GM - Area Sales Manager

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.

Role

GM-Area Sales

Function / Department

Enterprise, Cluster Strategic Accounts

Location

Delhi

Band

M3

Job Purpose

To manage and drive the revenues of the selected accounts through a team of Account Manager in order to attain market leadership in Cluster Strategic Accounts 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 HQ accounts.
• Revenue enhancement by adding quality sales with high ARPU
• Margin management in tariff plans offered to the customer.
• To manage & grow existing revenue generating farming accounts.
• Generate new revenue by adding new products and services in new and existing accounts as per agreed target
• Deliver New Business Order Booking & Revenue Targets for Mobility, IoT, FLX, Cloud products.
  
  
  

Business Development

• Achievement of new account opening target as per agreed hunting accounts for both Mobility and Atlas. Generate monthly revenues and convert them into farming category
• Active participation in all National programs & Initiatives including PSU Programs, WAAC+ 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 ViBH as appropriate and maintain forecast accuracy to within 5% of committed revenue forecast for each quarter in ViBH
• 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 accounts
  
  
  

HSW Compliance

• Ensure that the HSW norms are adhered to
  
  
  

Core Competencies, Knowledge, Experience

• 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 in working under Six Sigma, ITIL, ETOM, TL9000 etc. process frameworks
  
  
  

Must Have Technical / Professional Qualifications

• Sales experience 7 to 10 years
• Strategic Account management
• Preferred MBA
  
  
  

Vodafone Idea Limited (formerly Idea Cellular Limited)

An Aditya Birla Group & Vodafone partnership