Business Manager-Government

Purpose of the Job The role is responsible for achieving vertical sales and revenue targets at the regional level through effective management of a team of account managers, handling sales for both Data Services and voice solutions. The role is essentially involved in setting, allocating and ensuring meeting of the vertical sales targets for the set of Government/ PSU Accounts in the region. Act as a bridge between the organization and the client to nurture / develop a relationship between the client and the organization for mutual benefit and increase market share. Additionally, handle effectively Order Booking, Account Management, Customer Retention, Collection with focus upon Bad Debt, Project Feasibility & Deliverable by close coordination with Project team, Customer Satisfaction , Key customer association, Inter-functional and Intra functional Interaction Process Flow and SLA adherence Information. Deliverables (Maximum 5-6 key responsibilities) Increase Revenue from Data, Mobile & Fixed line Business a. Develop new leads from new / existing accounts, coordinate kick off meetings, review customer requirements, identify Airtel Business capabilities for designing resolutions, ensuring preparation of RFS and project take-off. b. Ensure Account Coverage and Account Management with select industry clients and improve the revenues from accounts and manage the overall profitability for an account. c. Develop Enterprise Account based strategy i.e. understanding the existing telecom solutions and proposing solutions to maximize share of business d. Understand the business, market needs and the competitive environment of the client e. Coordination with OEMs and IT Consultants for large and complex opportunities in their set of accounts. Enhance customer experience and delight a. Define customer impacting KPIs, review and monitor processes and continuously improve customer support processes and manage the customer retention through churn control and effective rate control b. Ensure adherence to SLA, project delivery and collections and have a keen eye towards customer satisfaction. c. Build the relationship with the customer by helping the customer get the best customized solution s/he can get. Account Penetration & Account Planning a. Need to ensure account planning and BVC/ Use Case study for the accounts and map the goals of the account and ensure coverage within the account both it terms of the breadth & width of the account. b. Help move the account over the continuum and get certification from the customer. Process Compliance and Stakeholder Management a. Stay up-to-date with the bidding, tendering processes and related compliances b. Ensure adherence to all SLAs and norms issued by the Govt / PSU Accounts c. Help move the account over the continuum and get certification from the customer. d. Strong connect with the senior level stakeholders to drive business Team Development a. Groom a strong, empowered team, which drives business with self-initiative and provides bench strength to the organization Educational Level Preferred: B.E./ B. Tech. + MBA Working Experience Must have: 10 + years’ Sales experience in the Govt/ PSU domains preferably from Telco/SI/OEM industry