Key Accounts Manager - Telecom/Technology

Job Title: Account Manager

Function: Sales

Location: Reporting to: Business Manager

Date: Purpose of the Job:

Responsible for end-to-end telecom & connectivity needs of a set of 30-35 accounts in the Enterprise Segment, primarily Mid to large Segment Accounts. Ensures achievement of the Sales & Revenue targets, by selling Data, Voice, VAS and new product solutions. Deliverables (Maximum 5-6 key responsibilities)

Deliverables:

- Build strategic relationship with key decision makers in the accounts- Middle and Senior management, including CXOs

- Driving revenue enhancement in the accounts (both Data and Voice) though effective account management, along-with retention of the existing revenue

- Augment solution selling, and drive new product penetration in emerging markets

- Co-ordinate with the cross functional teams, both internally (BSG, CE, Networks, etc) and externally (Partners, Vendors, Clients, etc) to ensure business target achievements and meeting customer expectations on service delivery.

- Ensure the account business target achievement on: Order booking, Revenues, Collections, New Account identification and Churn control

Major Challenges:

- To work in alignment with processes on Data and Voice

- To work on retention of existing revenue as well and grow new products.

- Account Penetration & Product Penetration

Decision level

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

- Shared: Decisions reached jointly with peers on a collective basis

- Contributory: Makes a major contribution to a decision or policy judgment reached by others

Demonstrate (Key competencies):

- Commercial Acumen

- New Age Consultative Selling

- Customer Service Orientation

- Key Account Planning & Management

- Executive Presence - ability to handle CXO discussions

- Enterprise/ Carrier Product Knowledge

- Negotiation skills

- Ability to devise creative ideas to attract the target customer's attention

- Regular Follow -up

Must have: MBA or equivalent

Preferred: B. Tech. + MBA

Working Experience

Preferred: B2B Sales Experience in Telecom/ Technology domain Dimensions