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15h Left Business Manager-Enterprise KK

1 month ago

Bengaluru, Karnataka, India Airtel Business Full time
Job Description

Job Title : Business Manager

Function : Sales

Job Level : DGM/GM

Reporting to : Head Airtel Business, Circle

Purpose of the Job

The role is responsible for achieving vertical sales and revenue targets at the regional level through effective management of a team of account managers, handling sales for either voice or data solutions. The role is essentially involved in setting, allocating and ensuring meeting of the vertical sales targets for the region.

Act as a bridge between the organization and the client to nurture / develop a relationship between the client and the organization for mutual benefit and increase market share. Additionally, handle effectively Order Booking, Account Management, Customer Retention, Project Feasibility Customer Satisfaction , Key customer association, 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

- Develop new leads from new / existing accounts, coordinate kick off meetings, review customer requirements, identify Airtel Business capabilities for designing resolutions, ensuring preparation of RFS and project take-off.
- Ensure Account Coverage and Account Management with select industry clients and improve the revenues from accounts and manage the overall profitability for an account.
- Develop Enterprise Account based strategy i.e. understanding the existing telecom solutions and proposing solutions to maximize share of business
- Understand the business, market needs and the competitive environment of the client

Enhance Customer Experience And Delight

- 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
- Ensure adherence to SLA, project delivery and collections and have a keen eye towards customer satisfaction.
- Build the relationship with the customer by helping the customer get the best customized solution s/he can get.

Account Penetration & Account Planning

- Need to ensure account planning for the accounts and map the goals of the account and ensure coverage within the account both it terms of the breadth & width of the account.
- Help move the account over the continuum and get certification from the customer.

Team Development

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

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

Decision level

Prime: Final Decision Making authority, accountable to the Management

- Product DOAs
- Voice products basis on market dynamics
- Revenue & OB Growth of the set of accounts

Shared: Decisions reached jointly with peers on a collective basis

# Got to market strategy

# Co-creating Synergies and workways with Product/ TSG and CS team

# Managing RFPs , High capex and Bid management

Contributory: Makes a major contribution to a decision or policy judgment reached by others

- Competition information
- Customer experience

D emonstrate (Key competencies)

- Commercial Acumen
- New Age Consultative Selling
- Customer Service Orientation
- Key Account Planning & Management
- Executive Presence
- Enterprise/ Carrier Product Knowledge
- Relationship Building at all levels of the customer organization
- Strategic vision - both short term and long term.
- Time Management and delegation
- Building Teams: guide and motivate the team in order to achieve synergy
- Cross-functional collaboration

Educational Level

Must Have:

MBA or equivalent

Preferred:

B.E./ B. Tech. + MBA

Working Experience

Must Have:

DGM: 8 - 10 years experience in the B2B space

GM: 10-12 years experience in the B2B space

Preferred:

B2B Sales Experience in Telecom/ Technology domain, leading a team of 4-6

#ABUS