Key Accounts Manager

Role & responsibilities

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 customer’s attention

• Regular Follow –up

Preferred candidate profile

• MBA or equivalent

Preferred:

• B. Tech. + MBA

Working Experience

Preferred:

• B2B Sales Experience in Telecom/ Technology domain