Purpose

To manage and drive the revenues of the selected accounts through a team of Account Manager in order to attain market leadership in large corporate 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 circle budgeted revenue target for all VBS 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

Business Development

Achievement of new account opening target as per agreed hunting accounts for both Mobility and Atlas. 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 category.
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

Critical Success Factors

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

Experience

A proven track record in meeting revenue and number targets through Team
Knowledge of Corporate Sales; Also, knowledgeable on account management concepts.
Account and man-management capabilities

Key Performance Indicators

Incremental Revenue
New Order Booking
New Order Delivery/Commissioning
Increased Account Coverage & Penetration
Multi Product Penetration in Accounts
New Logo Acquisitions
Incremental Mobility Subscriber Base
Churn Management
Net ARPA Growth from Enterprise

Budget owned

Financial (Limits/Mandates Etc.)

The incumbent will be responsible for Account Management as per the benchmark decided by VBS
To achieve budgeted revenue target for VBS products with effective implementation of National Programs & Initiatives
The role holder would be responsible for acquiring new accounts

Non - Financial

Driving a customer focused approach would be a critical dimension of the role with high focus on service differentiation.

Account penetration will be one of the key focus areas and the incumbent will provide the impetus for innovation and change in circle operations.

Qualifications

Must have technical / professional qualifications

Sales experience 5 to 10 years
Strategic Account management
Preferred MBA

GM - Area Sales

Current Account Relationship Manager's

Senior Sales Executive - IT (Ahmedabad)

Sales Executives

Sr. Executive | Field Sales and Servicing | B2B Sales