• Formulation of sales strategy for platinum enterprise customers across industry verticals covering Key Account Management (sales) strategy through an Annual Operating Plan (AOP) process in coordination with GM (Enterprise Business – City) – Ent for different cities and GM (Business Planning) – Ent at Head Office

o Account allocation
o Account mapping
o Account by account sales planning & forecasting
o Pre-sales and project planning
o Setting financial targets – revenue, etc
o Setting customer/ market targets – business development (new clientele), market share, share of wallet, etc
o Service delivery and service assurance
o Customer discovery strategy for existing as well as potential customers

• Liaisoning with GM (Enterprise Business – Circle) – Ent for providing corporate office support to field units with regards to sales pitches, sales closure, client interface etc, if required

• Developing in-house industry domain and sales expertise and disseminating the same to the sales team in the field by coordinating with GM (Enterprise Business – I) – Ent

o Creating domain knowledge handbooks, product pitch books and corporate presentations
o Overseeing training needs for sales team and liaisoning with GM (Training) – HR for the same
o Organizing national customer meets from business development & relationship enhancement perspectives

• Formulation of products and solutions policy & strategy for gold & silver enterprise customers (long-term as well as short-term) in line with overall Enterprise business unit strategy

• Monitoring performance by Circle against business plan at Corporate level (by City) and taking corrective action as and when required

• Liaisoning with GM (Enterprise Business – I) – Ent, GM (IT) - Ent for provision of productivity enhancing IT tools and systems (e.g. Sales Force Automation)

• Liaisoning with GM (Network Operations) – CFA, GM (Network Operations) – CM, GM (Leased Circuits) – Ent and GM (Core Network Operations) – Ent on specific (escalated) service delivery & service assurance issues of gold & silver customers

• Driving customer research and competitor intelligence initiatives for platinum customers and providing recommendations in terms of products and services, reach, promotions, etc

o Customer research as well as competitor intelligence
o Primary and/ or secondary research
o In-house and/ or outsourced research

• Formulation of marketing strategy for gold/silver customers by liaisoning with GM (Corporate Marketing) – CA

o Above-the-line marketing
-- TV advertisements
-- Radio advertisements
-- Print advertisements
o Below-the-line marketing
-- Promotions
-- E-mails
-- Loyalty benefits

• Providing inputs to GM (Corporate Marketing) – CA onquantum, type, medium etc. of advertising required for ATL marketing for gold/silver customers

• Development of marketing action agenda for Circles by liaisoning with Head of Enterprise at Circle