Agm - Strategic Account

Job Req ID: 35917- Location: Pune, IN- Function: VIBS- About:
**Role**

National Account Manager

**Job Level/ Designation
AGM (M2)

**Function / Department**

Strategic Accounts (Vodafone Idea Business Services)

**Location**

Pune

**Job Purpose**
- To manage and deliver revenue growth from allocated Strategic accounts.
- To drive a focused account strategy adopting Vodafone Idea Winning Complex Sales model to grow VF share in these accounts pan India across integrated Mobility, Fixed Line & Focused products
- Deliver the best in class customer experience with a high NPS score. To Farm and create new hunting opportunities in these accounts and grow VF wallet and mind share.

**Key Result Areas/Accountabilities**
- **Revenue Growth Management**:

- Directs strategic account planning and leadership for a defined targeted set of Strategic accounts and deliver Revenue growth target in line with the assigned DB.
- Formulates strategies to market for nominated Strategic accounts in conjunction with the Propositions and industry segments area
- Engagement with various circles to deliver the national revenue growth ( HQ and NHQ)
- Drives accelerated revenue growth by identifying potential markets for new and existing products and services in targeted accounts
- To achieve the product specific revenue targets for Mobility, Fixed Line & other products.
- Works with Service Manager to optimize the customer relationship to assist in winning new accounts
- Assesses customer and market trends and provides timely and accurate revenue forecasting.
- Sets and manages the P&L of allocated Strategic accounts and responsible for the delivery of the P& L
- **Product Penetration Management**:

- Analyses statistical data related to prospective client business and industry to identify market trends for Vodafone products and services to assist with winning new customers.
- Positioning all the product portfolio through consultative selling approach across all the buying centres in an account
- **RFP Management**:

- With the support of the corporate commercial team, actively participates in the development of high quality, strategic proposals which incorporate key value propositions. Provides strategic message and information specific to the customer, to be incorporated into proposal.
- Contributes to and participates in the opportunity review process ( Winning Complex Sales Process)
- **Sales process management**:

- Ensuring the basic hygiene & completeness across all the below sales processes & programs
- ESMS (Funnel Management) & Account Plan
- Executive Briefing for C-level meetings & NHQ engagement
- Responsible for designing and implementing targets and laying account strategy with proper governance mechanism achieving a harmony with cross functional teams to achieve product level and geographical leadership.

**Core Competencies, Knowledge, Experience**
- 4 - 8 years of experience in enterprise solution selling
- Previous experience doing large scale business development
- **Managing C-level engagement**:

- C - Level Customer stakeholder engagement and escalation contact for all customer experience related issues and build the relationship to drive commercial opportunities
- Farming and nurturing deep engagements across buying centres of identified Prime accounts
- Responsible for customer specific workshops and devise bespoke solutions to cater to customer business challenges via consultative selling
- Exploring mutual collaboration opportunities as partners in the market.
- **Managing CXX**:

- Influences VI Account Sponsors and Group decision makers to secure appropriate resource and delivery to nominated customers within milestones and timeframes
- Deliver the best in class customer experience with a high NPS score
- Replicating the best practices across all the HQ-NHQ locations
- Escalation contact for all customer experience related issues
- Creates and manages the overall account development and strategic plan to deliver higher profitability and CXX.
- Ensures virtual team works collaboratively with all other functions within Vodafone.
- Decides quality levels, functionality and capability of services for specific customers in conjunction with the Service Manager.

**Must have technical / professional qualifications**
- Must have experience in enterprise solution selling for fixed line & Non Mobility products,
- Must have P&L experience and be able to acquire business profitably