns, seasonal pushes, promotions, and major product introductions.
• Ensure consistent brand and messaging execution across all sales channels.
• Collaborate with Marketing to turn brand and demand generation plans into effective sales activation in market.

Go to Market Ownership & Execution

• Lead the B2C go to market process for all product launches, propositions, campaigns, and market activations.
• Translate commercial and marketing plans into actionable sales playbooks, channel briefs, customer journeys, and frontline execution guidelines.
• Oversee GTM readiness across all channels, ensuring teams are fully prepared with clear messaging, training, tools, and performance expectations.
• Strengthen channel productivity, optimize workflows, and ensure world class customer experiences across all touchpoints.

People Leadership & Training Development

• Lead, develop, and empower teams across sales, GTM, planning, and channel readiness.
• Oversee robust training and enablement programs to ensure frontline teams have the skills, knowledge, and tools to thrive.

Commissioning, Sales Compensation & Performance Modeling

• Lead the design, modeling, and continuous optimization of sales commissioning schemes across B2C channels to ensure fairness, competitiveness, cost efficiency, and motivation alignment.
• Build commissioning simulation models to test incentive structures, forecast payout scenarios, and quantify channel performance impact.
• Oversee the generation and validation of monthly commission results, ensuring accuracy, transparency, and alignment with performance expectations.
• Partner with Finance and HR to ensure commissioning frameworks support overall GTM strategy and commercial priorities.

Cross Functional Leadership

• Act as a federator between Sales, Marketing, Commercial, Product Management, and Customer Experience to ensure aligned execution and seamless customer journeys across all channels.
• Serve as a strategic partner to the Country Manager and senior leadership on go to market and sales performance matters.

Qualifications

WHAT YOU'LL NEED

• Bachelor’s degree in Business, Sales Management, Marketing, Operations, or a related field
• Master’s degree will be an asset.
• Minimum 5-10 years of experience in telecommunications, sales or commercial operations with at least 3-5 years in senior sales, GTM, or multi channel leadership roles is ideal
• Experience as part of a senior leadership team will be an asset
• Proven experience leading large, multi channel B2C sales organizations.
• Demonstrated success in go to market leadership, market execution, and delivering strong sales performance.
• Strong expertise in sales planning, forecasting, funnel management, and channel optimization.
• Certifications in Sales Leadership, GTM Methodologies, or Data Analytics are advantageous.

KEY COMPETENCIES

• Exceptional leadership skills with the ability to inspire and drive high performing teams.
• Highly structured, organized, and disciplined with strong operational rigor.
• Known for consistent, high quality execution in fast paced environments.
• Excellent communicator capable of aligning cross functional teams around common GTM and Sales plans.
• Advanced analytical capabilities, including the ability to structure, analyze, and interpret large volumes of complex commercial, channel, and customer data from Excel, BI platforms, CRM systems, and advanced reporting tools.
• Strong numerical reasoning and financial acumen, with the ability to model business scenarios, assess commercial viability, calculate ROI, and make data driven recommendations.
• Expertise in customer base segmentation, including quantitative segmentation models, cohort analysis, behavioral segmentation, and value based segmentation to optimize targeting, conversion, retention, and lifecycle interventions.
• Ability to develop, test, model, and evaluate sales commissioning schemes, including rule design, payout modeling, performance simulations, and impact assessments across channels and roles.
• Experience managing and validating large datasets, ensuring data integrity, cleansing, transformation, and synthesis into actionable insights for GTM execution and channel optimization.
• Strong analytical skills, mastering large amounts of data from Excel spreadsheets or BI visualization reports, with the ability to interpret performance data and act decisively.
• Deep customer centricity, ensuring all GTM and sales initiatives improve customer experience.
• High integrity, sound business judgment, and strong collaborative spirit.

Applications should be sent using the link below: https://careers-lla.icims.com/jobs/76990/head-of-b2c-sales-%26-go-to-market/job?mode=view&mobile=false&width=743&height=500&bga=true&needsRedirect=false&jan1offset=-300&jun1offset=-300