Bharti Airtel

Deliverables (Maximum 5-6key responsibilities) IncreaseRevenue from Data, Mobile & Fixed lineBusiness

1. Develop new leads from new / existing accounts, coordinate kick off meetings, review customer requirements, identify Airtel Business capabilities for designing resolutions, ensuring preparation of RFS and project take-off.
2. Ensure Account Coverage and Account Management with select industry clients and improve the revenues from accounts and manage the overall profitability for an account.
3. Develop Enterprise Account based strategy i.e. understanding the existing telecom solutions and proposing solutions to maximize share of business
4. Understand thebusiness, market needsand the competitive environment of the client

Enhance customer experience and delight

1. Define customer impacting KPIs,review and monitor processes and

continuously improve customer support processes and manage the customer retention through churn control and effective rate control

1. Ensure adherence to SLA, projectdelivery and collections and have a keen eye towards customer satisfaction.
2. Build the relationship with the customerby helping the customer get the best customized solutions/he can get.

Account Penetration &Account Planning

1. Need to ensure account planning for the accounts and map the goals of the account and ensure coverage within the accountboth it terms of the breadth & width of the account.
2. Help move the account over the continuum and get certification from the customer.

Team Development

a. Grooma strong, empowered team, which drivesbusiness with self-initiative and provides benchstrength to the organization

MajorChallenges :

• Appreciate the currentchallenges and concerns of the key customers, as well as future trendsthat may be impactful to their business
• Needs to demonstrate knowledge and competency in relevant domainsin order to manage different stakeholders untoa common goaland direction.
• Networking and sellingskills are essential to develop strongcircle of influence across the companies.
• Internally,needs to guide/align direct and indirect organizations to deliverthe desired outcomes based on agreedteam strategy.
• Thoroughly understand the business of the organization in order to develop a true businessrelationship with the customer and cater to his/her needs accordingly

Decision level Prime: Final Decision Making authority, accountable to the Management

1. Product DOAs
2. Voice products basis on market dynamics
3. Revenue & OB Growth of the set of accounts

Shared: Decisions reached jointly withpeers on a

collective basis

# Got to marketstrategy

# Co-creating Synergies and workways with Product/ TSG and CSteam

# Managing RFPs , Highcapex

and Bid management

Contributory: Makes a major contribution to a decision or policy judgment

reached by others 1)Competition information

2)Customer experience

Demonstrate (Key competencies)

1. CommercialAcumen
2. New Age Consultative Selling
3. Customer Service Orientation
4. Key Account Planning & Management
5. Executive Presence
6. Enterprise/Carrier Product Knowledge
7. Relationship Building at all levels of the customer organization
8. Strategic vision- both short term and long term.
9. Time Management and delegation
10. Building Teams: guide and motivate the team in orderto achieve synergy
11. Cross-functional collaboration

Educational Level

Must have:

MBA or equivalent

Preferred:

B.E./ B. Tech. +MBA

Working Experience

Must have:

• DGM: 8- 10 years’ experience in the B2Bspace

Preferred:

B2B SalesExperience in Telecom/ Technology domain, leadinga team of 4-6

Primary accounts:

Account Mix –

• BM -Growth and Transformation Accounts– Mid-sized accounts and few large accounts

BM – Strategic accounts- Majorly large accounts, with few penetration accounts (with high revenue potential)

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