Segment Head - SME Business Division

ROLE PURPOSE

To manage and drive the revenues of the SME Business division in order to attain market leadership in the mobile business space 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.

ESSENCE OF ROLE- Key Accountabilities

1 Strategic - Develop and plan sales & marketing strategies to grow revenues, improve coverage, better penetration and enhance competitive position in the geography.

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

2 Operational - Responsible for the revenue of the SME business 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 teams and monitor the performance of the team

- Responsible for all customer communication in the circle for the SME business group in the circle.

- 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.

3 Development - Training and coaching of team

ROLE DIMENSIONS

FINANCIAL (Limits/Mandates Etc.)

NON FINANCIAL

- The incumbent would be responsible for achieving revenues of Rs. ______ and increasing the revenue market share to __ %in the SME Business Segment in the circle.

- The incumbent will be responsible for ARPU growth as per plans

- The incumbent will be responsible for business stream ROI - Driving a customer focused approach would be a critical dimension of the role with high focus on customer satisfaction

- Strong focus on setting up systems andmonitoring processes with MIS on the same

- Control on employee attrition

TYPICAL OUTPUTS

1. Subscriber base growth.

2. Market-share growth

3. Monthly revenue achievements and revenue growth

4. CSAT score ( scale of 1-5) on project implementation

PERSONAL SPECIFICATIONS

ESSENTIAL DESIRED

Qualifications

Technical skills

Professional skills

Desired attitudes or behavior (competencies)

Knowledge of specific areas

People based experience MBA

Knowledge on Telecom technologies & solutions

Knowledge of Channel Sales & Marketing

Strong operational & relation building capabilities both internal and external

Strong analytical & conceptual skills A strong implementation mind set. Must have the ability to manage the highest levels of interaction with top levels of management, both internally and externally.

Channel Management and Cross functional management

Experience in working with teams of senior level professionals. MBA from a reputed Institute.

Should be comfortable with change and ambiguity given the dynamic business environment.

Ability to communicate at multiple levels with both customers and colleagues.

COMPETENCEY MAP

PERFORMANCE DRIVERS

FUNCTIONAL SKILLS

- Putting Customer first

- RelationshipBuilding approach

- Channel business orientation

- Managing Changing Environments

- Results driven

- Strong Implementation skills

- Strong Analytical skills

- Strong Commercial Skills