Airtel - Assistant Manager - Key Account Management - Strategic Account

Purpose of the Job :

Responsible for end-to-end telecom & connectivity needs of a set of Corporate Accounts. Ensures achievement of the Sales & Revenue targets, by selling Core Data Services ( MPLS, ILL, VSAT, NLD ), Non Core Data Services ( Collaboration Video/Audio, Network Integration, Data Center Managed Services, Cloud Services, IoT ) Voice Solutions ( Mobility & Fixed Line ) in line with the government bids/ tenders.

Deliverables (Maximum 5-6 key responsibilities)

Deliverables :

- Build strategic relationship with key decision makers in the assigned accounts

- Stay up-to-date with the tendering, process/ compliances in the segment

- Ensure diligent bid management with the bid managers and the TSG team

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

- Business processes: Comply and follow business processes both internal and external in line with government Policies

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.

- Stakeholder Management and building strong relationships in the Accounts

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) :

- Thorough knowledge of tendering business in an industry

- Zeal to tackle new challenges.

- Knowledge of Sell through business in large & complex project

- Commercial Acumen

- Customer Service Orientation

- Key Account Planning & Management

- Executive Presence - ability to handle CXO discussions

- Enterprise & nex generation Product Knowledge

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

- Liaising with the key stakeholders

- Good communication & presentation skills (oral and written)

- Result Oriented

- Highly Analytical

- Self-Motivated

- Adapting to changing the environment as per organizational needs

- Learning New Technology

Educational Level :

Must have: MBA or equivalent

Preferred: B. Tech. + MBA

Working Experience :

Must have:

- Asstt Mgr:5 - 6 years- Enterprise Sales experience in the Corporate Sector preferably from telco/system integrator/IT industry

- Manager: 7+ years- Enterprise Sales experience in the Corporate Sector preferably from telco/system integrator/IT industry

Dimensions :

Impact of position on :

- Revenue : Data - Rs 100 mn & Voice - Rs 300 mn

- OB : 80 Mn ~ 120 Mn