Zonal Sales Manager

2 weeks ago

Mumbai, 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[1]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 basisterritory 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

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