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AGM - Strategic Accounts

Job Req ID:  2725
Location: 

Pune, IN

Function:  Sales and Distribution
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.

<span style="font-family:"Calibri",sans-serif">Role

<span style="font-family:"Calibri",sans-serif">National Account Manager

<span style="font-family:"Calibri",sans-serif">Job Level/ Designation

<span style="font-family:"Calibri",sans-serif">AGM (M2)

<span style="font-family:"Calibri",sans-serif">Function / Department

<span style="font-family:"Calibri",sans-serif">Strategic Accounts (Vodafone Idea Business Services)

<span style="font-family:"Calibri",sans-serif">Location

<span style="font-family:"Calibri",sans-serif">Pune

<span style="font-family:"Calibri",sans-serif">Job Purpose

  • <span style="font-family:"Calibri",sans-serif">To manage and deliver revenue growth from allocated Strategic accounts.
  • <span style="font-family:"Calibri",sans-serif">To drive a focused account strategy adopting Vodafone Idea Winning Complex Sales model to grow VF share in these accounts pan India across integrated Mobility, Fixed Line & Focused products
  • <span style="font-family:"Calibri",sans-serif">Deliver the best in class customer experience with a high NPS score. To Farm and create new hunting opportunities in these accounts and grow VF wallet and mind share.

<span style="font-family:"Calibri",sans-serif">Key Result Areas/Accountabilities

  • <span style="font-family:"Calibri",sans-serif">Revenue Growth Management
  • <span style="font-family:"Calibri",sans-serif">Directs strategic account planning and leadership for a defined targeted set of Strategic accounts and deliver Revenue growth target in line with the assigned DB.
  • <span style="font-family:"Calibri",sans-serif">Formulates strategies to market for nominated Strategic accounts in conjunction with the Propositions and industry segments area
  • <span style="font-family:"Calibri",sans-serif"> Engagement with various circles to deliver the national revenue growth ( HQ and NHQ)
  • <span style="font-family:"Calibri",sans-serif">Drives accelerated revenue growth by identifying potential markets for new and existing products and services in targeted accounts
  • <span style="font-family:"Calibri",sans-serif">To achieve the product specific revenue targets for Mobility, Fixed Line & other products.
  • <span style="font-family:"Trebuchet MS",sans-serif">Works with Service Manager to optimize the customer relationship to assist in winning new accounts
  • <span style="font-family:"Calibri",sans-serif">Assesses customer and market trends and provides timely and accurate revenue forecasting.
  • <span style="font-family:"Calibri",sans-serif">Sets and manages the P&L of allocated Strategic accounts and responsible for the delivery of the P& L
  • <span style="font-family:"Calibri",sans-serif">Product Penetration Management
  • <span style="font-family:"Calibri",sans-serif">Analyses statistical data related to prospective client business and industry to identify market trends for Vodafone products and services to assist with winning new customers.
  • <span style="font-family:"Calibri",sans-serif">Positioning all the product portfolio through consultative selling approach across all the buying centres in an account
  • <span style="font-family:"Calibri",sans-serif">RFP Management
  • <span style="font-family:"Calibri",sans-serif">With the support of the corporate commercial team, actively participates in the development of high quality, strategic proposals which incorporate key value propositions. Provides strategic message and information specific to the customer, to be incorporated into proposal.
  • <span style="font-family:"Calibri",sans-serif">Contributes to and participates in the opportunity review process ( Winning Complex Sales Process)
  • <span style="font-family:"Calibri",sans-serif">Sales process management
  • <span style="font-family:"Calibri",sans-serif">Ensuring the basic hygiene & completeness across all the below sales processes & programs
    • <span style="font-family:"Calibri",sans-serif">ESMS (Funnel Management) & Account Plan
  • <span style="font-family:"Calibri",sans-serif">Executive Briefing for C-level meetings & NHQ engagement
  • <span style="font-family:"Calibri",sans-serif">Responsible for designing and implementing targets and laying account strategy with proper governance mechanism achieving a harmony with cross functional teams to achieve product level and geographical leadership.

<span style="font-family:"Calibri",sans-serif">Core Competencies, Knowledge, Experience

  • <span style="font-family:"Trebuchet MS",sans-serif">4 – 8 years of experience in enterprise solution selling
  • <span style="font-family:"Trebuchet MS",sans-serif">Previous experience doing large scale business development
  •  
  • <span style="font-family:"Calibri",sans-serif">Managing C-level engagement
  • <span style="font-family:"Calibri",sans-serif">C – Level Customer stakeholder engagement and escalation contact for all customer experience related issues and build the relationship to drive commercial opportunities
  • <span style="font-family:"Calibri",sans-serif">Farming and nurturing deep engagements across buying centres of identified Prime accounts
  • <span style="font-family:"Calibri",sans-serif">Responsible for customer specific workshops and devise bespoke solutions to cater to customer business challenges via consultative selling
  • <span style="font-family:"Calibri",sans-serif">Exploring mutual collaboration opportunities as partners in the market.

 

  • <span style="font-family:"Calibri",sans-serif">Managing CXX
  • <span style="font-family:"Calibri",sans-serif">Influences VI Account Sponsors and Group decision makers to secure appropriate resource and delivery to nominated customers within milestones and timeframes
  • <span style="font-family:"Calibri",sans-serif">Deliver the best in class customer experience with a high NPS score
  • <span style="font-family:"Calibri",sans-serif">Replicating the best practices across all the HQ-NHQ locations
  • <span style="font-family:"Calibri",sans-serif">Escalation contact for all customer experience related issues
  • <span style="font-family:"Calibri",sans-serif">Creates and manages the overall account development and strategic plan to deliver higher profitability and CXX.
  • <span style="font-family:"Calibri",sans-serif">Ensures virtual team works collaboratively with all other functions within Vodafone.
  • <span style="font-family:"Calibri",sans-serif">Decides quality levels, functionality and capability of services for specific customers in conjunction with the Service Manager.

<span style="font-family:"Calibri",sans-serif">Must have technical / professional qualifications

  • <span style="font-family:"Trebuchet MS",sans-serif">Must have experience in enterprise solution selling for fixed line & Non Mobility products,
  • <span style="font-family:"Trebuchet MS",sans-serif">Must be Post Graduate candidate
  • <span style="font-family:"Trebuchet MS",sans-serif">Must have P&L experience and be able to acquire business profitably

 

<span style="font-family:"Trebuchet MS",sans-serif"> 

 

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