Address
Salary Department: Membership & Marketing
Team: Membership
Location: London
Position type: Regular
Reporting to: General Manager, Membership
About the GSMA
The GSMA,
www.gsma.com
, is a global mobile operator-led organisation unifying the mobile ecosystem to discover, develop and deliver innovation foundational to positive business environments and societal change. Our vision is to unlock the full power of connectivity so that people, industry, and society thrive. Representing mobile operators and organisations across the mobile ecosystem and adjacent industries, the GSMA delivers for its members across three broad pillars: Industry Services and Solutions, Connectivity for Good, and Outreach: Industry Services and Solutions underpins the technology and interoperability that make mobile work. Via our projects, working groups, data, research and promotional activities we facilitate the industry’s focus on areas such as 5G, Mobile IoT, fraud and security. And our technical services offer data, resources and tools to enable even more efficient and robust mobile experiences for users.
Connectivity for Good engages members, governments and civil society, to advance positive policy and spectrum outcomes, facilitate digital innovation to reduce inequalities in our world, and tackle todays’ biggest societal challenges such as digital inclusion, climate change and sustainability.
Outreach provides the world’s largest platform to convene the mobile ecosystem including the annual Mobile World Congress events in Barcelona,
www.mwcbarcelona.com
, Kigali, Las Vegas and Shanghai, and smaller M360 events series www.mobile360series.com
. About GSMA Membership
There four main GSMA membership types available on a company membership basis subject to certain criteria and, in terms of fees, tiered based on revenue:
1. Operator Membership – for mobile operators, over 650 of which are currently GSMA members
2. Rapporteur Membership, for Mobile Virtual Network Operators
3. Industry Members for suppliers to the mobile industry
4. Sector Members – for some specific industry sectors that are especially benefiting from mobile
The role of the GSMA Membership function is to acquire, manage and retain members across all these types. The benefits of membership include access to GSMA working groups, GSMA permanent reference documents, database access e.g. in relation to roaming and industry contacts, and networking.
What the hiring manager says
“This is an exciting and rareopportunity for an experiencedbusiness-to-business new business / sales director with mobile industry and or membership experience to plan, lead and deliver on the Business Development targets for GSMA Membership. The role is based in London but has global responsibility. It is a hands-on role that includes leading a small sales team. Some travel is likely to be required, not least because the GSMA’s industry events are valuable lead generation and member engagement opportunities.”
Colin Bareham General Manager, Membership
About the Role
The Business Development Director’s role is primarily concerned with growing sustainable membership revenue
Planning, Budgeting and Reporting: Responsibility, reporting to the General Manager, for devising and delivering a rolling three-year membership sales strategy and roadmap that is consistent with the GSMA brand promise; ownership of the annual membership sales budget; detailed, regular and accurate related reporting.
Member-Led Approach: Articulating membership benefits from a customer needs perspective, i.e. selling value and providing member feedback to inform refinement and evolution of the membership proposition.
Best Sales Practice and Processes: Responsibility for devising, implementing and documenting a formal and defined practice membership sales process and ensuring that available and appropriate tools are utilised.
Revenue Targets: Ownership of and responsibility for achievement of yearly new business membership revenue targets.
Retention Targets: New business revenue needs to be sustainable year after year and thus retention / churn targets will apply. Detailed understanding of churn required and to be reported to inform future approaches.
New Product / Proposition Sales: As part of the overall plan, responsibility for membership sales targets relating to new membership propositions, for example in relation to particular industry sectors.
Cross-Selling Initiatives: Achievement of membership sales targets for cross-selling initiatives relating to other areas of the GSMA here organisations are engaging with the GSMA but are not members.
Onboarding: New members will need to be carefully onboarded working in close collaboration with the Membership Operations Team, the aim being for the GSMA to be seen as a trusted strategic partner.
Cross-Team Matters and Projects: Certain matters require the whole of the membership team to work together to develop and implement resolutions – examples include management re global sanctions rules that may apply from time to time and the ongoing development of the industry extranet called Member Gateway.
Teamwork: Working collaboratively with all parts of the wider of the GSMA marketing team and organisation overall in order to deliver on the membership sales objectives, strategy and targets.
About You
You are an accomplished business to business sales director with mobile industry and / or membership experience.
You have a proven track record of achieving B2B sales targets in complex environments - including prospecting, closing and onboarding - with companies of all sizes.
You can demonstrate the ability to lead and motivate a sales team taking a customer-focussed approach.
You are passionate about continuous improvement and are an excellent communicator.
You are happy, willing and able to be hands on and are good at prioritising.
Contract type
Worker type
Employee What We Offer
Working at the GSMA offers you unparalleled access to the mobile industry. We offer a chance to truly shape the direction of mobile, whatever your role. By joining the GSMA, you will be exposed to a fast-paced rapidly evolving environment, working on global solutions, genuinely fascinating and industry-changing projects and a stimulating and dynamic environment designed to enable you to flourish.
In addition to architect-designed offices and competitive compensation, our benefits include fantastic learning & development opportunities, generous holiday allowances, four additional days off for professional development and many others.
To learn more about the GSMA, visit our
career site
, our LinkedIn
page and our Twitter
page. Being You at the GSMA
GSMA Values
Our values not only drive our culture – they shape how we work and interact inside and outside our global organisation.
Passionately driven
We approach everything we do with unparalleled capability, tenacity and commitment, knowing that the challenging scale, pace and complexity of our work is what leads to its world-changing impact.
Insightful leaders
We continually develop and engage our expertise, insight and creativity so that we’re always ready to respond to the changing landscape with authority, agility and nuance.
Stronger together
We lean on each other so the industry can lean on us, embracing our diversity by actively seeking out perspectives and skill sets beyond our own, fuelling each other’s successes and constantly asking how we can help.
Underpinning our values is our collective mindset to show up purposefully as good human beings every day, in every situation. When we’re at our best – we are collaborative, considerate and compassionate to others, and we create a safe space for one another to thrive, assuming positive intent in our colleagues. And if we aren’t at our best and the pressure is on – we feel free to be ourselves but still remain curious, lean into the tough stuff and we are always respectful to others and accountable for the part we play.
