Bharti Airtel

7 days ago

HyderabadBhopalNasikMumbai, India Bharti Airtel Limited Full time
Please find the below JD for ZSM.

Bharti Airtel Limited is a leading global telecommunications company with operations in 18 countries across Asia and Africa. Headquartered in New Delhi, India.

In India, the company's product offerings include 2G, and 4G wireless services, mobile commerce, fixed line services, high speed broadband, enterprise services including national & international long distance services to carriers.

In the rest of the geographies, it offers 2G, 4G wireless services and mobile commerce. We are always looking for people who are thinkers and doers.

People with passion, curiosity and conviction, people who are eager to break away from conventional roles and do 'jobs never done before'.

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 :
TL - Emerging Business/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 ServetoSell model across the team for building and promoting stronger, longlasting Customer relationships.
  • Build Digital capability in the team and drive new Workways 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 crossfunctional teams
  • Digital first mindset

Good-to-Have :

  • Enterprise/Carrier Product Knowledge

Educational Qualifications :

  • Full Time Engineering graduate with MBA/PGDM

Work Experience :

  • 810 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)

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