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GM - Cluster Segment Head (North & East)

Job Req ID:  15582

Mohali, IN

Function:  VIBS

Role profile - JD

Role title: Cluster Segment head- SME & SOHO

Function: VIBS

Band: M3

Department: Channels &  SOHO

Reports to: Cluster VIBS Head

Location: Cluster

Role purpose: Manage & scaleup  operations of the Channels & SOHO business for the cluster. Plan and deploy the requisit resources to gain market share, achieve Budgeted Revenue, NPS & Profit margin for the segment.

Develop new routes to market like SOHO, Start Up, and Alliance tie ups to gain market presence in the SME/Soho segment

Establish  digitally enabled Aqusistion model for Government & Startegic accounts

Key accountabilities and decision ownership

[max 5]:

  • To plan, budget, deliver segment revenues and contribution margins over a planning horizon including management of the subscriber acquisition costs
  • To implement coverage and distribution strategies aimed at delivering targeted product sales through a robust Channel Eco system in cluster
  • To design and implement standardized sales management processes, build scale in the operations & run R&R for channels to drive certain sales behaviour
  • Drive functional expertise & build best fit team with future expertise of Non mobility portfolio covering Fixed line, IOT & cloud
  • To develop different routes to market to deliver B2B services in the segment especially in tech base Start-up & System Integrators space
  • Build SOHO Business in the cluster and develop proposition base selling GTM
  • Build Coverage model for government & Strategic accounts and achieve gross target

Core competencies, knowledge and experience [max 5]:

  • Knowledge of B2B Channel Sales & Distribution
  • Leadership skills to drive large teams in matrix structure
  • Min 5 years Enterprise Sales management experience
  • Proposition  & solution selling
  • Decision making basis data analytics

Must have technical / professional qualifications:

  • B-tech & MBA



Budget owned:

Cluster  Revenue( 700 Crs Plus) and contribution margin for the segment

Acquisition DB for Government &  Strategic accounts

Key performance indicators [max 4]:

  • Cluster Sales Revenue & Contribution Margin for SME & SOHO
  • Distribution and coverage targets
  • Non Mobility Capability & contribution mix
  • Digital Enablement
  • Acquisition DB for Government &  Strategic accounts

Direct reports:

Direct – 6 to 8