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Zonal Sales Manager

2 months ago

Udaipur, India Airtel Business Full time

This role is in the Airtel Business which is the B2B organization of Bharti Airtel Limited. Its offerings include solutions like connectivity based solutions, IOT, Datacenter & Managed Services, Security, Conferencing services and more.

Function : Emerging Business

Role : Zonal Sales Manager

Purpose of the Job

This role provides an opportunity for the incumbent to execute the organization’s strategy in the assigned geography with a team of ~15 Account Managers. He/ She will own the revenue generation (Hunting) and maintenance (farming) across all LoBs – Data/Corporate Postpaid/Fixed Line/New Products.

As the Zonal Sales Manager, the incumbent will mentor and guide the AMs, and work towards building the right capabilities in the team. He/ She will connect will work with internal stakeholders to drive the Serve- to-sell model for all B2B Accounts, govern the relevant performance parameters for the team on a regular basis and take corrective actions.

Key Deliverables

Go-to-Market Strategy:

Execute the GTM strategy in the assigned zone with a team of ~15 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

Allocate targets to respective AM basis territory potential

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

Build Digital capability in the team and drive new Work-ways leaning heavily on digital initiatives

People Leadership:

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

Ensure timely cascade of goals and target to the AMs and review them periodically

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

Connect with Account Managers 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

Skills Required Must-Have:

People leadership

Market planning

Execution excellence

Analyze data to draw insights

Consultation and facilitation skills

Commercial acumen

Ability to collaborate and work with cross-functional teams Digital first mindset

Good-to-Have:

Enterprise/ Carrier Product Knowledge

Educational Qualifications

Full Time Engineering graduate with MBA/ PGDM

Work Experience

8-10 years of experience in B2B sales with at least 4 years of people management experience

Experience with Telecom, OEM’s, IT/ ITeS, FMCG organization (preferred)