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AGM - Account Manager - Government

Job Req ID:  11829

New Delhi, IN

Function:  VIBS


NAM - Government

Function / Department



M2 - AGM



Job Purpose

To manage and drive the revenues of the selected accounts in order to attain market leadership in Government 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 Government Accounts.
  • Revenue enhancement by  adding quality sales with high ARPU Customers
  • Margin management in tariff plans offered to the customer.
  • To manage & grow exiting revenue generating farming Govt. 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

  • Formulate comprehensive Sales Strategy & execute across multiple State & Central Government Accounts.
  • Shall be responsible for generating funnel from Government Accounts.
  • Achievement of new account opening target as per agreed hunting accounts for both Mobility and FLX. Generate monthly revenues and convert them into farming category
  • Active participation in all National programs & Initiatives including Government Programs 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 1SF  as appropriate and maintain forecast accuracy to within 5% of committed revenue forecast for each quarter in 1SF
  • 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 Government 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



  • 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