Head of Sales- B2B

Summary

The Head of Sales – B2B is responsible for leading the sales organization to achieve sustainable revenue growth, improve customer retention, and increase market share. This role focuses on developing and executing strategic sales initiatives, strengthening pipeline performance, and driving a solutions-based selling approach across connectivity, ICT, managed services, and digital offerings.

Essential Duties

• Strategic Leadership - Develop and execute the B2B sales strategy aligned with corporate objectives. Translate market opportunities into actionable sales plans and initiatives. Monitor competitive landscape and market trends to inform decision-making.

• Sales Execution & Performance Management - Drive revenue growth, customer acquisition, retention, and market expansion. Oversee pipeline management, forecasting accuracy, and quota attainment. Ensure disciplined execution across the entire sales cycle. Utilize Salesforce CRM and data insights to guide performance improvements.

• Solutions-Based Selling - Champion a consultative, solutions-selling approach across the sales team. Enable the team to effectively position connectivity, ICT, and managed solutions. Strengthen capabilities in opportunity qualification, proposal development, and negotiation.

• Cross-Functional Collaboration - Partner with Product, Marketing, Technical, and Service Delivery teams. Ensure solutions are commercially sound, competitive, and operationally viable. Support go-to-market strategies and campaign alignment.

• Customer & Market Engagement - Build and maintain strong relationships with key clients and stakeholders. Lead executive-level engagements for complex and strategic opportunities. Support initiatives that enhance customer experience and improve NPS.

• Commercial Management - Apply strong commercial judgment in pricing, discounting, and contracting. Ensure profitability and sustainable business outcomes. Oversee preparation and review of proposals and bids.

• Team Leadership - Lead, coach, and develop a high-performing B2B sales team. Establish KPIs, performance targets, and development plans. Foster a culture of accountability, collaboration, and continuous improvement.

Secondary Duties

The Head of Sales – B2B performs duties specific to the role and other functions as assigned. Reporting Relationship - Reports to: Chief of Sales. Supervisory Responsibility - Directly supervises B2B Sales Managers and Account Executives, with overall responsibility for sales performance and capability development.

Reporting Relationship

Reports to: Chief of Sales

Supervisory Responsibility

Directly supervises B2B Sales Managers and Account Executives, with overall responsibility for sales performance and capability development.

Environment and Physical Activity

The incumbent works in a professional office environment with flexibility to move about. The role requires occasional travel within the USVI and potentially to other business locations. Travel may be by car or air. The role includes activities such as typing, presenting, communicating, and attending meetings. Occasional lifting, standing, and extended working hours may be required.

Mental Demands

This role requires strong analytical thinking, problem-solving, decision-making, and the ability to manage multiple priorities in a fast-paced environment. The incumbent must handle pressure, lead teams effectively, and communicate clearly across all levels.

Human Relations / Contacts

• Internal - Frequent interaction with Sales, Marketing, Product, Technical, and Executive teams regarding strategy, performance, and business initiatives.

• External - Engagement with clients, partners, vendors, and key stakeholders to support business growth and strategic objectives.

Minimum Requirements

• Educational Background: Bachelor’s degree in business administration, Marketing, IT, or a related field (or equivalent experience).

• Experience: 7+ years of progressive sales leadership experience in B2B, telecommunications, technology, or a related field. Proven track record of achieving revenue targets and leading high-performing teams.

• Skills & Competencies: Strong commercial acumen (pricing, forecasting, pipeline management). Excellent leadership, communication, and stakeholder management skills. Proficiency in Microsoft Office and CRM tools (Salesforce preferred). Strong analytical and problem-solving abilities.

Preferred Experience

• In telecommunications, ICT, cloud, or managed services.

• Knowledge of technical solutions (cloud, networking, cybersecurity, unified communications).

• Relevant certifications (Microsoft, AWS, Cisco, etc.).