1. Strategic Leadership & Market Development
Develop and execute a comprehensive regional sales and market expansion strategy aligned with corporate objectives and OKRs.
Identify and penetrate high‐value market segments, including Telcos, Government, B2B/Enterprise, ISP, NGO, and development sector.
Drive new segment entry strategies (e.g., enterprise verticals, tower companies, energy, mining, and infrastructure sectors).
Execute a direct-to‐customer ("hunter") approach targeting large enterprises and strategic accounts in key markets such as PNG, Solomon Islands, Vanuatu, and Kiribati.
Shape and execute pricing, packaging, and commercial models to improve competitiveness and win rates.
Build and maintain a strong, actionable pipeline with clear conversion strategies.
2. Revenue Ownership & Commercial Performance
Own and deliver regional revenue, EBITDA, and cash collection targets.
Manage full P&L responsibility for the Pacific region, including budgeting, forecasting, and cost optimization.
Establish robust sales governance, forecasting accuracy, and pipeline management disciplines.
Lead complex deal structuring, negotiations, and closing of high‐value contracts across telco, enterprise, and government sectors.
Monitor competitive landscape (including LEO and terrestrial players) and adapt strategies accordingly.
Collaborate with Pre‐Sales and Marketing teams to develop and refine new products, solutions, and value propositions tailored to Pacific market needs.
3. Strategic Partnerships & Stakeholder Engagement
Build and maintain executive‐level relationships with Telcos, governments, regulators, telecom operators, ISPs, and development agencies.
Lead engagement with multilateral institutions, donors, and grant‐funded programs to unlock new opportunities.
Develop strategic partnerships that enhance market reach, service delivery, and social impact.
Ensure alignment with regulatory frameworks and secure necessary licenses and approvals across markets.
Lead and coordinate complex RFPs, tenders, and bid responses, ensuring high‐quality submissions and strong win positioning.
4. Thought Leadership & Market Positioning
Position Kacific as a leading satellite connectivity provider and thought leader in the Pacific.
Represent Kacific at key regional and international forums (e.g., Pacific Islands Telecommunications Association events, Pacific Telecommunications Council).
Drive brand visibility through strategic engagements, insights, and industry participation.
Advocate for commercially sustainable connectivity solutions that support digital inclusion.
5. Key Account Management
Oversee strategic account planning and execution for major customers across telco, enterprise, and government segments.
Ensure strong customer retention, satisfaction, and long‐term contract renewals.
Identify upsell and cross‐sell opportunities within existing accounts.
Align internal resources to deliver on customer commitments and SLAs.
6. Team Leadership & Capability Development
Lead, mentor, and develop high‐performing regional sales and commercial teams.
Foster a results‐driven, accountable, and collaborative culture.
Support recruitment efforts, including identifying talent needs, participating in hiring, and building a strong regional team structure.
Strengthen sales capabilities including negotiation, solution selling, and partner management.
Drive talent development, succession planning, and team engagement initiatives.
7. Operational Excellence & Governance
Ensure disciplined execution of sales processes, reporting, and compliance standards.
Improve forecasting accuracy and data‐driven decision‐making.
Collaborate cross‐functionally with technical, operations, finance, and product teams.
Work closely with presales and marketing to co‐develop new products, solutions, and go‐to‐market propositions tailored to Pacific market needs.
Mitigate risks related to collections, forex exposure, and market‐specific challenges.
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