Zonal Sales Manager

This role is in the Airtel Business which is the B2B organization of Bharti Airtel Limited. Its offerings include solutions like connectivity based solutions, IOT, Datacenter & Managed Services, Security, Conferencing services and more.

Function : Emerging Business

Role : Zonal Sales Manager

Purpose of the Job

This role provides an opportunity for the incumbent to execute the organizations 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

Educational Qualifications

• Full Time Engineering graduate with MBA/ PGDM

Work Experience

• 8-10 years of experience in B2B sales with at least 4 years of people management experience
• Experience with Telecom, OEM’s, IT/ ITeS, FMCG organization (preferred)