AGM -Business Development

Role title: AGM- Business Operations(?)

Function: VIBS

Band: M2

Department:  VICS

Reports to: GM – Business Development (?)

Location: Corporate - Mumbai

Role Description & Purpose:

• Grow business on existing business through understanding on new use cases and partners


• Improve penetration on new products by driving new use cases and capability development


• Drive analytics and market understanding with actionable insights

Key accountabilities and decision ownership

[max 5]:

• Category growth: Identify market requirements and development of new products to drive growth
  
  
  
  • Grow Domestic A2P through new use case
  
  
  • Performance marketing requirements on RBM- study, build and co-create products with consumer team (segmented offers)
  
  
  • Penetration of RBM as a channel of preference- for existing and new use cases
  
  
  • Mobile Identity offering to be developed to curb scams
  
  
  
  


• Analytics and Market insighting: Analytics on market data and insighting through customer and partner visits
  
  
  
  • Get insights into customer’s customer- through partners, Enterprise channels etc.
  
  
  • Data analytics to gain insights and develop consultative selling takeaways for end customers
  
  
  • Networking through industry events/ conferences, webinars etc., market report study etc.
  
  
  
  


• Cross-selling and Bundled: Create bundles and cross-selling offers on case to case basis
  
  
  
  • Gradually create ready to sell frameworks to create stickiness with the customers
  
  
  • Bundles to be created within the MVAS portfolio and beyond
  
  
  
  


• Sales enablement and Differentiation:
  
  
  
  • Create and implement effective strategies, cross functional collaborations etc.
  
  
  • Create and communicate clear USP for products through market visit, collateral etc.
  
  
  • Standardise internal processes and price offer mechanisms to ensure there is no internal cannibalization
  
  
  
  


• Strategic Partnership: De-risking dependence on limited set of partners:
  
  
  
  • Identifying, building and concluding new partnerships to ensure the business is sufficiently ringfenced
  
  
  • Build partnerships with ISVs, SIs to expand reach of new products like RBM through Enterprise teams
  
  
  
  

Core competencies, knowledge and experience [max 5]:

• Understanding of CPaaS and Enterprise buying behaviours and process


• Business Planning skills


• Structured approach to decision making and ability to take calculated risks


• Strong systems and process orientation


• At least 7 years of experience, of which minimum 2 years in sales or product management

Must have technical / professional qualifications:

• MBA in Marketing/ Finance  (preferred but not required)

Key performance indicators [max 3]:

• Ability to grow business on existing products


• Improve penetration on new products through use cases and capability development


• Drive analytics with actionable insights

Direct reports:

None

Dotted reports:

None