Regional Head - Enterprise Sales - Telecom

Job Purpose :

To manage and drive revenues in order to attain market leadership as the total telecom solutions provider in the circle, through growth, in terms of revenues, market share and profit, whilst complying with agreed budget, timescales and agreed policy guidelines as also with all regulatory norms.

Key Functions & Responsibilities :

Strategic :

- Develop and plan sales & marketing strategies to grow revenues, improve coverage, better penetration and enhance competitive position

- Customer engagement strategies to drive loyalty and retention, control churn

Operational :

- Responsible for the revenue of the business services division for the circle

- Increase the subscriber base through acquisition in new accounts, as well as a deeper penetration in existing accounts

- Set goals and targets for the Sales, Pre-sales, Support and Marketing heads and monitor the performance of the team

- Responsible for all customer communication in the circle for the enterprise group

- Responsible for designing and implementing thematic campaigns to drive business imperatives

- Interface with other functions like Finance, IT, Customer Support, Product, etc., as required for smooth functioning.

Developmental :

- Training and coaching of team.

Key Role Requirements :

- Sound understanding of B2B fundamentals

- Ability to drive B2B concepts like Pipeline Building, Funnel Management, Lead Nurturing etc

- Strong understanding of the business drivers for Mobility and Fixed Line for various segments is preferred

- Ability to connect at CXO levels and exhibit deal making capability

- Value proposition development for customers and stakeholders

- Have a Solution / Consultant mindset - Impacting customer's business

- Techno Commercial ability - Working knowledge of Technology, especially on Fixed Line

- Strong Customer Service orientation - driving service management as a key differentiator

- Formulation and delivery of an end to end strategic plan for a market segment

Skills & Competencies Required :

- Strategic Capability

- Networking ability

- Corporate Sales & Marketing Experience required, from telecom preferable

- Leading cross functional teams

- Post Graduate with 15 - 18 years of experience

Financial Dimensions :

- Revenue growth

- ARPA

- ROI

Non Financial Dimensions :

- Subscriber Base

- Corporate account penetration

- NPS