Zonal Sales Manager - B2B Segment - Telecom

Zonal Sales Manager - B2B (Hunting 70% /Farming 30% /Team Handling)
Base Location:
Qualification - Full Time Engineering graduate with MBA/ PGDM
Candidate Preference: Telecom, OEM's, cloud service providers, IT, hardware and software companies
Work Experience : 6-12 years of experience in B2B sales with at least 4 years of people management experience
Purpose of the Job :
- This role provides an opportunity for the incumbent to execute the organization's 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