Airtel - Account Manager - Strategic Accounts

About Airtel Business:

Airtel is a leader in Telecom services in India. In the B2B market, it has an end to end suite of products and services which help address some of the key customer problems and business needs.

Purpose of the Job :

Responsible for end-to-end telecom & connectivity needs of a set of 6-10 accounts in the Enterprise Segment, primarily large Segment Accounts. Ensures achievement of the Sales & Revenue targets, by selling Data, Voice, VAS and new product solutions.

Key Deliverables :

- Build strategic relationship with key decision makers in the accounts- Middle and Senior management, including CXOs

- Driving revenue enhancement in the accounts (both Data and Voice) though effective account management, along-with retention of the existing revenue

- Augment solution selling, and drive new product penetration in emerging markets

- Co-ordinate with the cross functional teams, both internally (TSG, CE, Networks, etc) and externally (Partners, Vendors, Clients, etc) to ensure business target achievements and meeting customer expectations on service delivery.

- Ensure the account business target achievement on: Order booking, Revenues, Collections, New Account identification and Churn control

Major Challenges:

- To work in alignment with processes on Data and Voice

- To work on retention of existing revenue as well and grow new products.

- Account Penetration & Product Penetration

Key Competencies:

- Commercial Acumen

- New Age Consultative Selling

- Customer Service Orientation

- Key Account Planning & Management

- Executive Presence - ability to handle CXO discussions

- Enterprise/ Carrier Product Knowledge

- Negotiation skills

- Ability to devise creative ideas to attract the target customer's attention

- Regular Follow - up

Educational Level :

- Must have: MBA or equivalent

- Preferred: B. Tech. + MBA