GM - Area Sales

Purpose

To manage and drive the revenues of the selected accounts through a team of Account Manager in order to attain market leadership in large corporate segment through effective account management, revenue growth, market share and profit whilst complying with agreed budget, timescales and agreed policy guidelines and regulatory norms

Key Result Areas/Accountabilities

Revenue Management

• To achieve circle budgeted revenue target for all VBS products from allocated HQ accounts.


• Revenue enhancement by  adding quality sales with high ARPU


• Margin management in tariff plans offered to the customer.


• To manage & grow exiting revenue generating farming accounts.


• Generate new revenue by adding new products and services in new and existing accounts as per agreed target


• Deliver Mobility Voice & Data  targets along with Fixed line order booking and revenue

Business Development

• Achievement of new account opening target as per agreed hunting accounts for both Mobility and Atlas. Generate monthly revenues and convert them into farming category


• Active participation in all National programs & Initiatives including PSU Programs, WAAC+ etc.


• Full participation on generating pipeline for large opportunity of Mobility and fixed and get 1 large wins from each category.


• Guide & Assist local marketing team to do UnR in your  accounts

Process Management

• Build discipline of usage of SFDC  as appropriate and maintain forecast accuracy to within 5% of committed revenue forecast for each quarter in SFDC


• Adherence of sales processes including Tariff Approvals,  Bid management, OMT, A/c enlistment etc


• Financial Analysis for existing accounts (Revenue, Gross & Net Adds, ARPU, RPM, Contribution, EBITDA etc.)


• To drive CXO level Engagement in nominated accounts

HSW Compliance

• Ensure that the HSW norms are adhered to

Core Competencies, Knowledge, Experience

Critical Success Factors

• Continuous Learning & Empowering Talent


• Communicate with care


• Leads Decision Making & Delivering Results


• Builds Strategic Relationships & Organizational Agility

Threshold Functional Competencies

• Product, Service and Technology Knowledge – Enterprise


• Negotiation


• Sales Planning and Forecasting

Differentiating Functional Competencies

• Customer Relationships


• Solution Selling

Experience

• A proven track record in meeting revenue and number targets through Team


• Knowledge of Corporate Sales; Also, knowledgeable on account management concepts.


• Account and man-management capabilities

Key Performance Indicators

• Incremental Revenue


• New Order Booking


• New Order Delivery/Commissioning


• Increased Account Coverage & Penetration


• Multi Product Penetration in Accounts


• New Logo Acquisitions


• Incremental Mobility Subscriber Base


• Churn Management


• Net ARPA Growth from Enterprise

Budget owned

Financial (Limits/Mandates Etc.)

• The incumbent will be responsible for Account Management as per the benchmark decided by VBS


• To achieve budgeted revenue target for VBS products with effective implementation of National Programs & Initiatives


• The role holder would be responsible for acquiring new accounts

Non - Financial

• Driving a customer focused approach would be a critical dimension of the role with high focus on service differentiation.

Account penetration will be one of the key focus areas and the incumbent will provide the impetus for innovation and change in circle operations.

Must have technical / professional qualifications

• Sales experience 5 to 10 years


• Strategic Account management


• Preferred MBA