Companies in the highly competitive telecommunications industry are always looking at ways to improve, whether in product development, cost-efficiency or customer service. The nature of the industry has shaped its recruiting principles. 'We are looking for candidates who are not afraid of new things and technologies, the industry is so dynamic and fast-paced. We need those who embrace change for us to keep up with the technologies and the market,' says Tony Cheung Tung-lan, vice-president, consumer market, Wharf T & T. Everyday, industry professionals have to update their knowledge by reading journals, newspapers, plus going to Web sites for the latest technology and trends. 'It is a very enjoyable experience; we learn new things on a daily basis. We accumulate a wealth of knowledge and this is certainly an asset to ourselves,' says Mr Cheung. The telecommunications market was liberalised in 1995; it now has 10 fixed-line operators. The labour market for the industry has been expanding exponentially. Though the industry has gone through a setback in recent years, it still offers opportunities to job seekers. Take Wharf T & T as an example; over the past 24 months the company has increased its workforce by 10 per cent, especially in sales and customer service. 'We still have vacancies to fill,' Mr Cheung says. With the huge capital outlay, industry players do have a strong commitment to the industry and its development. 'We have established a solid base in Hong Kong, and we are targeting developments in China and nearby countries. We do have a long-term vision for the industry. We would not hit and run; we invest and are supported by solid financial backup.' The vacancies to be filled are in the expanding sales force, particularly for the business markets. The company is urgently seeking quality sales professionals for the growing markets - small and medium-sized enterprises, and corporate accounts. The most sought-after candidates are those with good presentation skills, sales techniques, and industry knowledge. 'We are in need of skilled professionals to explore the business opportunities out there. However, in view of a shortage of such professionals we are willing to train up inexperienced young professionals.' The compensation and benefits are said to be very competitive. 'We offer a competitive reward and commission [bonus] system to those who perform,' says Mr Cheung. There are career development opportunities within the organisation, and outstanding professionals will be promoted to supervisory and management positions. Besides people and team management responsibilities, they are required to develop and manage bigger and strategic corporate clients. In terms of training and development, the company invests heavily on upgrading staff skills and knowledge. 'We offer various training to our staff. From day one they will receive comprehensive training on our products/services, selling techniques and management skills. 'We have developed tailor-made in-house training programmes, as well as dedicated trainers for our staff.' The Sars outbreak created a positive impact for the company, indeed even for the industry as a whole. 'Before, not many employers welcomed the idea of working at home. However, with Sars, employers are well aware of minimising the risk of putting all employees together. We found that they are now more open to using the latest technologies and trusting staff, and still getting the same productivity level,' says Mr Cheung. This virtual office concept is popular in Europe and the United States but not yet in Hong Kong. The change in mindset has created a new business avenue to sales professionals on marketing their video-conferencing or related products. For anyone interested in the industry they have to have a long-term view of the business, as the industry is competitive, challenging, and yet rewarding. 'We are bringing in more people from outside the industry to join us. Some of them were in the computer, information technology, fast-moving consumer products or office automation businesses prior to starting a new career with us. I strongly believe we have a high chance of success here. 'Creativeness is what the company is focusing on. This is required of each and every one of us, whether in marketing, new product development or sales. This is the only way to survive,' says Mr Cheung.
