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Key Account Manager

2 months ago

Thiruvananthapuram, India airtel Full time

Job Description (Deliverables, Decision level, Demonstrate & Dimensions)

Job Title: Account Manager- Government Accounts

Job Level: Sr.Manager

Function: Sales Location: Reporting to: Business Manager


Purpose of the Job


Responsible for end-to-end telecom & connectivity needs of a set of Government/ PSU Accounts. Ensures achievement of the Sales & Revenue targets, by selling Core Data Services ( MPLS, ILL, VSAT, NLD ) , Non Core Data Services ( Collaboration Video/Audio, Network Integration, Data Center Managed Services, Cloud Services, IoT ) Voice Solutions ( Mobility & Fixed Line ) in line with the government bids/ tenders.


Deliverables (Maximum 5-6 key responsibilities) Deliverables

· Build strategic relationship with key decision makers in the assigned accounts

· Stay up-to-date with the tendering, process/ compliances in the segment

· Ensure diligent bid management with the bid managers and the TSG team

· Driving revenue enhancement in the accounts (both Data and Voice) though effective account management, along-with retention and timely collection of the existing revenue

· Augment solution selling, and drive new product penetration in emerging markets

· Co-ordinate with the cross functional teams, both internally (TSG, CE, Networks, etc) and externally (Partners, Vendors, Clients, etc) to ensure business target achievements and meeting customer expectations on service delivery.

· Ensure the account business target achievement on: Order booking, Revenues, Collections, New Account identification and Churn control

· Business processes: Comply and follow business processes both internal and external in line with government Policies Major Challenges:

· To work in alignment with processes on Data and Voice

· To work on retention of existing revenue as well and grow new products.

· Stakeholder Management and building strong relationships in the Accounts Page 2 of 2 Confidential Decision level Prime: Final Decision Making authority, accountable to the Management Shared: Decisions reached jointly with peers on a collective basis Contributory: Makes a major contribution to a decision or policy judgment reached by others Demonstrate (Key competencies)

· Thorough knowledge of tendering business in Govt /PSU industry (Must)

· Zeal to tackle new challenges.

· Knowledge of Sell through business in large & complex project

· Commercial Acumen

· Customer Service Orientation

· Key Account Planning & Management

· Executive Presence – ability to handle CXO discussions

· Enterprise & nex generation Product Knowledge

· Ability to devise creative ideas to attract the target customer’s attention

· Liaising with the key stakeholders Educational Level Must have

: · MBA or equivalent Preferred: · B. Tech. + MBA Working Experience Must have:

· Asstt Mgr:5 – 6 years’ Enterprise Sales experience in the Govt sector/ PSUs preferably from telco/system integrator industry

· Manager: 7+ years’ Enterprise Sales experience in the Govt sector/ PSUs preferably from telco/system integrator industry Dimensions Impact of position on : i) Revenue : Data – Rs 100 mn & Voice – Rs 300 mn ii) OB : 80 Mn ~ 120 Mn Impact on customers : i) Type of customers Mainly Internal Mainly External Fair mix of Internal & External No. of Subordinates : i) Direct: NIL ii)Indirect: NIL.