Director of Commercial Operations

2 weeks ago

Lexington, Kentucky, United States ATN International Full time
General Purpose and Scope

As the Commercial Director at Brava, you will play a pivotal role in driving the commercial success of our business.

You will be responsible for developing and executing strategies to maximize revenue, profitability, and market share while ensuring exceptional service delivery and customer satisfaction.

Working closely with senior leadership, sales, marketing, and operations teams, you will lead the commercial function to achieve business objectives and drive sustainable growth.

Duties and Responsibilities

Strategic Planning:
Develop and implement comprehensive commercial strategies aligned with the Brava's overall goals and objectives. Analyze market trends, competitor activity, and customer needs to identify growth opportunities and inform strategic decision-making.

Revenue Generation:
Drive revenue growth by expanding our customer base, increasing sales to existing clients, and introducing new products and services. Develop pricing strategies, negotiate contracts, and oversee sales pipelines to achieve revenue targets and maximize profitability.

Client Relationship Management :

Build and maintain strong relationships with key clients, understanding their business needs and objectives to deliver tailored solutions and exceptional service.

Anticipate client requirements, address concerns proactively, and ensure high levels of satisfaction and retention.

Cross-functional Collaboration:

Collaborate closely with finance, sales, marketing, and operations teams to align commercial activities with business objectives.

Provide leadership and guidance Heads of Business and department leads to ensure effective coordination and communication across departments, driving a cohesive approach to client acquisition and retention.


Financial Management:
Oversee budgeting, forecasting, and financial analysis to monitor performance against targets and identify areas for improvement. Implement cost optimization strategies and initiatives to enhance profitability while maintaining service quality and customer value.

Risk Management:
Identify and mitigate commercial risks, ensuring compliance with regulatory requirements and industry standards. Implement robust processes and controls to safeguard the company's interests and minimize exposure to potential liabilities.

Leadership and Development:
Lead, mentor, and develop a high-performing commercial team, fostering a culture of collaboration, innovation, and continuous improvement. Provide coaching, feedback, and professional development opportunities to empower team members and drive individual and collective success.

Cross-functional Teaming:


Collaborate with internal & external stakeholders including Sales, Finance, Marketing, Vendors, Legal, Care & Operations to collect business requirements and lead initiatives to meet and exceed market development objectives.


Revenue Assurance:


Work closely with Finance teams and COO org to ensure project completion is aligned to revenue recognition and post sales process.

Sales Process &

CRM:

Own and Drive the standardization of Salesforce Sales Cloud across defined markets and ensure that the CRM is configured to support, enhance and drive segment specific revenue growth and retention strategies.

Required Qualifications

Bachelor's degree in business administration, marketing, or a related field; MBA or advanced degree preferred.
Proven track record of success in a senior commercial leadership role within the ICT managed services industry.
10 years experience in developing and executing commercial strategies to drive revenue growth and profitability.
Strong business acumen with a deep understanding of market dynamics, customer behavior, and industry trends.
Excellent negotiation, communication, and interpersonal skills, with the ability to build and maintain effective relationships at all levels.
Strategic thinker with the ability to translate vision into actionable plans and initiatives.
Results-oriented mindset with a focus on delivering exceptional outcomes and exceeding targets.
Leadership qualities with the ability to inspire and motivate teams to achieve excellence.
Analytical mindset with proficiency in financial analysis, forecasting, and budget management.
Strong decision-making skills with the ability to balance short-term objectives with long-term sustainability.

About the Company

ATN International is a telecommunications company operating advanced wireless, wireline, and both terrestrial and submarine fiber optic networks in North America and the Caribbean.

Our expertise is operating in underserved or niche markets where we can develop a leadership position.

Founded in 1987 ATN and headquartered in Beverly, Massachusetts our vision is to become the Caribbean's premium Telecommunications challenger within the next 5 years.

Brava is a B2B segment committed to simplifying how companies do business by streamlining technology and delivering solutions that help them evolve and adapt to any state of their business journey.

With a completely different approach to providing solutions, this new business arm is bringing four components:

Brava Synergy, Brava Connect, Brava Cloud, and Brava Stronghold, all dedicated to proactively protect business, support collaboration, enhance their performance, and manage their network while providing access to internationally recognized solutions tailored to their market.

Disclosures

Duties require sufficient mobility, vision, and communication to work in the company setting and successfully perform the essential functions of this job.

We embrace diversity and are proud to be an Equal Opportunity Employer, supporting veterans and individuals with disabilities. Reasonable accommodations may be considered for individuals with disabilities to enable them to perform these essential functions.

Management reserves the right to change this job description at any time according to business needs.
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