GM - Strategic Accounts

Job Req ID: 47866

Location:
Ernakulam, IN

Function: VIBS

About:

Vodafone Idea Limited is an Aditya Birla Group and Vodafone Group partnership. It is India's leading telecom service provider. The Company provides pan India Voice and Data services across 2G, 3G and 4G platform. With the large spectrum portfolio to support the growing demand for data and voice, the company is committed to deliver delightful customer experiences and contribute towards creating a truly 'Digital India' by enabling millions of citizens to connect and build a better tomorrow. The Company is developing infrastructure to introduce newer and smarter technologies, making both retail and enterprise customers future ready with innovative offerings, conveniently accessible through an ecosystem of digital channels as well as extensive on-ground presence. The Company is listed on National Stock Exchange (NSE) and Bombay Stock Exchange (BSE) in India.

We're proud to be an equal opportunity employer. At VIL, we know that diversity makes us stronger. We are committed to a collaborative, inclusive environment that encourages authenticity and fosters a sense of belonging. We strive for everyone to feel valued, connected and empowered to reach their potential and contribute their best.

VIL's goal is to build and maintain a workforce that is diverse in experience and background but uniform in reflecting our Values of Passion, Boldness, Trust, Speed and Digital. Consequently, our recruiting efforts are directed towards attracting and retaining best and brightest talents. Our endeavour is to be First Choice for prospective employees.

VIL ensures equal employment opportunity without discrimination or harassment based on race, colour, religion, creed, age, sex, sex stereotype, gender, gender identity or expression, sexual orientation, national origin, citizenship, disability, marital and civil partnership/union status, pregnancy, veteran or military service status, genetic information, or any other characteristic protected by law.

VIL is an equal opportunity employer committed to diversifying its workforce.

Role

GM - Cluster Segment Head – Strategic Accounts

Function / Department

Cluster Strategic Accounts, VI Business

Location

Kerala

Band

M3

Job Purpose

To manage and drive the revenues of the Strategic Accounts Business in order to attain market leadership in large corporate segment in India, through revenue growth, market share and profit, the leadership, management, and motivation of the account sales team, whilst complying with agreed budget, timescales and agreed policy guidelines and regulatory norms

To position VIL as the preferred Technology partner by using thought leadership, Industry insights and Design thinking.

Deliver Profitable growth and ensure VIL leadership in terms of CMS & RMS

Adopting Digital First Culture Deliver the best in class customer experience to our customers globally with a high NPS score

Increased market share from integrated product, service, mobile solution offerings, and fixed data product, etc.

Key Result Areas/Accountabilities

To meet the overall Budgets of (Strategic Accounts) for the assigned territory on PAN India level in terms of OB/Revenue/Profitability.

Lead CXX / NPS in strategic accounts through multiple product penetration, Winning Complex Sales & Adopting Digital First Culture.

Cross Functional and Inter Cluster Engagement at Leadership Level to create and deliver Profitable growth via aligning Customer Business Challenge and VIL Roadmap in terms of GTM/Solution/Product Solutions and Co-Creation

Engagement with SA Team nationally to deliver the revenue growth in India.

Overall all KPIs for making VIL market Leader with higher growth rate in identified set of Strategic accounts than market

Ensuring sales process compliance norms and sales discipline.

Key performance indicators

Revenue Growth Target, contribution, TCV & AoV

Hunting Wins, Farming wins, Account SoW growth, Competition Churn, Product Penetration

Sales Governance – WCS, A/c Dossiers, 1SF, Funnel Management

NPS - Attain a targeted score on customer satisfaction surveys.

Drive C level Customer engagement & promote Vodafone Idea products and solution amongst them.

Core Competencies, Knowledge, Experience

12 years plus of which at least 4-5 year should be in a leadership positions managing cross functional teams and Account Management

A proven track record in meeting revenue targets in fixed line business.

Knowledge of specific areas - Sales and Marketing; Competition in Fixed Line Business; Competitor strengths & weakness.

People based experience - Experience in handling large sales team Good people management skills, at team player, strong influence and relationship management skills, customer centric.

Strong communication and decision-making skills – ability to balance conflicting interests and ability to lead in a high-growth, high-uncertainty environments

Must have technical / professional qualifications

MBA

Sales and cross functional work Experience of more than 12-15 years preferably in telecom

Strong Leadership Skills

Good knowledge of mobility, fixed and other communication technologies, technical sales background preferable

Direct reports: Area Sales Managers

Indirect reports: National Account Managers

Vodafone Idea Limited (formerly Idea Cellular Limited)

An Aditya Birla Group & Vodafone partnership