Viom Networks - Sr Manager - Key Accounts Manager

Job Purpose: Responsible for the overall IBS (In building Solutions) vertical and Key Account Management & Sales activities for TTSL Account .

Span of Control: Relationship Managers, Sales Managers/executives in the Circles (Dotted line relationship)

Responsibilities / Expected End Result:

- Pricing and Revenue Collection Strategy

- Market Intelligence and Operational Excellence

- Contract Management and Service Delivery

- People Management

Tasks / Major Activities:

- Give inputs on revenue and tenancy growth to design and operationalize the TTSL Account and IBS related Annual Operating Plan

- Drive and review initiatives to enhance revenues especially from new products/ services, increase tenancies and display high focus in building best practices to develop Sales focus across organization through a customer centric model.

- Coordinate for finalization of the pricing, with Operations team on SLAs and other stakeholders to timely close the MSA.

- Support Revenue Assurance Department, for collections to ensure on time revenue collection with minimal ageing and bad debts.

- Plan for business growth, by proactively assessing the customer (Operator Companies) requirements and their future growth plan

- Engage with the customers and resolve all the escalated operational issues on regular basis

- Ability to influence the CXO (customer) focus/ agenda by demonstrating peer level consultation and thought leadership and demonstrate entrepreneurial spirit for business enhancement

- Display credible telecom and domain expertise in business to build a trusted advisory relationship with senior clients

- Drive customer buying behaviour and decision criteria at national level for operators and develop a relationship development plan to influence the key decision makers at the customer/ operator end

- Negotiation of terms and conditions of the Agreement/Contract with landlords/Developers /Building Owners / Mobile Service Provider.

- Act as the Single Point of contact for the customer at the National level to ensure that the delivery is made to the customer as per the MSAs/ contract terms and ensure proactive resolution of the issues

- Monitor and review the progress vis--vis the overall KAM & Sales Strategy and Plan and undertake action to ensure achievement of the same.

- Display high level of business performance orientation to ensure effective delivery to customer through internal SLAs

- Ensure that the Customer contract is reviewed and executed effectively from time to time and all the SLAs and terms of the contract is adhered to by the internal organization

- Cascade and review the overall TTSL Account Strategy and IBS Plan, assign targets to Sales and KAM team and monitor the performance of the team on periodic basis

- Educate & disseminate information about various updations in internal organization, policies and processes

- Ensure cross-functional coordination and conduct periodic review for resolving issues

- Mentor the Circle sales team and strengthen them to achieve their overall revenue and sales targets

- Manage performance and development for the people in the function , ensure employee development and retention