airtel     Job Description
(Deliverables, Decisionlevel, Demonstrate & Dimensions)
Job Title : Key Account Manger
Job Title                                       
Key Account Manger
Job Level                                       
Manager/AM
Function                                       
Sales
Reporting to                          
DGM Sales (Team Leader)
About airtel                                        

Bhartiairtel limited is a leading global telecommunications company with operations in 20 countries across Asia and Africa. With our family extending to a size as big as 250 million and still adding, we at airtel embrace differences and take pride in who we are. We are young. We are confident. We believe in doing things differently. That’s what makes us the No. 1 telecom provider in India and 4th largest in the world.

Our brand promise of enriching lives extends to the underprivileged children and young people of our country where, through Bharti Foundation - philanthropic arm of Bharti Enterprises, we help them realize their potential.
Purpose of the Job

To handle the end-to-end telecom & connectivity needs of a set of Mid Segment Accounts. Ensure achievement of the sales & Revenue targets, by selling Data, Voice, VAS and new product solutions.
Deliverables (Maximum 5-6 key responsibilities)
  1. Ensure mid segment business target achievement on:
    • Order booking
    • Revenues
    • Collections
    • New account identification
    • Account retention
    • No churns
  2. Effective client management
  3. Customer issue resolution within TAT
  4. Increase account penetration & Product penetration
  5. Knowledge sharing with other team members
  6. Timely project kick off meetings
  7. Process Compliance
Major Challenges :
1.To work in alignment with processes on Data and Voice.
2.To work on retention of existing revenue as well and grow new products.
3.Account Penetration & Product Penetration
Demonstrate (Key competencies)
Communication Effectiveness
  1. Written Communication skills
  2. Verbal Communication Skills
  3. Presentation skills
  4. Quick thinking ability
Personal Effectiveness
  1. Delivery on commitments
  2. Beyond the Boundary thinking
  3. Resilience
Learning Effectiveness
  1. Research Orientation
  2. Analytical Thinking
Educational Level & Working Experience
Educational Level

Must have:B.Tech(Electronics/Telecom) or an equivalent recognized diploma in IT/Telecom engineering, Desirable-MBA or an equivalent business management degree.

Working Experience

Must have:3-10 years of work experience in telecommunication , preferably experience in handling Mid/large Segment Accounts Managing accounts for end to end solution of DATA, Voice, VAS & new products.
Job Title : Trading Desk Account Manager
Job Title                                       
Trading Desk Account Manager
Job Level                                       
Assistant Manager/ Manager
Function                                       
Sales
Reporting to                          
Head, Trading Desk
Purpose of the Job
  1. Identifying new customers where there is potential business opportunity and enabling the voice interconnect.
  2. Managing business from live accounts to ensure a constant run rate of GR, NR, sales strategy implementation & capacity utilization.
  3. Engaging with dormant accounts to ensure business from them.
Deliverables (Maximum 5-6 key responsibilities)
  1. Revenue Enhancement
    • Ensuring topline run rate from wide base of small and medium size customers
    • Ensuring NR from accounts by entering into swaps and traded deals on regular basis
    • Strategise & plan in order to increase minutes (orders)
    • Own the P & L of the account
  2. Building and nurturing partnerships with international carriers to gain market share.
    • End to end ownership and coordination with BD team
    • Identification & providing market intelligence to BD team.
    • Spearheading the interconnect
  3. To keep a close tab on competition and enhancing business/preparing price points inorder to churn away carriers from competition
Demonstrate (Key competencies)
Prime: Final Decision Making authority, accountable to the Management
  1. Identifying new customers and leading the interconnect
  2. Customise the solutions /deal for the region
  3. Pricing strategy in accounts as per defined norms
  4. Strategy to Increase RMS in the region
Shared: Decisions reached jointly with peers on a collective basis
  1. Pricing decision in case of deviation
  2. Selecting the customers which can be invested in for long term relationships
  3. Commercial decisions to support existing carriers
Contributory: Makes a major contribution to a decision or policy judgment reached by others
  1. Expansion and new offerings
  2. Long term deals
  3. Developing new partnerships in the region
Job Title : Manager – Prod Development & business Solution group.
Job Title                                       
Manager - Prod. Development & business solution group
Division/Dept:                                       
Sales/ global Data
Reporting to                          
Sr. Manager - Prod. Development & business solution group
Purpose of the Job

Summarise in one statement why your job exists; and how it contributes to the overall mission/objective of the organisation.

  1. Prepare proposals & business case for customers requirement in Media & Satellite services
  2. Prepare response to tender / RFP’s in terms of Bid documentation etc.
  3. Work with cross functional team in ensuring project rollout and delivery as per customer expectations.
  4. Prepare costing and Bid call documents for various business cases.
  5. Work with vendors and partners for building solutions for customers
Job Title : Regional Business Manager
Job Title                                       
Regional Business Manager
Location                                       
Gurgaon
Function                                       
Sales
Reporting to                          
DGM
Purpose of the Job
  1. To serve the Targeted Major Global Carrier Customers through successful add on services and optimal portfolio mix,
  2. Responsible for achieving revenue and order booking targets for the Account and developing strong relationships with the customers at various levels (CEO, CFO, CIO and Business Unit Leaders).
  3. Business Owner of the account, responsible for understanding & anticipating customer requirement, mapping competition and positioning Airtel Business as the preferred service provider for the account thereby increasing RMS
Deliverables (Maximum 5-6 key responsibilities)
  1. Achieving the assigned Global Data Wholesale Revenue & OB from the assigned accounts.
  2. Attain EBIDTA targets and maintain the same. Reducing Cost of Infrastructure, both OPEX and CAPEX. Ensuring Margins are maintained By constantly reducing Opex
  3. Ensuring protection of existing market shares through customer retention and effective sales strategy implementation
  4. Creating customer Delight, Account retention, Controlled churn.
  5. Identifying, contacting & facilitating tie-ups with international telecom service providers along with the top management.
  6. Ensuring Process flow & SLA adherence
  7. Responsible for driving voice sales for the assigned region
Major Challenges :

1.Identify and manage third parties within the proposed solutions, position Airtel as the strategic integrator.

2.Implement pricing models that balance value to customer & profitability to Airtel.

3.Manage multi level & multi function relationships (CEO, CFO, CIO and Business Unit Leaders) to drive innovative, value creating solutions to their respective business needs, deepen & widen relationships with a longer term focus to drive sustainable decisions.

4.Increasing the penetration of Airtel amidst competition and continuously innovate services to meet or exceed customer requirements.

5.To deliver best in class services as the differentiator in the market is a strong hurdle, one has to constantly upgrade and train resources and Infrastructure..

Decision level
Prime: Final Decision Making authority, accountable to the Management
  1. For all account related interactions and business enhancement
Shared: Decisions reached jointly with peers on a collective basis
  1. Pricing:Pricing for Key customers and Strategic deals.-This is very critical w.r.t timing of the offering vis-à-vis business opportunity scalability in the Account
Contributory: Makes a major contribution to a decision or policy judgment reached by others
Demostrate (Key competencies)
  1. Results Oriented
  2. Negotiation & Influencing skills
  3. Relationship Management
  4. Cross cultural Orientation.
  5. Knowledge of the local market.
  6. Team Player
  7. Financial Understanding & Business Acumen
  8. Multilingual
  9. Should have worked in the UAE

Contact Details

Interested candidates may send their resume to medha.surabhi@airtel.com