GM-Cluster Sales Head

Role

Cluster Sales Head

Job Level/ Designation

M3/General Manager

Function / Department

Government Accounts

Location

Chennai

Job Purpose

Drive the business targeting Government Accounts in Focus ministries through Sales Team for the Cluster/State Forge relationship with Key decision makers and favorably influence key stake holders on VIBS propositions and work closely with the cross functional team to deliver the same to the customer and achieve outstanding business results.

Key Result Areas/Accountabilities

Strategic

• Develop, plan & execute a Focus Ministry strategy to grow revenues, improve coverage, penetration and enhance competitive position in the accounts.
• Provide thought leadership on local execution and capability to win more in the market place by enabling resources through best practises.
• Strategically align and Work Closely with Knowledge partners and System integrators and help government departments to prepare Detailed Project Report, Tender Creation and Participation.

Operational

• Manage end to end cluster operations for the segment, drive coverage and deliver outstanding business results
• Understand and fully map the Government potential for the Circle across various ministries / Departments through Contract Calendars, Wallet Share reports and Customer contacts.
• Develop relationship with Senior Stake holders in Ministries / Department by making Capability presentations / discussions / negotiations at a later stage of a sales cycle as the case gets matured.
• Drive Segment initiatives through various programs in the Circle.
• Closely work, align and drive alternate channels within the organisation like retail and SME Channels to drive coverage and business

Developmental

• Develop team through continuous training and certification thereby building capabilities, with specific focus on new lines of business (FL, cloud, IOT etc.)

Core Competencies, Knowledge, Experience

• 12 -15+ years of which at least 3-4 year should be in a leadership positions managing cross functional teams & large sales team in B2B environment.
• Prior Government Sales experience and relationship mandatory, he should be conversant with government bidding process like QCBS.
• Must have the ability to connect with Senior IAS Officers and position Vodafone products and service.
• In-depth of Knowledge of Fixed Line data, IOT and Cloud proposition is critical to propose and Spec government tenders.
• Ability to cultivate network amongst system integrators and knowledge partners.
• Market Knowledge of Competition: Telecom Service Providers / System Integrators. Develop relationship with System Integrators and Knowledge partners

Must have technical / professional qualifications

Desired Competencies/ Skills

• Powerful influencing/ negotiation skills, effective relationship management skills and proven ability to function within a matrix organization
• Experience in handling enterprise sales in government accounts
• Technical qualification: In depth knowledge of telecom Enterprise Products

Educational Qualifications

• University Degree in Business/ MBA along with technical qualifications, or equivalent qualification