Share this Job

GM-Cluster Segment Head

Job Req ID:  17401

New Delhi, IN

Function:  VIBS

Role profile

Role title: SA : Cluster Segment ASM

Function:  Strategic Accounts

Band: M3

Department: VIBS

Reports to: SA Segment Head

Location: Delhi

Role purpose:


To manage and drive the revenues of the Strategic Accounts Business in order to attain market leadership in large corporate segment in India, through revenue growth, market share and profit, the leadership, management, and motivation of the account sales team, whilst complying with agreed budget, timescales and agreed policy guidelines and regulatory norms


  • To position VIL as the preferred Technology partner by using thought leadership, Industry insights and Design thinking.
  • Deliver Profitable growth and ensure VIL leadership in terms of CMS & RMS
  • Adopting Digital First Culture Deliver the best in class customer experience to our customers globally with a high NPS score
  • Increased market share from integrated product, service, mobile solution offerings, and fixed data product, etc.

Key accountabilities and decision ownership [max 5]:


  • To meet the overall Budgets of (Strategic Accounts) for the assigned territory on PAN India level in terms of OB/Revenue/Profitability.
  • Lead CXX / NPS in strategic accounts through multiple product penetration, Winning Complex Sales & Adopting Digital First Culture.
  • Cross Functional and Inter Cluster Engagement at Leadership Level to create and deliver Profitable growth via aligning Customer Business Challenge and VIL Roadmap in terms of GTM/Solution/Product Solutions and Co-Creation
  • Engagement with SA Team nationally to deliver the revenue growth in India.
  • Overall all KPIs for making VIL market Leader with higher growth rate in identified set of Strategic accounts than market
  • Ensuring sales process compliance norms and sales discipline.
  • Overall Development of area sales managers and national Account Managers.


Core competencies, knowledge and experience [max 5]:

  • 12 years plus of which at least 4-5 year should be in a leadership positions managing cross functional teams and Account Management
  • A proven track record in meeting revenue targets in fixed line business.
  • Knowledge of specific areas - Sales and Marketing; Competition in Fixed Line Business; Competitor strengths & weakness.
  • People based experience - Experience in handling large sales team Good people management skills, at team player, strong influence and relationship management skills, customer centric.
  • Strong communication and decision making skills – ability to balance conflicting interests and ability to lead in a high-growth, high-uncertainty environments

Must have technical / professional qualifications:

  • MBA background
  • Sales and cross functional work Experience of more than 12-15 years preferably in telecom
  • Strong Leadership Skills
  • Good knowledge of  mobility, fixed and other communication technologies, technical sales background preferable

Budget owned:

  • India Target : 120-200 Crores

Key performance indicators [max 3]:

  • Revenue Growth Target, contribution, TCV & AoV,
  • Hunting Wins, Farming wins, Account SoW growth, Competition Churn, Product Penetration
  • Sales Governance – WCS, A/c Dossiers, 1SF, Funnel Management
  • NPS- Attain a targeted score on customer satisfaction surveys.
  • Drive C level Customer engagement & promote Vodafone Idea products and solution amongst them.

Direct reports:   :  2-3 ASM’s and

Indirect reports : 15-18 NAM’s

Dotted reports: