Airtel - Assistant Key Account Manager - Enterprise Segment

Job Description :

Job Title : Account Manager- Strategic Accounts

Job Level : Assistant Manager

Function : B2B Sales Location: Bangalore/ Hyderabad

Reporting to : Business Manager

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.

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

Decision level :

Prime : Final Decision Making authority, accountable to the Management

Shared : Decisions reached jointly with peers on a collective basis

Contributory : Makes a major contribution to a decision or policy judgment reached by others

Demonstrate (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 Working Experience

Preferred :

- B2B Sales Experience in Telecom/ Technology domain

Dimensions :

Account Mix :

Assistant Manager : Mid-sized to large accounts, with few penetration accounts

Revenue - 50 to 75 Mn

Manager : Majorly large accounts

Revenue - 75 to 150 Mn