Zonal Sales Manager

2 months ago

Mumbai, India Airtel Business Full time

Go-to-Market Strategy


  • Execute the GTM strategy in the assigned zone with a team 10-15 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
  • 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


People Leadership:


  • Ensure right hiring, team motivation and alignment to set goals and priorities
  • Track performance against the goals regularly, provide constructive feedback with relevant examples, and take corrective actions
  • Connect with Account Managers (Skip level connects) 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

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