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This role is in the Airtel Business which is the B2B organization of Bharti Airtel Limited. Its offerings include solutions like connectivity based solutions, IOT, Datacenter & Managed Services, Security, Conferencing services and more.
Function :
Emerging Business
Role :
Zonal Sales Manager
Purpose of the Job
This role provides an opportunity for the incumbent to execute the organization’s strategy in the assigned geography with a team of ~15 Account Managers. He/ She will own the revenue generation (Hunting) and maintenance (farming) across all LoBs – Data/Corporate Postpaid/Fixed Line/New Products.
As the Zonal Sales Manager, the incumbent will mentor and guide the AMs, and work towards building the right capabilities in the team. He/ She will connect will work with internal stakeholders to drive the Serve- to-sell model for all B2B Accounts, govern the relevant performance parameters for the team on a regular basis and take corrective actions.
Key Deliverables
Go-to-Market Strategy:
Execute the GTM strategy in the assigned zone with a team of ~15 Account Managers
Build sales plans, forecasts, funnel and strategies to achieve sales targets and profitability growth
Deliver as per the assigned targets for sales, revenue growth, churn and product mix for the respective zone
Allocate targets to respective AM basis territory potential
Focus on both Hunting and Farming initiatives in the assigned zone
Analyze the Customer inputs captured by the team in the BUC (Bottom Up Construct) to build prospects
Work with Market Planning team for driving fiber network expansion in the identified potential B2B buildings and clusters
Ensure the cascade and implementation of Serve-to-Sell model across the team for building and promoting stronger, long-lasting Customer relationships
Build Digital capability in the team and drive new Work-ways leaning heavily on digital initiatives
People Leadership:
Ensure right hiring, team motivation and alignment to set goals and priorities
Ensure timely cascade of goals and target to the AMs and review them periodically
Track performance against the goals regularly, provide constructive feedback with relevant examples, and take corrective actions
Connect with Account Managers on weekly basis, seek feedback and take necessary action
Identify learning needs of the team and partner with HR to get the same delivered
Drive regular rewards and recognition programs as per Central guidelines
Trend analysis & Action
Review the sales forecasts shared by the team and provide necessary support for closures
Make revenue forecast in line with the assigned target and take necessary action wherever required
Identify emerging trends in the geography, especially for the new products and plan to leverage the same along with the relevant stakeholders
Keep track of competition plans and market insights and use them for enhancing the ARPA, NAP in the geography
Skills Required Must-Have:
People leadership
Market planning
Execution excellence
Analyze data to draw insights
Consultation and facilitation skills
Commercial acumen
Ability to collaborate and work with cross-functional teams Digital first mindset
Good-to-Have:
Enterprise/ Carrier Product Knowledge
Educational Qualifications
Full Time Engineering graduate with MBA/ PGDM
Work Experience
8-10 years of experience in B2B sales with at least 4 years of people management experience
Experience with Telecom, OEM’s, IT/ ITeS, FMCG organization (preferred)
