Commercial Director – B2C & B2B Fiber Job Opportunity at Wananchi Group Uganda

About Wananchi Group

Job Summary

• B2C (Business-to-Consumer): Residential fiber internet customers.
• B2B (Business-to-Business): Enterprise connectivity solutions.

• Sales leadership
• Digital marketing
• CRM management
• Customer acquisition
• Enterprise solutions
• Revenue optimization
• Telecommunications and broadband markets

Key Responsibilities and Duties

1. Sales Leadership and Channel Management

• Develop and execute Uganda’s commercial strategy aligned with Wananchi Group objectives.
• Drive revenue growth, customer acquisition, and market expansion.
• Establish sales targets, performance metrics, and growth plans.

• Manage consumer sales channels including:
  • Direct field sales teams.
  • Door-to-door sales.
  • Retail partnerships.
  • Digital acquisition channels.
  • Community marketing activations.
• Develop strategies to increase home fiber adoption and subscriber growth.

• Lead enterprise sales activities targeting:
  • Small and medium businesses.
  • Corporate organizations.
  • Government institutions.
• Develop strategies for acquiring high-value enterprise customers.
• Build strong relationships with key business clients.

• Improve sales team productivity through effective structures, incentives, and performance management.
• Monitor sales performance and optimize return on sales investment.

2. Marketing Strategy and Brand Growth

• Design and execute localized marketing campaigns as fiber networks expand.
• Develop market entry strategies for new coverage areas.
• Convert technical connectivity solutions into customer-focused benefits.

• Lead enterprise marketing initiatives including:
  • Corporate events.
  • Industry campaigns.
  • Business partnerships.
  • LinkedIn campaigns.
  • Enterprise thought leadership activities.

• Manage digital marketing budgets across:
  • Social media marketing.
  • Search Engine Optimization (SEO).
  • Google Ads.
  • Online customer acquisition campaigns.
• Drive qualified leads and improve conversion rates.

• Oversee outdoor and local marketing activities including:
  • Billboards.
  • Flyers.
  • Customer activations.
  • Community campaigns.

3. CRM, Data Analytics and Automation

• Own and optimize the commercial CRM platform such as:
  • HubSpot.
  • Salesforce.
  • Zoho.
  • Zendesk Sell.
  • Other OSS/BSS platforms.
• Ensure CRM serves as the central source of customer, sales, and pipeline information.

• Improve customer journeys from initial inquiry to final connection.
• Reduce delays and customer drop-offs throughout the sales process.
• Monitor B2B pipelines and B2C conversion funnels.

• Develop automated customer communication workflows including:
  • New customer onboarding messages.
  • Contract renewal reminders.
  • Customer retention campaigns.
  • Win-back campaigns.

• Analyze customer data to identify:
  • Growth opportunities.
  • High-value customer segments.
  • Revenue improvement opportunities.
  • Customer retention strategies.
• Provide monthly commercial performance reports to executive leadership.

4. Budget, P&L and Performance Management

• Take ownership of the commercial division’s Profit and Loss (P&L).
• Ensure achievement of:
  • Revenue targets.
  • ARPU (Average Revenue Per User) goals.
  • EBITDA objectives.

• Home fiber packages.
• Business connectivity solutions.
• SD-WAN services.
• Cloud solutions.
• Cybersecurity services.
• Managed ICT services.

• Establish accurate revenue forecasting systems.
• Monitor sales pipeline performance.
• Provide leadership with growth projections and market insights.

5. Customer Lifecycle Management and Retention

• Work closely with Customer Experience and Technical Operations teams.
• Improve customer installation processes.
• Reduce time between customer signup and service activation.

• Monitor customer satisfaction and usage trends.
• Develop strategies to reduce customer churn.
• Create proactive retention and loyalty programmes.

• Represent customer interests by ensuring technical teams deliver:
  • High network availability.
  • Quality service standards.
  • Enterprise SLA commitments.

Qualifications and Experience

• Bachelor’s Degree in:
  • Business Administration.
  • Marketing.
  • Telecommunications.
  • Engineering.
  • Related fields.

• Minimum 15 years of commercial leadership experience.
• Proven experience managing:
  • B2B sales.
  • B2C sales.
  • Marketing teams.
  • CRM-driven commercial operations.
• Experience in telecommunications, internet service providers (ISPs), or technology companies.
• Strong understanding of East African telecom markets, especially Uganda.
• Experience scaling subscriber growth in growing businesses.

Technical and Commercial Skills Required

• Hands-on CRM experience with platforms such as:
  • Salesforce.
  • HubSpot.
  • Zoho.
  • Zendesk Sell.
• Experience running digital marketing campaigns with measurable return on investment.
• Ability to understand fiber technology concepts including:
  • GPON.
  • Dedicated bandwidth.
  • IP Transit.
  • Service Level Agreements (SLAs).
• Ability to translate technical solutions into commercially successful products.

Key Personal Attributes

• Comfortable working in a fast-growing business environment.
• Willing to take ownership and build processes.

• Uses sales metrics, customer data, and market insights to make decisions.

• Able to work effectively with:
  • Engineering teams.
  • Finance departments.
  • Customer experience teams.
  • Executive leadership.

Why Join Wananchi Group?

• Lead the growth of Uganda’s fiber broadband market.
• Shape commercial strategy for a major connectivity business.
• Drive digital transformation through internet solutions.
• Work with cross-functional teams in a fast-growing technology environment.
• Influence customer experience and business growth.

How to Apply