Zonal Sales Manager

5 days ago

Pune, India Airtel Full time

Purpose of the Job

This role provides an opportunity for the incumbent to execute the organizations 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

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