Zonal Sales Manager - B2B Segment - IT/Telecom

Zonal Sales Manager - B2B (Hunting/Farming/Team Handling)

Role: Zonal Sales Manager / TL

Base Location: Delhi NCR

Qualification - Full Time Engineering graduate with MBA/ PGDM

Candidate Preference: Telecom, OEM's, cloud service providers, IT, hardware and software companies

Work Experience : 6-12 years of experience in B2B sales with at least 4 years of people management experience

Purpose of the Job

This role provides an opportunity for the incumbent to execute the organization's strategy in the assigned geography with a team of ~15 Account Managers. He/ She will own the revenue generation (Hunting) and maintenance (farming) across all LoBs - Data/Corporate Postpaid/Fixed Line/New Products.

As the Zonal Sales Manager, the incumbent will mentor and guide the AMs, and work towards building the right capabilities in the team. He/ She will connect will work with internal stakeholders to drive the Serve-to-sell model for all B2B Accounts, govern the relevant performance parameters for the team on a regular basis and take corrective actions.

Key Deliverables

Go-to-Market Strategy:

- Execute the GTM strategy in the assigned zone with a team of ~15 Account Managers

- Build sales plans, forecasts, funnel and strategies to achieve sales targets and profitability growth

- Deliver as per the assigned targets for sales, revenue growth, churn and product mix for the respective zone

- Allocate targets to respective AM basis territory potential

- Focus on both Hunting and Farming initiatives in the assigned zone

- Analyze the Customer inputs captured by the team in the BUC (Bottom Up Construct) to build prospects

- Work with Market Planning team for driving fiber network expansion in the identified potential B2B buildings and clusters

- Ensure the cascade and implementation of Serve-to-Sell model across the team for building and promoting stronger, long-lasting Customer relationships

- Build Digital capability in the team and drive new Work-ways leaning heavily on digital initiatives

People Leadership:

- Ensure right hiring, team motivation and alignment to set goals and priorities

- Ensure timely cascade of goals and target to the AMs and review them periodically

- Track performance against the goals regularly, provide constructive feedback with relevant examples, and take corrective actions

- Connect with Account Managers on weekly basis, seek feedback and take necessary action

- Identify learning needs of the team and partner with HR to get the same delivered

- Drive regular rewards and recognition programs as per Central guidelines

Trend analysis & Action

- Review the sales forecasts shared by the team and provide necessary support for closures

- Make revenue forecast in line with the assigned target and take necessary action wherever required

- Identify emerging trends in the geography, especially for the new products and plan to leverage the same along with the relevant stakeholders

- Keep track of competition plans and market insights and use them for enhancing the ARPA, NAP in the geography

Skills Required

Must-Have:

- People leadership

- Market planning

- Execution excellence

- Analyze data to draw insights

- Consultation and facilitation skills

- Commercial acumen

- Ability to collaborate and work with cross-functional teams

- Digital first mindset

Good-to-Have - Enterprise/ Carrier Product Knowledge