Zonal Sales Manager - Pune

About the Company

Founded in 1995, Airtel is committed to delivering global connectivity and unlocking a vast range of opportunities. With its network reaching almost 96% of the nation's population, it supports advanced technologies like 5G, IoT, IQ, and Airtel Black. Airtel focuses on creating impactful consumer solutions while maintaining ecological balance.

Role Overview

As a Zonal Sales Manager, you will lead the business growth strategy in your assigned geography, owning revenue generation through hunting new clients and maintaining existing ones across Data, Corporate Postpaid, Fixed Line, and new product lines. You will manage and mentor a frontline sales team of approximately 8 to 13 members, building their capabilities, monitoring key performance metrics, and taking corrective actions as needed. This role requires collaborating extensively with internal teams to streamline business acquisitions and resolve customer issues related to B2B accounts.

Key Responsibilities

• Implement Go-to-Market strategies across the zone with the support of 8-13 Account Managers.
• Develop sales plans, forecasts, and strategies to meet sales targets and ensure profitable growth.
• Assign sales targets to the Account Managers based on territory potentials.
• Balance efforts between acquiring new clients (hunting) and retaining current customers (farming).
• Promote the Serve-to-Sell model to nurture strong, enduring customer relationships.
• Enhance digital skills within the team and champion new digital work methods.
• Review sales forecasts, provide support to close deals, and take proactive steps to meet revenue goals.
• Analyze market trends, especially relating to new products, and leverage insights with stakeholders.
• Monitor competitor activities and market dynamics to improve business performance.
• Continuously assess individual team member performance and provide developmental feedback.
• Recommend and facilitate training programs to meet organizational needs.
• Track employee satisfaction through engagement and attrition metrics.
• Create talent development plans and groom members for advanced roles.
• Maintain strong relationships at all organizational levels to support business success.

Qualifications and Experience

• MBA or PGDM degree with preference for graduates holding B.Tech/B.E.
• 8 to 10 years of B2B sales experience with a minimum of 4 years in people management.
• Preferred backgrounds include Telecom, OEMs, IT/ITeS, or FMCG sectors.

Skills and Competencies

• Strong leadership and people management ability.
• Expertise in market planning and execution with a focus on results.
• Ability to analyze data for actionable insights.
• Excellent consultation and facilitation skills.
• Sound commercial acumen combined with a digital-first mindset.
• Knowledgeable about enterprise and carrier products.
• Customer-oriented approach with collaboration and influence skills.
• Ownership mindset, agility in learning, and capability to navigate change effectively.
• Proven track record of building leadership within teams and delivering execution excellence.

Employee Value Proposition

Airtel promotes a culture of limitless impact, ownership, and career growth, encouraging employees to make meaningful contributions at scale, embrace responsibility, challenge conventions, and explore diverse career opportunities.