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Zonal Sales Manager-Small Business

4 months ago

Gurugram, India Airtel Business Full time

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)