Professional Documents
Culture Documents
Band:
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.
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
Specific Accountabilities
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)
R&R
Regular Product trainings