Zonal Sales Manager

Job Details

Job Title : Team Leader / Zonal Sales Manager

Function : Emerging Business

Sub : Function Sales

Level : Manager / Senior Manager

Position Description

The incumbent is expected to execute the Organization's Business growth strategy in the assigned geography & will own the revenue generation (Hunting) and maintenance (farming) across all LoBs – Data/Corporate Postpaid/Fixed Line/New Products.

As the Zonal Sales Manager, the incumbent will be leading ~8-13 frontline sales team & will be responsible for mentoring the team, building the right capabilities & govern the relevant performance parameters for the team on a regular basis and take corrective actions.

He/ She will connect and work with internal stakeholders to facilitate smoother business acquisition & customer issue resolution for all B2B Accounts.

Key Responsibilities & Accountabilities
Go-to-Market Strategy

Execute the GTM strategy in the assigned zone with a team of ~8-13 Account Managers.

Build sales plans, forecasts, funnel, and strategies to achieve sales targets and profitability growth.

Deliver as per the assigned targets for sales, revenue growth, churn, and product mix for the respective zone.

Allocate targets to respective AM basis territory potential.

Focus on both Hunting and Farming initiatives in the assigned zone.

Ensure the cascade and implementation of Serve-to-Sell model across the team for building and promoting stronger, long-lasting Customer relationships.

Build Digital capability in the team and drive new Work-ways leaning heavily on digital initiatives.

Trend Analysis & Action

Review the sales forecasts shared by the team and provide necessary support for closures.

Forecast revenue in line with the assigned target and take necessary action wherever required.

Identify emerging trends in the geography, especially for the new products and plan to leverage the same along with the relevant stakeholders.

Track and monitor competition plan and market insights and use them for enhancing the business in the geography.

People Management

Review and monitor performance of team members on an ongoing basis and provide requisite developmental support/ inputs.

Develop the team and update their knowledge base to cater to the organizational need by recommending trainings as required

Monitor employee satisfaction through attrition and engagement scores.

Chart out a clear talent development plan and identify and groom team members for higher responsibilities.

Own and manage a strong people connects at all levels to enable business

Knowledge, Certifications and Experience

Education Qualification MBA or PGDM with graduation in B. Tech/B. E (preferably)

Total Experience 5-10 years of experience in B2B sales with at least 3 years of people management experience

Preferred Domain: Experience with Telecom, OEM's, IT/ ITeS, FMCG organization

Key Interactions

Internal / External Stakeholders

(Internal means – External to the department and internal to the organization; External means – External to the organization)

Internal Network, Service, Product, Finance etc.

External Customer-admin, finance, CXO

Skills and Competencies

Technical Competencies People Leadership

Market Planning

Execution Excellence

Analyse Data to Draw Insights

Consultation & Facilitation Skills

Commercial Acumen

Digital First Mindset

Enterprise/Carrier Product Knowledge

Leadership and Behavioural Competencies Customer Obsession

Collaboration & Influence

Ownership Mindset

Leaders Building Leaders

Learning Agility

Navigating Change

Execution Excellence

Our Employee Value Proposition

Limitless Impact
Our Employee Value Proposition is made up of 3 pillars which is a succinct articulation of who we really are. Here's what you will get to experience if you're an Airtel employee:

You get to make a difference to internal and external customers by taking small and big ideas to success and therefore leaving footprints at the scale of billions. And beyond.

Limitless Ownership
You get to go above and beyond to take responsibility, challenge the norms and take risks to create big things in more ways than one.

Limitless Careers
You have the freedom to imagine, and an open canvas available to you to experiment and implement new ideas to gain depth and breadth of experiences.