Viom Networks - Sr Mgr/DGM - BD - Alternate Energy

Sr Mgr/ DGM– Business Development

ROLE SUMMARY

Function - Business development and account management

Position Name - Sr Mgr/ DGM– Business Development

Reports to - Head-Business Development

ROLE OBJECTIVE

Responsible for the overall Key Account Management & Sales activities for assigned clients of Environ Solar. To develop, operationalize and review the customer related Strategy to assigned clients to achieve the overall AOP, MSA/ contract terms and customer requirements and act as a single window for the customer from overall delivery standpoint. The role incumbent will be responsible for driving MSA/ Contract design, review and adherence, account related revenue and profitability maximization, enhance revenues from all service offerings across the organization, timely collections, undertake initiatives and Thought Leadership to foster strategic relationship building with the customer and achieve customer delight.

ROLE DESCRIPTION: KEY RESPONSIBILITIES

Finance:

- Give inputs on revenue growth to design and operationalize the client related Annual Operating Plan

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

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

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

- Work closely with operations functions to ensure SLAs and uptimes are met as per MSA

- Ensure quick resolutions to customer issues to ensure high customer satisfaction index

Customer:

- Actively engage with the customer to understand their requirements and future growth plans

- Plan for business growth, by proactively assessing the client (telecom tower companies) requirements and their future growth plan

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

- Builds collaborative working relationships with peers, subordinates and other delivery units to ensure smooth and effective delivery to the customer

- 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

Process:

- 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-à-vis the overall account & sales strategy and plan and undertake action to ensure achievement of the same.

- Publish revenue growth per customer on a monthly basis.

- Maintain a data base of all key customer contacts

- Communicate value propositions across offerings to the customer

- 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

- Complete visibility over the overall delivery and performance for the customer

KEY PERFORMANCE INDICATORS

- Achievements of sales orders and revenues as per AOP

- Account growth and profitability

- Improvement in collections and elimination of bad debts

- Customer satisfaction Index

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