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JOB DESCRIPTION

Position Title: Sales Manager

Reporting to: Geog Head

Band:

Function: Enterprise Business -Sales

Level: M-5

Experience Required:
1. Earlier Sectors worked Preferably Telecom / IT
2. Earlier Roles handled Mid-size account handling

Academic Background:
Essential MBA
Desirable
General Accountability
To ensure achievement of sales targets by selling wireline and wireless voice and
data products in given set of accounts with end to end responsibility with major
focus on revenue enhancement. High penetration into allotted accounts will be one
of the major KPI in the first year of operation.
Reporting relationship
REGIONAL COO> GEOG HEAD > BRM
Nature and Scope
To increase the revenue market share in the key accounts assigned
To penetrate new enterprise accounts assigned
Account Management in a geography for prescribed accounts as a complete
owner for Sales.
To engage with leadership teams and build long term relationships.
To understand the Customers business in depth and seek opportunities for
business development.
o To engage with the customer as a partner in educating him regarding
telecom products and their uses
To bring the domain/vertical understanding into EBS and share internally
with Vertical function, Solution Architects and Product Management.

Technical Domain Knowledge:

1. Professional skills (Functional)

Customer Focus
Communication skills (oral and written)
Presentation skills

Operational Effectiveness
Drafting of proposals
Ability to perform under high pressure.
Prioritization and dealing with multiple departments to ensure customer
delight

Strategic Focus
Mapping the potential of given set of accounts

Dimensions
Span of Control
Direct :
1. People related
Not applicable
2. Geography /
Circle

Critical Behavioral Competencies


1.
2.
3.
4.
5.
6.

Specific Accountabilities

Drive for results


Customer focus
People development
Building effective teams
Dealing with ambiguity
Timely decision making

Areas of
Contributi
on
Strategy /
Financial

Key Result
Areas
(from Business
perspective)
Meeting Sales/
Revenue targets

Customer

Order Booking

Process

Account
Management
Customer
Retention
Project
Feasibility
Customer
Satisfaction
Key customer
association
Interfunctional/
Interfunctional
Interaction
Process Flow
and SLA
adherence
Information
Tracking
MIS

People &
Self
Organizati
onal
Developme
nt

Key Tasks
(How the job achieves the results)

Customer meetings, Maintaining Account dossier,


ensuring penetration of wide range of products through
solution selling;
Sales Pipeline and funnel
Complete account mapping
Offering competitive tariff

Regular interaction with large customers


Building relationships
Product / Finance / Technology / SCM / Marketing /
MIS

R&R
Regular Product trainings

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