GM - Area Sales
6 months ago
Purpose
To manage and drive the revenues of the selected accounts through a team of Account Manager in order to attain market leadership in large corporate segment through effective account management, revenue growth, market share and profit whilst complying with agreed budget, timescales and agreed policy guidelines and regulatory norms
Key Result Areas/Accountabilities
Revenue Management
To achieve circle budgeted revenue target for all VBS products from allocated HQ accounts. Revenue enhancement by adding quality sales with high ARPU Margin management in tariff plans offered to the customer. To manage & grow exiting revenue generating farming accounts. Generate new revenue by adding new products and services in new and existing accounts as per agreed target Deliver Mobility Voice & Data targets along with Fixed line order booking and revenueBusiness Development
Achievement of new account opening target as per agreed hunting accounts for both Mobility and Atlas. Generate monthly revenues and convert them into farming category Active participation in all National programs & Initiatives including PSU Programs, WAAC+ etc. Full participation on generating pipeline for large opportunity of Mobility and fixed and get 1 large wins from each category. Guide & Assist local marketing team to do UnR in your accountsProcess Management
Build discipline of usage of SFDC as appropriate and maintain forecast accuracy to within 5% of committed revenue forecast for each quarter in SFDC Adherence of sales processes including Tariff Approvals, Bid management, OMT, A/c enlistment etc Financial Analysis for existing accounts (Revenue, Gross & Net Adds, ARPU, RPM, Contribution, EBITDA etc.) To drive CXO level Engagement in nominated accountsHSW Compliance
Ensure that the HSW norms are adhered toCore Competencies, Knowledge, Experience
Critical Success Factors
Continuous Learning & Empowering Talent Communicate with care Leads Decision Making & Delivering Results Builds Strategic Relationships & Organizational AgilityThreshold Functional Competencies
Product, Service and Technology Knowledge – Enterprise Negotiation Sales Planning and ForecastingDifferentiating Functional Competencies
Customer Relationships Solution SellingExperience
A proven track record in meeting revenue and number targets through Team Knowledge of Corporate Sales; Also, knowledgeable on account management concepts. Account and man-management capabilitiesKey Performance Indicators
Incremental Revenue New Order Booking New Order Delivery/Commissioning Increased Account Coverage & Penetration Multi Product Penetration in Accounts New Logo Acquisitions Incremental Mobility Subscriber Base Churn Management Net ARPA Growth from EnterpriseBudget owned
Financial (Limits/Mandates Etc.)
The incumbent will be responsible for Account Management as per the benchmark decided by VBS To achieve budgeted revenue target for VBS products with effective implementation of National Programs & Initiatives The role holder would be responsible for acquiring new accountsNon - Financial
Driving a customer focused approach would be a critical dimension of the role with high focus on service differentiation.Account penetration will be one of the key focus areas and the incumbent will provide the impetus for innovation and change in circle operations.
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