Airtel - Zonal Sales Manager - Small Business Segment

Zonal Sales Manager - Small Business (Emerging Business)

Go-to-Market Strategy

- Execute the GTM strategy in the assigned zone with a team 50-75 Account Managers

- Build sales plans, forecasts, funnel and strategies to achieve sales targets and profitability growth

- Deliver as per the assigned targets for sales, revenue growth, churn and product mix for the respective zone

- Focus on both Hunting and Farming initiatives in the assigned zone

- Analyze the Customer inputs captured by the team in the BUC (Bottom Up Construct) to build prospects

- Work with Market Planning team for driving fiber network expansion in the identified potential B2B buildings and clusters

- Ensure the cascade and implementation of Serve-to-Sell model across the team for building and promoting stronger, long-lasting Customer relationships

People Leadership:

- Ensure right hiring, team motivation and alignment to set goals and priorities

- Track performance against the goals regularly, provide constructive feedback with relevant examples, and take corrective actions

- Connect with Account Managers (Skip level connects) on weekly basis, seek feedback and take necessary action

- Identify learning needs of the team and partner with HR to get the same delivered

- Drive regular rewards and recognition programs as per Central guidelines

- Trend analysis & Action

- Review the sales forecasts shared by the team and provide necessary support for closures

- Make revenue forecast in line with the assigned target and take necessary action wherever required

- Identify emerging trends in the geography, especially for the new products and plan to leverage the same along with the relevant stakeholders

- Keep track of competition plans and market insights and use them for enhancing the ARPA, NAP in the geography