Key Accounts Manager_ Field Sales_ Indivisual Role

5 days ago

Hyderabad Mumbai Pune, India Airtel Full time ₹ 12,00,000 - ₹ 36,00,000 per year

Job Title: Key Account Manager

Function: Sales

Reporting to: Business Manager

Responsible for end-to-end telecom, connectivity, cloud and cybersecurity 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 cloud related 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 Cloud, Cybersecurity, Data, 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 customers 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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