Key Account Manager

Responsible for end-to-end telecom & connectivity needs of a set of 30-35 accounts in the Enterprise Segment, primarily Mid to large Segment Accounts. Ensures achievement of the Sales & Revenue targets, by selling Data, Voice, VAS and new product solutions. Deliverables (Maximum 5-6 key responsibilities)

Deliverables

? Build strategic relationship with key decision makers in the accounts- Middle and Senior management, including CXOs

? Driving revenue enhancement in the accounts (both Data and Voice) though effective account management, along-with retention of the existing revenue

? Augment solution selling, and drive new product penetration in emerging markets

? Co-ordinate with the cross functional teams, both internally (BSG, CE, Networks, etc) and externally (Partners, Vendors, Clients, etc) to ensure business target achievements and meeting customer expectations on service delivery.

? Ensure the account business target achievement on: Order booking, Revenues, Collections, New Account identification and Churn control

Major Challenges:

? To work in alignment with processes on Data and Voice

? To work on retention of existing revenue as well and grow new products.

? Account Penetration & Product Penetration

Decision level

Prime: Final Decision Making authority, accountable to the Management

Shared: Decisions reached jointly with peers on a collective basis

Contributory: Makes a major contribution to a decision or policy judgment reached by others

Demonstrate (Key competencies)

? Commercial Acumen

? New Age Consultative Selling

? Customer Service Orientation

? Key Account Planning & Management

? Executive Presence ability to handle CXO discussions

? Enterprise/ Carrier Product Knowledge

? Negotiation skills

? Ability to devise creative ideas to attract the target customers attention

? Regular Follow up

Educational Level

Must have:

? MBA or equivalent

Preferred:

? B. Tech. + MBA

Working Experience

Preferred:

• ? B2B Sales Experience in Telecom/ Technology domain