Zonal Sales Manager – B2B Telecom (Pune)

About the role

The Zonal Sales Manager will lead a team of around 15 Account Managers to execute Airtel's go‑to‑market strategy across the Pune zone. This senior sales role focuses on both hunting new business and farming existing accounts across Data, Corporate Postpaid, Fixed Line and new product lines.

Key responsibilities

• Execute the GTM strategy for the assigned zone, building sales plans, forecasts and pipelines.
• Allocate targets to Account Managers based on territory potential and monitor performance against revenue, churn and product‑mix goals.
• Drive both hunting (new acquisition) and farming (account expansion) initiatives.
• Analyze customer inputs from the Bottom Up Construct (BUC) to identify prospects.
• Collaborate with the Market Planning team to support fiber network expansion in high‑potential B2B buildings and clusters.
• Implement the Serve‑to‑Sell model to strengthen long‑lasting customer relationships.
• Build digital capability within the team and promote new work‑ways leveraging digital initiatives.
• Lead people management activities: hiring, motivation, goal cascading, performance tracking, feedback, and corrective actions.
• Identify learning needs, partner with HR for training, and drive rewards and recognition programs.

Required profile

• Proven experience leading a sales team of ~15 members in a B2B telecom environment.
• Demonstrated ability to own revenue generation (hunting) and account maintenance (farming) across multiple lines of business.
• Strong capability to develop and execute GTM strategies and sales forecasts.
• Experience working with internal stakeholders to drive cross‑functional initiatives such as network expansion and digital transformation.
• Excellent people leadership skills, including hiring, coaching, performance management and recognition.

Required skills