VP, Sales - Milano, Italia - GTT

Descrizione

Position Title: VP Sales Italy
Location: Italy, Milan
Language Skills: Italian & English (fluent)
About GTT:
GTT provides secure global connectivity, improving network performance and agility for your people, places, applications, and clouds. We operate a global Tier 1 internet network and provide a comprehensive suite of cloud networking and managed solutions that utilize advanced software-defined networking and security technologies.
We serve thousands of businesses with a portfolio that includes SD-WAN and other WAN services, internet, security, and voice services. Our customers benefit from a customer-first service experience underpinned by our commitment to operational excellence. For more information on GTT, please visit .
Role Summary:
This role reports to SVP South and fits under the Europe Division.
This role will form part of the South Leadership Team.
Duties and Responsibilities:

• Managed the Sales Representatives in Italy, providing help, coaching, and training.
• Act as leader in the Italian team to be the first point of contact for any non related matters apart from the sales.
• Being the first point of contact, handling escalations in a professional manner, building trust and respect amongst customers in Italy
• Drive from the sales strategic point of the business in Italy, suggesting, promoting and monitoring the sales activities in Italy.
• Acts as a role model at all times, strives to overachieve team and individual targets, keeps team spirit high, and team members motivated and willing to develop themselves further
• Manage RFPs process internally with conjunction with his team and also defend the outcome to the customers
• Work with the sales team in accounts development plans, or opportunities development plans.
• Being able to define and defend a deal P&L internally with the different internal stakeholders.
• Drives, follows up, and supervises the progress on any assigned campaigns and projects (EV intros, ad hoc projects, etc.) for the team, mainly looking at successfully closed OOT (Out-of-Term) renewals, new deals, and upgrades
• Reviews and provides feedback on revenue results per team individuals and the team overall. Demands to produce and support the Revenue team by ensuring revenue goals are met
• Monitors and tracks inbound/outbound calls made by the team
• Takes responsibility for the process management, administration, and timely delivery of all team and individual KPIs and SLA targets, mainly looking at sales and revenue deliverables
• Completes/updates process documentation/work instructions upon requests/as needed
• Maintains records and trackability of individual and team results, addressing issues, training and performance gaps accordingly, working with the management team towards their improvement/elimination
• Producing reports both regular and ad-hoc (upon management request)
• Executing the Sales Representatives job responsibilities when needed in unforeseen events and during critical staffing circumstances
• Follows up on assigned tasks/projects, able to prioritize, coordinate and plan multiple activities and tasks
• Manages day-to-day revenue and pre sales processing activities performed by the Sales Reps
• Manages the entry of new quote requests and monitors the upload of large client projects, formatting of spreadsheets to prepare for upload, creation of customer-facing quote documents, conversion of quotes to orders, completion of the order entry process, entry of change/disconnect orders
• Liaise with internal departments and customers to capture all required information for order creation and processing
• Liaise with Sales Engineers for additional technical support.
• Provides daily handover for anything that needs to be followed up during the day and/or any issues/escalations that happened overnight
• Other sales/admin/management-related activities upon request.
• Regular 1:1 meetings and adequate data/results monitoring, feedback, and reporting on progress/statistical results for the individuals and the teams overall.
• Utilise out of term contract data, at-risk account reviews, and monthly health checks to develop retention strategies and set re-term target objectives

Required Experience/Qualifications:

• Experience on sales of managed telecommunications services such as SDWAN, security (SASE)
• At least 7-10 years of previous experience leading sales teams
• Effective communicator; able to liaise with confidence with both internal and external parties
• Represent GTT in Italy in different forums, such customer events, round tables, telco events.
• Liaise GTT ecosystem, such consultancy firms, partners, vendors, telco associations
• Strong computer skills and good levels of competence in Microsoft Office
• Strong sales and customer focus
• Experience in a supervisory or other similar role is preferred

Desirable Experience/Qualifications:

• Results-oriented attitude and sales-driven approach towards team/individual targets
• Excellent English skills are a must
• Ability to work accurately and meet short-term deadlines
• Report regularly to management on the life cycle of all ongoing projects, working closely with other departments and teams within the division
• Attention to detail and accuracy while being able to maintain a higher workload
• Professional and articulate
• Flexible, reliable, accountable, trustworthy and adaptive
• Ambition to hit and overachieve individual and team goals

Core Competencies

• Business Acumen: Knowledge of business concepts, tools, and processes that are needed for making sound decisions in the context of the company's business; ability to apply this knowledge appropriately to diverse situations.
• Planning: Tactical, Strategic: Knowledge of effective planning techniques and ability to contribute to operational (short term), tactical (1 -2 years), and strategic (3-5 years) planning in support of the overall business plan.
• Coaching Others: Knowledge of coaching and mentoring concepts and methods; ability to encourage, motivate, and guide individuals in learning and improving effectiveness.
• Decision Making and Critical Thinking: Knowledge of the decision-making process and associated tools and techniques; ability to accurately analyze situations and reach productive decisions based on informed judgment.
• Managing Change: Knowledge of the necessity to adapt self and team to evolving business needs; ability to develop and implement new ideas and initiatives that improve the organization's performance in light of new requirements.
• Team Management: Knowledge of effective team building techniques; ability to form and manage effective teams.
• Knowledge of Sales Channels: Knowledge of meanings and features of sales channels; ability to coordinate multiple and diverse options for selling an organization's products and services.
• Strategic Sales Planning: Knowledge of sales principles, processes, techniques, and tools; ability to develop sales plans that are future-oriented, support business strategy, and reflect an understanding of emerging, as well as existing, opportunities and markets.

Universal Competencies

• Continuous Improvement: Knowledge of transformation initiatives to drive fundamental changes and enhance responsiveness and efficiency to core business practices. Ability to drive cultural changes from best effort to results-oriented.
• Customer First (Customer Facing): Knowledge of customer interactions, creating a culture of accountability, collaboration, and partnership. Ability to build an environment supporting customer value creation at every level.
• Operational Excellence: Understanding the system-driven processes for consistency and scalability. Ability to re-focus processes and systems from integration activity to maximizing a positive customer impact and anticipating future trends.

EEO Statement
GTT provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability, or genetics. In addition to federal law requirements, GTT complies with applicable state and local laws governing non-discrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.
GTT expressly prohibits any form of workplace harassment based on race, color, religion, gender, sexual orientation, gender identity or expression, national origin, age, genetic information, disability, or veteran status. Improper interference with the ability of GTT's employees to perform their job duties may result in discipline up to and including discharge.

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