GM-Area Sales Manager

Role

GM-Area Sales

Function / Department

Cluster Strategic Accounts, VIBS

Location

Delhi

Band

M3

Job Purpose

To manage and drive the revenues & New Business Order Booking from Cluster Strategic Accounts, through a team of National Account Managers, in order to attain market leadership in Strategic Account segment, through effective account management, revenue growth, market share and profit whilst complying with agreed budget, timescales and agreed policy guidelines and regulatory norms

Key Result Areas/Accountabilities

Revenue Management

• To achieve Cluster budgeted revenue target for all VIBS products from allocated HQ accounts.
• Revenue enhancement by adding quality sales with high ARPU
• Margin management in tariff plans offered to the customer.
• To manage & grow exiting revenue generating farming accounts.
• Generate new revenue by adding new products and services in new and existing accounts as per agreed target
• Deliver Mobility Voice & Data targets along with Fixed line order booking and revenue & Non Mobility Products.

Business Development

• Achievement of new account opening target as per agreed hunting accounts for both Mobility and Non-Mobility. Generate monthly revenues and convert them into farming category
• Active participation in all National programs & Initiatives including PSU Programs, WAAC+ etc. . Full participation on generating pipeline for large opportunity of Mobility and fixed and get 1 large wins from each NAM. Guide & Assist local marketing team to do UnR in your accounts

Process Management

• Build discipline of usage of SFDC as appropriate and maintain forecast accuracy to within 5% of committed revenue forecast for each quarter in SFDC
• Adherence of sales processes including Tariff Approvals, Bid management, OMT, A/c enlistment etc . Financial Analysis for existing accounts (Revenue, Gross & Net Adds, ARPU, RPM, Contribution, EBITDA etc.)
• To drive CXO level Engagement in nominated accounts

HSW Compliance

• Ensure that the HSW norms are adhered to

Core Competencies, Knowledge, Experience

• Continuous Learning & Empowering Talent
• Communicate with care
• Leads Decision Making & Delivering Results . Builds Strategic Relationships & Organizational Agility
• Threshold Functional Competencies
• Product, Service and Technology Knowledge -Enterprise
• Negotiation
• Sales Planning and Forecasting
• Differentiating Functional Competencies
• Customer Relationships
• Solution Selling in working under Six Sigma, ITIL, ETOM, TL9000 etc. process frameworks

Must have technical / professional qualifications

• Enterprise Mobility & Non Mobility Sales experience of 10 to 15 years
• Strategic Account management
• Preferred MBA