Key Account Manager - IT/Telecom

Key Account Manager

JOB DESCRIPTION

Position Title: Key Account Manager

Reporting to: Regional Sales Head

Level: Asst. Manager/ Manager

Function: Sales

Experience Range Required: 2-8 Years

Academic Background :

Essential – B. Tech. (Electronics/ Telecom) or an equivalent recognized diploma in IT / Telecom engineering

Desirable – MBA or an equivalent business management degree.

General Accountability

- To handle the end-to-end telecom & connectivity needs of a set of Key accounts. Ensure achievement of the sales & Revenue targets, by selling Data, Voice, VAS and new product solutions.

Nature and Scope

- The role is responsible for achieving the set order booking/ revenue targets for the vertical in the region by effectively handling Key accounts and taking care of their entire range of telecom requirements across all data & voice solutions.

- The role is responsible for identifying & developing new leads from new / existing accounts, coordinating first kick-off meetings, reviewing customer requirements, identifying Company capabilities for designing resolutions, ensuring preparation of RFS and project take-off.

- Further, the role handles day-to-day customer management operations and provides timely resolution for customer issues and complaints.

- The role is required to regularly interface with the client and take account of any changes in customer needs. The role is responsible for practicing effective relationship management, especially for clients requiring data solutions, to nurture associations.

The key challenges for the role are:

- Managing key customers and building long-term relationships leading to increased business for Company

- Managing difficult customers competently while ensuring no customer churns

- Handling each customer transaction from end-to-end and ensuring customer delight, despite drastic increase in number of transactions

1. Technical Domain Knowledge:

- Exposure/ Information/ Comfort on

- New technologies, vendors, competitors operating in the vertical

- Practical / user level understanding / knowledge of

- IT/ Telecom technology - networking concepts and LAN/WAN/Desktop/NMS/telecom infrastructure, voice & data technologies, e.g. IPLCs, FR, ATM, IP VPN, VoIP, etc

- Indepth understanding / Knowledge of

- AES’ business and function & product/ service offerings across domains for the vertical

- Cutting edge sales and customer relationship management concepts across segments

- Customer business processes, deliverables, competitors, expansion plans for the vertical

2. Professional skills (Functional)

- Customer Focus

- Account Mapping

- Customer needs understanding

- Persuasion & Negotiation skills

- Relationship Management

- Customer Retention

- Service focus

Operational Effectiveness

- Initiative & Passion

- Resource Management

- Attention to Detail

- Interpersonal Skills

- Achievement orientation

- Problem solving

Strategic Focus

- Decision Making

- Sensing Opportunities

- Business Cognizance

Frequency and Level of Interactions

- The role reports directly into the Regional Business Manager. The role does not have any direct reports. It entails working closely with the corporate sales team as well other regional sales, BSG and delivery team.

1. Effective client management

2. Customer issue resolution within TAT

3. Increase account penetration

4. Knowledge sharing with other team members

5. Timely project kick off meetings

6. Process Compliance

Critical Behavioral Competencies

Interested candidates kindly send me profiles on neetu@chrsp.com