Title – Regional Head, Zaggle Account Management
Location – Mumbai, Bengaluru, New Delhi / Noida / Gurugram
Reporting To – Business Head - ZAM
Context & Key Responsibilities –
- Build a strategic relationship with key decision makers in the accounts - Middle and Senior management, including CXOs
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Driving revenue enhancement in the accounts through effective account management, upselling, cross-selling along-with retention of the existing revenue
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Co-ordinate with the customers cross functional teams to ensure business target achievements and meeting customer expectations
- Work with various horizontal functions like HR, Finance, Operations, Engineering/ Technology and Product as well as other business units to ensure seamless customer experience
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Ensure target achievement on: Contracts, Users, Revenues, Cost of Acquisition, Profitability, New Account identification and Churn control for each of the accounts assigned
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Drawing out the annual strategy - Brainstorm new and creative revenue growth strategies as well as objective execution plans
- Continuous improvement in key metrices like Net Promoter Score, customer retention ratios, etc.
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Increase share of profits by identifying opportunities and promoting and proposing new products or services to our clients
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Actively engage in account planning activities and ensure opportunity management and customer account plans are updated regularly
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Strategic bent of mind with focus on value-based selling, exposure to selling into extremely large/enterprise institutions
- Self-managed, disciplined and driven, ability to operate independently in fast paced environment, and one to excel in adversity
- Consulting and Techno-functional background into a Business Development, Solution selling and/or Concept selling role
- Ability to accurately forecast pipeline performance, and optimise strategy as needed
- Exposure to ABM (Account-based Marketing), Competitor displacement and Nurturing sales techniques such as SPIN, BANT, etc.
- Can see the big-picture and craft large solutions/pitches for the largest of brands on the market
- Conceptualise campaigns with the sales and marketing teams to augment the enterprise sales efforts and attack from all fronts – in a multi-channel approach
- Data-driven, strong research and analytical skills for planning, and execution
Must Have's –
- 6+ years of experience into Solution / Consulting / SAAS and|or ERP / Financial Services based Sales/BD (Preferably large Enterprise Solutions)
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Experience in handling large accounts/ Strategic Accounts
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Experience in building and managing high performance teams
- History of achieving/ exceeding sales targets
- Willingness to travel for up to 40% of the time
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Demonstrated capability of Key Account planning and management
Qualification & Exposure –
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MBA from a reputed Business school (though not mandatory)
- Experience in Start-up eco-system / growth stage companies
Personal Attributes & Key Competencies -
- Bold, ambitious & go-getter
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Analytical mindset and number driven
- Ownership
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Excellent networking and relationship-building skills
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Commercial acumen
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New age consultative selling
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Customer service orientation – Value-based
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Ability to work in a high-energy, fast-paced environment
- Can carve their own path
