Business Manager

2 weeks ago

mumbai, India Airtel Business Full time

Purpose of the Job:

The role is responsible to lead a salesteam of Account Managers for a group of accounts in the Mid-Market / Corporate segment within a particular region. This team will handle sales for all data, voice and other products offered by Airtel. The role is essentially involved in setting, allocating and ensuring meeting of the sales targets for the region.

Act as a bridge between the organization and the client to nurture / develop a relationship for mutual benefit and increase market share. Additionally, handle effectively Order Booking, Account Management, Customer Retention, Project Feasibility Customer Satisfaction, Key customer engagements, Inter-functional and Intra functional Interaction Process Flow and SLA adherence Information.


Deliverables (Maximum 5-6 key responsibilities)

Increase Revenue from Data, Mobile & Fixed line Business

a. Develop new leads from identified accounts, coordinate kick off meetings, review customer requirements, identify Airtel Business capabilities for designing resolutions, ensuring preparation of RFS and project take-off.

b. Ensure Account Coverage and Account Management with select industry clients and improve the revenues from accounts and manage the overall profitability for an account.

c. Develop Account based strategy i.e. understanding the existing telecom solutions and proposing solutions to maximize share of business

d. Understand the business, market needs and the competitive environment of the client

Enhance customer experience and delight

a. Define customer impacting KPIs, review and monitor processes and

continuously improve customer support processes and manage the customer retention through churn control and effective rate control

b. Ensure adherence to SLA, project delivery and collections and have a keen eye towards customer satisfaction.

c. Build the relationship with the customer by helping the customer get the best customized solution s/he can get.

Account Penetration & Account Planning

a. Ensure account planning for the accounts both in terms of the breadth & width of the account.

b. Help move the account over the continuum and get certification from the customer.

Team Development

a. Groom a strong, empowered team, which drives business with self-initiative and provides bench strength to the organization


Major Challenges :

 Appreciate the current challenges and concerns of the key customers, as well as future trends that may be impactful to their business

 Needs to demonstrate knowledge and competency in relevant domains in order to manage different stakeholders unto a common goal and direction.

 Networking and selling skills are essential to develop strong circle of influence across the companies.

 Internally, needs to guide/align direct and indirect organizations to deliver the desired outcomes based on agreed team strategy.

 Thoroughly understand the business of the organization in order to develop a true business relationship with the customer and cater to his/her needs accordingly


Demonstrate (Key competencies)

a. Building Teams: guide and motivate the team in order to achieve synergy

b. Customer Service Orientation

c. New Age Consultative Selling

d. Understanding of technology

e. Executive Presence

f. Commercial Acumen

g. Key Account Planning & Management

h. Time Management and delegation

i. Cross-functional collaboration


Educational Level

Must have:

MBA or equivalent

Preferred:

B.E./ B. Tech. + MBA


Working Experience

Must have:

6-8 years’ experience in B2B Sales Experience in Telecom/ Technology domain, team leadership experience of atleast 2 years

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