EATC “GO”

Job Description Form

Date of Issue: July, 2021 Date of Revision:

JOB DETAILS:

Position Title: Chief Commercial Officer

Job Level/Grade: L1

Sector/Function: Commercial

Department/Section: Commercial
Job Code: Location:

JOB DIMENSIONS:

Line Manager: CEO

Direct Staff (figures):

Subordinates: Indirect staff (figures):

Total Number:

Operating/Capital Budget:
Key Financial Dimensions Revenues/Volumes handled:
(Quantifiable Fig. In annual SR (
Purchases:

Assets:

JOB SUMMARY / PURPOSE: identify WHAT is delivered, to whom it is delivered, IMPACT of delivery i.e. why the job exists? And how it contributes to the
overall mission/objective of the organisation?

Chief Commercial Officer is responsible for overseeing the objectives and implementation of all commercial strategies.
As part of this work, CCO take the lead in detailing the definition of policies followed by the company on a national commercial level and need
to make sure they fulfil the business’s annual budget

ACCOUNTABILITIES: Statements of end results or outputs required of the job, they must answer questions of “What are the main areas in which this job
must get results in order to achieve its purpose?”...... [VERB]+ [OBJECTIVE] + [IMPACT]

Functional / Technical Responsibilities:

 Responsible for Consumer & Business products P&L by developing the product portfolio, pricing, partnerships, launching and
promotion plans
 Lead the Commercial team to achieve the assigned commercial targets by providing the necessary knowledge transfer and support
to the direct sales teams
 Assesses the market trends, client segments & needs and competitive landscape to introduce new products/services, and
improvements initiatives across sales channels to
 Improve revenues, penetration, sales productivity and customer service levels
 Review regular market research data, customer surveys and portfolio analytics to track market trends, and propose new products
and marketing initiatives to achieve profitable growth
 Guide the development of marketing plans with marketing communications team to support Consumer & Business sales channels in
line with company’s strategy
 Determine product pricing by utilizing market research data, reviewing marketing and sales costs, anticipating volume, costing
special and customized orders
 Lead development and design of aggressive promotions and competitions to generate high revenue and sales
 Define Consumer & Business Sales strategies and plans in coordination with Strategy sector to establish priorities for action to drive
effective achievement of sales targets
 Responsible for Consumer & Business Sales channels revenues, commissions, mix, penetration & share, costs / budgets and overall
 Develop and monitor sales commission schemes, product mix and salesforce deployment across the sales channels and branches /
outlets
 Review ongoing performance of sales teams and establish adequate checks-and-balances to proactively identify and mitigate
operational risks

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 Guide cascading of sales targets across consumer and business sales channels at districts or regions level to achieve sales objectives
 Ensure desired customer care and experience is being applied in all sales touch points and all sales channels are well equipped with
marketing material
 Lead initiatives to increase customer retention, reduce waiting time, and improve CEX
 Work closely with sales channels to make sure the customer journey and experience is seamless across all sales transactions and
processes
 Set innovative plans for the sales channels to optimize CEX based on online analytics and analysis of customer behavior and
preference trends
 Use analytics to monitor metrics that can be used to improve CEX and predict customer behavior
Administrative / Managerial Duties: (e.g., managerial level)

 Contribute to the achievement of the strategic objectives of the company through performing own responsibilities and managing direct
reports performance.
 Set the assigned function goals and objectives and ensure the cascading of such to reporting sections/staff, and guide their achievement.
 Provide direction and advice to the direct reports in performing their designated responsibilities.
 Ensure the on-going development of the department’s employees and assure the developmental activities of direct reports.
 Oversee the overall performance of direct reports and ensure KPI’s are well communicated and monitored.
 Ensure effective identification, allocation and utilization of the Dept. resources.
 Ensure that supervised staff are efficiently selected, trained, informed, motivated and carry out their duties according to best business
practices.
 Practice duties and roles in line with the authorities as illustrated in the company authority matrix.
TIME ALLOCATIONS (%): % of time spent focussing on Organizational / Functional / Managerial duties.
Organizational Functional Managerial
% % %

KPIS / METRICS / REPORTS: A measurable value that demonstrates how effectively an employee is achieving key role objectives.
 Grow profits
 Maintain and develop Go market positioning
 Optimize costs
 Maximize income from core customers
 Improve Customer Journey and experience
 Promote company image
 Improve Internal Systems (Commercial)
 Enhance Partnerships with Telecom Solutions Providers
 % Gross Profit
 % Market Share
 # New launched products (Introduced to Customers)
 Profit per Customer for Business Sector
 Profit per Customer for Consumer Sector
 Customer Churn Rate
 # New partnership agreements established with GO
 # Of Enhancements/Initiatives for Go-To-Market (GTM) and
Reach
 # Of Support Channels for B2B & B2C
 # Promotion Campaigns
 # New developed processes (Commercial)
 # Of Automated Processes (Commercial)
 # Of product partnerships' agreements with solutions providers

 Enhance Compliance  % Closed observations (Critical and High)

 Attract, retain and Grow Employees  Employee Engagement Score

JOB CONTEXT & MAJOR CHALLENGES; Provide examples of the major challenges or most difficult types of problems faced in performing the job
(Circumstances characterizing the job: Working hours, location, stress, physical conditions, resources available, etc.).
 …………………………………………………………

FRAMEWORKS, BOUNDARIES, & DECISION-MAKING AUTHORITY; Define the nature of policy/procedure/instruction constraints and the nature
of reporting relationships with the boss as well as any relevant financial sign-off authorities.
 …………………………………………………………

COMPETENCIES: list of Behavioural Leadership and Technical/Functional cluster of knowledge, skills and abilities required for the job in alignment with Co.
vision, mission and values.

Behavioural Leadership Functional/Technical

Basic Developing Advanced Basic Developing Advanced Basic Developing Advanced

 Analysis  Applying Expertise Ability to formulate and implement staff

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 Judgement and Decision Making
 Innovation and Facilitating Change
 Leadership
COMMUNICATIONS & WORKING RELATIONSHIPS: Both internally and externally, define what is communicated, to whom, and why?
Internal Communications:
 ……………………………………………………………
 ……………………………………………………………
 ……………………………………………………………
External Communications:
 ……………………………………………………………
development plans
 Effective Communication  Experience in product launching and
successful profit generation and identify
market gaps to find further market
opportunities.
 Learning and Knowledge Sharing  technical knowledge of marketing and
commercial fields with refined
marketing skills
 Organizational Commitment  Communication skills with people
of all levels throughout the organisation they
work for.
 Teamwork and Collaboration  commercial background with
profound knowledge of marketing, direct
sales, sales and channel management,
developing pricing strategies, and key
account management
 Ability to lead a team effectively and to An ability to research and predict the ways
resolve conflicts that different technologies can impact an
organisation's development
Purpose:
 ……………………………………………………………
 ……………………………………………………………
 ……………………………………………………………
Purpose:
 ……………………………………………………………

JOB SPECIFICATIONS: Only define the, knowledge, skills and experiences required to perform the job in question.
Education:
Minimum/Essential:
 MBA or other relevant graduate degree is a plus
Experience:
Minimum/Essential:
 At least Ten years of progressively responsible experience at same level, including at least 2years at the international level

Languages & IT Skills:

 Arabic – Native Speaker.
 English - Fluent (spoken &written).
 Professional PC user, IT and information systems awareness (ERP, CRM, etc.) plus proficiency in Microsoft Office tools, primarily,
Outlook, Word, Excel, and PowerPoint.

Skills & Abilities.

 Strong communication & interpersonal skills.
 Excellent negotiation and presentation skills.
 Proven ability to manage assigned tasks while paying strict attention to details.
 Strong organizational, problem solving, decision making and analytical skills.
 Able to lead and work effectively with individuals from multiple cultures and backgrounds.
 Capable of handling multiple tasks simultaneously, prioritize effectively, and meet deadlines and goals.

APPROVALS
Employee.
Signature; Date;
Line Manager / Supervisor.
Signature; Date;
HR Manager.

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Signature; Date;

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