Airtel - Manager/Senior Manager - Key Accounts

Job Title: Account Manager Strategic

Function: Sales

Reporting to: Business Manager

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 :

- Build a 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) through 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 the 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: Sales experience in the Corporate Sector preferably from telco/system integrator/IT industry

- Manager Sales experience in the Corporate Sector preferably from telco/system integrator/IT industry