Function / Department Strategic Accounts (Vodafone Idea Business Services)
To manage and deliver revenue growth from allocated Strategic accounts.
To drive a focused account strategy adopting Vodafone Idea Winning Complex Sales model to grow VF share in these accounts pan India across integrated Mobility, Fixed Line & Focused products
Deliver the best in class customer experience with a high NPS score. To Farm and create new hunting opportunities in these accounts and grow VF wallet and mind share.
Key Result Areas/Accountabilities
Revenue Growth Management
Directs strategic account planning and leadership for a defined targeted set of Strategic accounts and deliver Revenue growth target in line with the assigned DB.
Formulates strategies to market for nominated Strategic accounts in conjunction with the Propositions and industry segments area
Engagement with various circles to deliver the national revenue growth ( HQ and NHQ)
Drives accelerated revenue growth by identifying potential markets for new and existing products and services in targeted accounts
To achieve the product specific revenue targets for Mobility, Fixed Line & other products.
Works with Service Manager to optimize the customer relationship to assist in winning new accounts
Assesses customer and market trends and provides timely and accurate revenue forecasting.
Sets and manages the P&L of allocated Strategic accounts and responsible for the delivery of the P& L
Product Penetration Management
Analyses statistical data related to prospective client business and industry to identify market trends for Vodafone products and services to assist with winning new customers.
Positioning all the product portfolio through consultative selling approach across all the buying centres in an account
With the support of the corporate commercial team, actively participates in the development of high quality, strategic proposals which incorporate key value propositions. Provides strategic message and information specific to the customer, to be incorporated into proposal.
Contributes to and participates in the opportunity review process ( Winning Complex Sales Process)
Sales process management
Ensuring the basic hygiene & completeness across all the below sales processes & programs
ESMS (Funnel Management) & Account Plan
Executive Briefing for C-level meetings & NHQ engagement
Responsible for designing and implementing targets and laying account strategy with proper governance mechanism achieving a harmony with cross functional teams to achieve product level and geographical leadership.
Core Competencies, Knowledge, Experience
4 - 8 years of experience in enterprise solution selling
Previous experience doing large scale business development
Managing C-level engagement
C - Level Customer stakeholder engagement and escalation contact for all customer experience related issues and build the relationship to drive commercial opportunities
Farming and nurturing deep engagements across buying centres of identified Prime accounts
Responsible for customer specific workshops and devise bespoke solutions to cater to customer business challenges via consultative selling
Exploring mutual collaboration opportunities as partners in the market.
Influences VI Account Sponsors and Group decision makers to secure appropriate resource and delivery to nominated customers within milestones and timeframes
Deliver the best in class customer experience with a high NPS score
Replicating the best practices across all the HQ-NHQ locations
Escalation contact for all customer experience related issues
Creates and manages the overall account development and strategic plan to deliver higher profitability and CXX.
Ensures virtual team works collaboratively with all other functions within Vodafone.
Decides quality levels, functionality and capability of services for specific customers in conjunction with the Service Manager.
Must have technical / professional qualifications
Must have experience in enterprise solution selling for fixed line & Non Mobility products,
Must be Post Graduate candidate
Must have P&L experience and be able to acquire business profitably
Vi or Vodafone Idea Limited is an Indian telecom operator with its headquarters based in Mumbai and Gandhinagar. It is a pan-India integrated GSM operator offering 2G, 3G, 4G, 4G+, VoLTE, and VoWiFi service