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Global Account Manager – Telecom/IT
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Written by MBA Jobs
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Monday, 19 July 2010 |
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Job Code: 17279
Location:
The opening is with a leading Telecom Company for their HO in Mumbai.
Position : DGM Global Account (Global Account Manager – Acquisition).
Reports to : Head Business Operations
Function : Sales
- Identifies and pursues sales opportunities and leads which may come from meetings, clients, other sales force, vendors and others.
- Directs strategic account planning and leadership for a defined targeted set of customers Global Enterprise accounts
- Ensures account plans signed off following authorization process.
- Analyses statistical data related to prospective clients business and industry to identify market trends for global mobile products and services to assist with winning new customers.
- Evaluates customer preferences, pricing, product terms and conditions to ensure that client requirements are met; gather and analyse data regarding competitor pricing and products and ensure that the products and services fit customer requirements
- Formulates strategies to market for nominated the Global Enterprise accounts in conjunction with the Propositions and industry segments area
- Assesses customer and market trends and provides timely and accurate revenue forecasting.
- Drives accelerated revenue growth by identifying potential markets for new and existing products and services in targeted accounts
- Supervises NAMs & others, assign work, establish and maintain schedules and integrate work into a coherent and quality deliverable.
- Delivers the necessary input to bid centre to ensure on-time delivery of high quality bid proposals for managed accounts and prospects
- Develops partnerships on account strategies where there are customer or industry synergies and plans
- Works with Global Service Manager to optimise the customer relationship to assist in winning new accounts.
- Develops an acquisition relationship plan for accounts.
- Sets and manages all financial targets per account for national account mangers for revenue, connections for voice and data, market share, net margin contribution, in conjunction with the Global Enterprise regional head.
- Sets and manages the P&L Global Enterprise accounts and responsible for the delivery of the P& L
- Approves and accountable for setting targets and delivery of performance of nominated the Global Enterprise accounts
- Evaluates performance, risks in nominated accounts and revises plans.
- Establishes appropriate relationships with the customers and leverages those relationships to win new business
- Leadership of global customer relationship through matrix management of National Account Managers and across the Global Enterprise value chain.
- Works collaboratively to ensure delivery of all agreed service requirements for nominated accounts.
- Inputs to decisions on new propositions, product mix and services for customers.
- Responsible for content of proposals submitted to customer, both in response to requests for proposal (RFP) and proactive (unsolicited).
- Previous experience doing multi country large scale business development/acquisition in the Telecoms or IT areas.
- Must have P&L experience and be able to acquire business profitably.
- Track record of global accounts/ enterprise solution selling
- International – lived and worked abroad or worked in a global account management role for large amount of time. Experience in working in multi-cultural environment and have the ability to act upon cultural differences
- Deep knowledge of mobile data application development and operations, technical sales background preferable
- Experience in complex change management and operating in a matrix, fast moving and technical environment.
PERSONAL SPECIFICATIONS:
- Ability to lead in a high-growth, high-uncertainty environments.
- Ability to manage an international and distributed team. Good people management skills.
- Team player, strong influence and relationship management skills, customer centric.
- Strong communication and decision making skills – ability to balance conflicting interests.
If Interested kindly send across your resume asap to vidya@topgearconsultants.com
Pls mention your current and expected ctc as well..
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