Zonal Sales Manager

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(1)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 basisterritory 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

Apply Now