Wholesale Development Manager

  • London, UK
  • Full-time
  • Department: Wholesale
  • Office: London (UK)

Company Description

At Infobip we dream big. We value creativity, persistence and innovation, passionately believing that it is through teamwork that we can all reach greater heights. Since 2006, we have been innovating at the edge of technological possibilities and are now shaping global communications of the future. Through 60+ offices on six continents, Infobip’s platform is used by almost 70% of the population, making it the largest network of its kind and the only full-stack cloud communication platform (cPaaS) globally.

Join us on our mission to create life-changing interactions between humans and online services with new and unseen solutions.

Job Description

The Wholesale Market Development Manager is responsible for devising and executing wholesale projects and programs, identifying areas impacting the Wholesale business that require improvement and devising strategies to find new opportunities. The Wholesale Market Development Manager will need to collaborate with other Infobip departments to ensure continuous process improvement, profitable growth, and a strong client base.

Why is this role important at Infobip?

  • Manage all development projects and initiatives with the aim of growing wholesale revenue and margin.
  • Collaborate with product and marketing to align product features and roadmap with wholesale customer & sales channel requirements and take the lead on cross-sell initiatives.
  • Provide wholesale requirements to marketing teams for demand generation programmes, industry events, sales collateral, and customer communications strategies, and monitor marketing initiatives to ensure alignment with Wholesale sector goals.
  • Engage Insides Sales, Operator Partnerships, Sales Operations, Business Development to execute Wholesale customer acquisition strategy.
  • Generate monthly KPI reports to track performance in creating new opportunities.
  • Establish roadmap development projects to strengthen position in addressable markets and open sales opportunities in new markets.
  • Support sales team in customer meetings where appropriate.

Examples of development projects / initiatives:

1.      Cross Sell Strategy

  • Evaluate the Infobip product portfolio to identify the best products to cross sell through the wholesale channel.
  • Participate in customer meetings to communicate the wholesale strategy, present Infobip products and gain customer feedback.
  • Provide new requirements, in terms of features, processes, pricing, and documentation to the product team to ensure the product is fit for purpose for the wholesale channel.
  • Collaborate with marketing and product to produce marketing collateral and product documentation for wholesale customers.
  • Work with the account team to identify target customers and markets for cross sell products and implement a contact strategy.
  • Set KPIs for cross sell initiatives and monitor progress on a monthly basis.

2.      Process Improvements

  • Drive continuous improvement in processes used by, or impacting, the wholesale channel.
  • Identify process changes that have the potential to generate significant efficiency improvements or sales opportunities for the wholesale channel.
  • Gather feedback from the account team and other users of key processes.
  • Contribute the wholesale requirements for the business case, where appropriate, for process improvements and gain stakeholder approval to implement the changes.
  • Collaborate with key stakeholders across other functions in the business to agree a plan to implement process changes.
  • Lead cross functional virtual team to implement changes in accordance with business requirements.
  • Set KPIs for process improvement initiatives and monitor progress against these on a monthly basis.

3.      Low Value / Inactive Accounts

  • Devise a plan to stimulate or rationalize low spending or inactive wholesale customers.
  • Develop and present the business case to support the plan.
  • Align with other functions, including Business Analytics, Inside Sales, Marketing, Legal, Sales Operations, to gain support and execute the plan.
  • Oversee the agreed action for each account, e.g. migration to self-serve, termination, Inside Sales account management.
  • Monitor and report progress against the plan.


More about you:

  • You speak fluently to clients, partners and colleagues alike and have great command of English
  • 5+ years of experience in Account Management/Client Relations/Sales in telecommunications or the IT industry.
  • Bachelor's Degree in Business, Management, Communications, IT, Telecommunications or other related degree; or equivalent combination of education and experience
  • Great understanding of wholesale in the Europe region
  • Experience with Voice, SMS and similar services is a plus
  • Exceptional professional communication skills
  • Strong analytical and organizational skills, with a systematic approach to problems
  • Business oriented in order deliver and increase results with current accounts
  • Excellent teamwork enabling you to form effective working relationships with clients and co-workers at all levels

Additional Information

When you become a part of Infobip you can expect:

  • Awesome clients – We serve and partner with the majority of the leading mobile operators, OTTs, brands, banks, social networks, aggregators and many more. Seriously, our clients are really cool. Work with the world’s leading companies and impact how they communicate with their users!
  • Opportunity knocks. Often. – Being a part of a growing company in a growing industry – we challenge you not to grow! Whether it’s horizontal, vertical, or angular, we want to support the path that you want to carve. 
  • Learn as you grow – Starting with a fantastic onboarding program, to internal education, education resources, e-learning to external educations, we invest heavily in employee learning and development.
  • Connect globally – Work with people from all over the world. We put the “global” in globalisation.
  • Pay & Perks – Competitive salary, a team taking care of all the equipment you need, team building and other organized activities ... Talk about a balanced lifestyle!

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