GM - Area Sales

Job Req ID: 44775

Location:

Mumbai, 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.

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 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 HSW Compliance Ensure that the HSW norms are adhered to
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 through Team Knowledge of Corporate Sales; Also, knowledgeable on account management concepts. Account and man-management capabilities
Key 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 Enterprise
Budget 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 accounts Non - 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.
Must have technical / professional qualifications	Sales experience 5 to 10 years Strategic Account management Preferred MBA

Vodafone Idea Limited (formerly Idea Cellular Limited)
An Aditya Birla Group & Vodafone partnership