Section One : Job Purpose

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

Drive the customer account sales, marketing & collections operations at the circle for Indus Towers Ltd with a focus on expanding the business towards attainment of revenue growth, cashflow & profitability of the organization.

The position will actively keep track of the market competition, collections, interact with the stakeholders of OpCos to increase the brand and service awareness, leading to revenue generation and increase in market share.

02

Section Two: Principal Accountabilities

List the expected end results that must be achieved in order to fulfill your job purpose and the activities that help in achieving these results (List in order of decreasing order of importance)

Sr. No

Expected End Results

Major Activities

1

Build and manage relationships with the key stakeholders in the Operator companies

- Actively interact with Operators to understand their future business plans and get insight of their growth plans and financial constraints.
- Provide inputs in planning for the business growth, keeping in view the operator company requirements and their future growth plan to align customer and companys growth.
- Organize regular Governance/review meetings with the leadership team of the Opco’s (as and when necessary) to ensure structured account management
- Engagement with Zonal Business Manager to influence additional business
- Focus on the customer needs and build a strong relationship with the customers with the objective of generating more business.
- Interact with the existing, recent and potential key customers to make them aware about new opportunities, products and services

• Ensure Customer Delight

2 Ensure that the Incremental Market Share, revenue and sales targets are met on time
- Thorough understanding of various sales tools, planning application like mapinfo, google map etc to have better collaboration with customer planning team
- Maximisation of SR generation
- Meet or Exceed monthly Sales,



Revenue and Collection targets
- Improve Incremental Market Share through better understanding of market, competitor analysis.
- Understanding of TRAI subscriber, revenue, ARPU reports and their usage as value delivered to customer.
- Track the tower infrastructure market trends – Competition, Pricing, MSA, Products & Innovation
- Track and report monthly / quarterly achievement of KPIs vs AOP
- Stop Revenue leakage, drive revenue enhancement project to have absolute data entry in Indus system compare to ground.

• Comply with pre-defined requirements of monthly / quarterly reporting / MIS on Sales, Revenue and Collections

3 Revenue through Special Projects & Initiatives:

Tower adjacent business: Smart Cities

Fibre business: Last mile, Small cell with fibre, IBS

Non- telecom opportunities: EV Charging & Advertisement

Revenue from New world opportunities: TOC as a service, Sensors, FTTH/FTTX

- Explore other business opportunities by close co-ordination with Telcos and through time-to-time market analysis, understand future demand and work closely with corporate stake holder to close loop.
- Generate the lead for new business and through internal stakeholder deliver the business to increase the top line

• Take the lead of govt initiatives like smart city, institutional acquisition project and bridge the understanding to maximize the order delivery for the operator

4 Dispute mitigation, timely dispute resolution through data integrity
- keep track of dispute, timely provide input to customer queries by going to ground level granularity & with cross functional efforts leading to timely closure of the dispute.





- Corresponding database correction to mitigate repetitive disputes and proactive working to strengthening on data integrity.
- Analysis of datasets (like billing dump, ISQ dump etc.), gathering insights and provide relevant inputs
- Adhere & strengthen the data base correction tool through regular portfolio reconciliation with customer.
- Timely resolution of business disputes (exits, swaps, OpCo not present etc) within the framework of MSA, ensuring that the resolution is arrived at via Governance.

• Resolution of billing disputes and quarterly account reconciliation sign offs with customers

5 Collection within defined TAT, collection efficiency, managing cash flow
- Make ensure monthly cash flow had been maintained as per the given TAT
- Through established escalation metrics internally & at operator end sensitized timely collection

• Collection MIS tracker adherence and dunning/ legal mails if require

6 Consistent regular Governance customer meeting
- Ensure daily/weekly/monthly/quarterly customer governance meeting internal & external stakeholder
- Calendarize the recurring meeting in advance
- Consistent & regular customer workshop to provide understanding on Indus system, new product awareness etc for correct entry.

• Track & met/increase the customer governance score card

7 Continuously engage with the internal teams and Corporate office
- Actively interact with the internal functional teams to ensure synchronization of the business activities and smooth running of the business.
- Engage with the Corporate KAMs to discuss the future growth plans or the queries and take directions on future course of action.

• Provide timely reports to the Circle SMC Head regarding the progress with respect to the defined KPIs for the key account.

8 Ensure Compliances (Audit, IFC, Branding) and manage Externalities
- Ensure Audit compliances and IFC controls.
- Report and take corrective action for any branding guideline violations, both internally and externally

• Proactively communicate to Circle SMC Head in case of any incidents (internal and external)

📌 Circle Enterprise Sales Lead (Kolkata)
🏢 Indus Towers
📍 Kolkata