Key Account Manager

4 weeks ago

Mumbai, Maharashtra, India Airtel Business Full time
Responsible for end-to-end telecom & connectivity needs of a set of 30-35 accounts in the Enterprise Segment, primarily Mid to large Segment Accounts. Ensures achievement of the Sales & Revenue targets, by selling Data, Voice, VAS and new product solutions. Deliverables (Maximum 5-6 key responsibilities)

Deliverables

 Build strategic relationship with key decision makers in the accounts- Middle and Senior management, including CXOs

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

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

 Co-ordinate with the cross functional teams, both internally (BSG, 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

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.

 Account Penetration & Product Penetration

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)

 Commercial Acumen

 New Age Consultative Selling

 Customer Service Orientation

 Key Account Planning & Management

 Executive Presence – ability to handle CXO discussions

 Enterprise/ Carrier Product Knowledge

 Negotiation skills

 Ability to devise creative ideas to attract the target customer's attention

 Regular Follow –up

Educational Level

Must have:

 MBA or equivalent

Preferred:

 B. Tech. + MBA

Working Experience

Preferred:

-  B2B Sales Experience in Telecom/ Technology domain

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