Commercial Director

Job Description : COMMERCIAL DIRECTOR DUBAI Founded in 2001 by the trio of Sam Darwish, William Saad and Mohamad Darwish, along with a strong team of telecoms sector engineers, IHS is one of the largest independent owners, operators and developers of shared telecommunications infrastructure in the world by tower count, with more than 29,514 towers across nine markets. IHS continues to grow and develop its existing positions and offerings in Brazil, Cameroon, Colombia, Côte d’Ivoire, Kuwait, Nigeria, Peru, Rwanda and Zambia. The Job Reporting to VP – Corporate Finance, IHS SSA Region, you will be part of the Commercial team for IHS SSA Region & Strategy. You will be responsible for supporting leading commercial projects and analysis as part of the regional Commercial & Strategy team, in collaboration with the IHS markets in the region (Ivory Coast, Cameroon, Zambia, Rwanda) and the wider Corporate Finance, Commercial & Strategy team. The Group team relies on strong communication and the ability to build relationships quickly both within our business and with senior customer staff. Interaction with senior team members at Group and country operation level will be necessary and frequent. We are looking to recruit a skilled and professional individual to support help drive robust and speedy decision-making that will determine the future shape and success of this fast-growing business. This role will work closely with the Group Commercial & Strategy team for the first 7-8 months for initial orientation following which the candidate will fully transition to the SSA Region. Responsibilities · Lead projects to develop IHS responses to customer RFPs for new businesses, either in existing markets or new market entry · Focus on commercial & pricing decision-making support, providing commercial analysis & insight, and developing clear recommendations with an eye for detail · Ability to view commercial solutions / offerings / pricing from both IHS and customer perspectives, to help achieve high conversion rate on opportunities · Provide advice & analysis around revenue, product, and growth strategy – including for traditional and non-traditional sources of growth · Scenario analysis and investment appraisals · Responsible for analysis of commercial and new business propositions that IHS will implement in its markets of operations analysis and investment appraisals; · Support developing overall customer strategy, engagement, and presentations · Assist with IHS responses to customer RFPs for new business, either in existing markets or new market entry · Support, advise, and collaborate with the country MDs and CDs Commercial Teams on commercial offers · Provide Commercial support on occasional M&A situations – including Commercial due diligence, growth forecasts, customer service contracts etc. · Deliver market research, analyses and insights related to the latest industry trends on a periodic or ad hoc basis. · Prepare research reports on new business opportunities · Understand and convey key risks and mitigants for new business · Commercial reviews of legal contracts and documentation with customers and suppliers · Due diligence of new opportunities, including understanding tax, legal, regulatory and operational landscape · Occasional support on operational implementation of new business · Support as required the Group Commercial & Strategy team and wider Corporate Finance team with data and business plan related inputs and forecasts in our countries of operations · Detailed understanding of the group business plan and strategic direction Requirements · Ownership and ability to drive complex cross-function projects, managing timelines and various stakeholders · 9 – 10 years work experience post university · Strong commercial understanding of business drivers (revenue, costs, profitability, capex and returns measures) and application of the same to develop competitive win—win commercial offerings · Ability to develop financial models from first principles · Comfortable with business valuation techniques · Highly numerate with advanced Excel skills · Ability to develop financial models from first principles · Ability to develop strong professional relationships with the customers · Ability to present business cases / commercial offerings at senior levels · Knowledge of valuation techniques · Cultural awareness · Telecoms industry experience is an advantage · Prior experience in commercial, strategy, corporate or business development /financial planning & analysis across corporates / big 4 accounting / consulting / banking will be an advantage · French or Portuguese language is an advantage · Willingness to travel internationally, including Sub Saharan Africa

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