AGM - National Accounts - LA

Role

NAM – SA

Function / Department

VIBS

Band

M2 - AGM

Location

KOLKATA

Job Purpose

To manage and drive the revenues of the selected accounts in order to attain market leadership in Strategic Account 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 VIBS 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 revenue

Business 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  accounts

Process 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 accounts

Core Competencies, Knowledge, Experience

 Critical Success Factors

• Continuous Learning & Empowering Talent
• Communicate with care
• Leads Decision Making & Delivering Results
• Builds Strategic Relationships & Organizational Agility

Threshold Functional Competencies

• Product, Service and Technology Knowledge – Enterprise
• Negotiation
• Sales Planning and Forecasting

Differentiating Functional Competencies

• Customer Relationships
• Solution Selling

Experience

• A proven track record in meeting revenue and number targets.
• Knowledge of Corporate Sales; Also, knowledgeable on account management concepts.

Account and man-management capabilities Strong presentation skills



Must have technical / professional qualifications

 MBA from a reputed institute