GM - Strategic Accounts

Vodafone Idea Limited is an Aditya Birla Group and Vodafone Group partnership. It is India’s leading telecom service provider. The Company provides pan India Voice and Data services across 2G, 3G and 4G platform. With the large spectrum portfolio to support the growing demand for data and voice, the company is committed to deliver delightful customer experiences and contribute towards creating a truly ‘Digital India’ by enabling millions of citizens to connect and build a better tomorrow. The Company is developing infrastructure to introduce newer and smarter technologies, making both retail and enterprise customers future ready with innovative offerings, conveniently accessible through an ecosystem of digital channels as well as extensive on-ground presence. The Company is listed on National Stock Exchange (NSE) and Bombay Stock Exchange (BSE) in India.

 

We're proud to be an equal opportunity employer. At VIL, we know that diversity makes us stronger. We are committed to a collaborative, inclusive environment that encourages authenticity and fosters a sense of belonging. We strive for everyone to feel valued, connected and empowered to reach their potential and contribute their best.

 

VIL's goal is to build and maintain a workforce that is diverse in experience and background but uniform in reflecting our Values of Passion, Boldness, Trust, Speed and Digital. Consequently, our recruiting efforts are directed towards attracting and retaining best and brightest talents. Our endeavour is to be First Choice for prospective employees.

 

VIL ensures equal employment opportunity without discrimination or harassment based on race, colour, religion, creed, age, sex, sex stereotype, gender, gender identity or expression, sexual orientation, national origin, citizenship, disability, marital and civil partnership/union status, pregnancy, veteran or military service status, genetic information, or any other characteristic protected by law.

 

VIL is an equal opportunity employer committed to diversifying its workforce.

Role

GM-Area Sales Manager

Function / Department

Cluster Strategic Accounts, VI Business

Location

Kolkata

Band

M3

Job Purpose

To manage and drive the Revenues & New Business Order Booking from Cluster Strategic Accounts, through a team of National Account Managers (NAM), in order to attain market leadership in Strategic Account segment, through effective account management, revenue growth, market share and profit whilst complying with agreed budget, timescales and agreed policy guidelines and regulatory norms

Key Result Areas/Accountabilities

 

Revenue Management

 

• To achieve Cluster budgeted revenue target for all Vi Business LOB’s from allocated HQ accounts.
• Double digit revenue enhancement by adding new business with high In- Year Revenue 
• Margin management in tariff plans offered to the customer.
• To manage & grow existing revenue generating from farming accounts.
• Generate new revenue by adding new products and services in new and existing accounts as per agreed target
• Deliver Mobility, FLX and emerging products new order booking as per assigned target

 

 

Business Development

 

• Ensure 100% coverage of ac’s by the National Account Managers in a Qtr
• Ensure 2X growth in Qualified Funnel on YoY basis
• To drive CXO level Engagement in nominated accounts
• Achievement of new account opening target as per agreed hunting accounts for both Mobility and Non-Mobility. Generate monthly revenues and convert them into farming category
• Active participation in all National programs & Initiatives
• Full participation on generating pipeline for large opportunity of Mobility and fixed and get 1 large wins from each NAM each Qtr.

 

 

Process Management

 

• Build discipline of usage of Vihub as appropriate and maintain forecast accuracy to within 5% of committed revenue forecast for each quarter in Vihub
• Adherence of sales processes including Tariff Approvals, Bid management, OMT, A/c enlistment etc • Financial Analysis for existing accounts (Revenue, Gross & Net Adds, ARPU, RPM, Contribution, EBITDA etc.)
• Ensure 100% CLEAN order login by NAMs

 

 

 

 

HSW Compliance

• Ensure that the HSW norms are adhered to

 

Core Competencies, Knowledge, Experience

• Continuous Learning & Empowering Talent
• Communicate with care
• Leads Decision Making & Delivering Results • Builds Strategic Relationships & Organizational Agility
• Threshold Functional Competencies
• Product, Service and Technology Knowledge -Enterprise 
• Negotiation
• Sales Planning and Forecasting
• Differentiating Functional Competencies
• Customer Relationships
• Solution Selling in working under Six Sigma, ITIL, ETOM, TL9000 etc. process frameworks

Must have technical / professional qualifications

 

• Enterprise Mobility & Non-Mobility Sales experience of 10 to 15 years
• Strategic Account management experience in the region
• Preferred MBA

 

Vodafone Idea Limited (formerly Idea Cellular Limited)
An Aditya Birla Group & Vodafone partnership

Experience Level

Senior Level