Assistant Vice President Commercials.

contract Management & Business

by Tata Communications in Mumbai
Experience: 5 to 10 yrs. Posted on: 19 May
190514900245 101859%5Egm%

Job Description
Position title: Assistant Vice President Commercials. Contract Management & Business
Planning

PURPOSE
Lead GCS Business Operations team to build and manage the annual operating plan, target
setting for sales team, track and report financial and non financial performance with the
objective of ensuring increase in revenue and market competitiveness; ensuring timely,
accurate and relevant operating plans, business reviews and financial/non financial
performance reporting to enable the business to achieve it's long term objectives

OPERATING NETWORK
Key Internal

Key External
Product, Sales, Finance, Strategy, Business Excellence
Financial

SIZE AND SCOPE OF ROLE
No. of direct reports -3
Total team size (incl direct reports)-3
Other size parameters-

KEY RESPONSIBILITIES
Lead preparation of GCS AOP and guide team on analysis of past business, sales outlook,
opex/Capex spent to propose plan and way forward; Engage with regional Sales Heads to
discuss sales outlook, product demands etc; Guide team to develop data modeling and
conduct analysis on historical data (such as churn data, price revisions etc); Participate in 3
years strategy planning discussions and assess cost projections; Guide interface with
relevant teams such as Strategy team, Product, CSO and Finance teams; Review revenue
and cost outlook prepared by team and share with supervisor for further discussion with
GMC.

AREAS OF RESPONSIBILITY (Key Activities) PERFORMANCE METRICS
Annual Planning - Accuracy and timeliness of submission of AOP


Guide team to break down Revenue target into new services and new account targets for
regional teams; Review account allocations; Lead discussions with Sales regional teams on
sales growth, sales plan and account planning; Review list of existing customer and
services; Guide team to allocate target for each sales individual; Review total allocations
against total revenue target and take corrective actions if required.

Sales Target Setting - Timely completion of target setting
- Adherence to AOP

Performance Review & MIS - Adherence to AOP target
- Adherence to new sales target
- Accuracy of reporting
- Timeliness and accuracy of reporting

Guide team to track revenue (GAP and Cash) against AOP; Track performance against new
sales number against the plan on a periodic basis; Review health of sales funnel (size of
funnel against historical data, funnel by key products, potential sales etc) and highlight
deviations/risks if any; Discuss misalignments and activities such as initiatives to meet
annual targets/ push particular products with supervisor and GCS team; Review monthly
losses, conduct RCA and address issues with Sales team; Track and analyse SG&A reports
prepared by FP&A and team, analyze ratios and share with supervisor and senior
management; Review dashboards/ reports prepared by team and share with supervisor
and other GCS team

Team Development - Team engagement
- % attrition
- Manpower cost and productivity

Regularly review team structure and assess talent requirements; participate in the
recruitment and selection process; conduct goal setting and performance review for the
team; drive team development, engagement and reward initiatives; coach and mentor team
members as required and ensure resolution of any people issues.
Salary:
Not Disclosed by Recruiter
Industry:
Telecom/ISP /
Farea:
Sales, Retail, Business Development
Role Category:
Senior Management
Role:
Head/VP/GM/National Manager -Sales
Keyskills:
Contract Management Business Planning Business Operations Sales Strategy planning
Desired Candidate Profile
Education:
UG - B.Tech/B.E. - Electronics/Telecommunication, B.B.A - Management
PG - MBA/PGDM - Finance
Doctorate - Doctorate Not Required
ROLE HOLDER REQUIREMENTS
Minimum qualification & experience
Graduate (Telecom/Finance) with 5-10 years of experience in telco industry (data
networking)

Other knowledge/skills
People management, analytical skills, problem solving ability, business acumen,
communication skills
Company Profile
Tata Communications
http://www.tatacommunications.com/careers
Tata Communications is a leading global provider of a new world of communications. With
a leadership position in emerging markets, Tata Communications leverages its advanced
solutions capabilities and domain expertise across its global and pan-India network to
deliver managed solutions to multi-national enterprises, service providers and Indian
consumers. The Tata Global Network includes one of the most advanced and largest
submarine cable networks, a Tier-1 IP network, with connectivity to more than 200
countries across 400 PoPs, and nearly 1 million square feet of data center and collocation
space worldwide. Tata Communications" depth and breadth of reach in emerging markets
includes leadership in Indian enterprise data services, leadership in global international
voice, and strategic investments in operators in South Africa (Neotel), Sri Lanka (Tata
Communications Lanka Limited) and Nepal (United Telecom Limited). Tata
Communications Limited is listed on the Bombay Stock Exchange and the National Stock
Exchange of India and its ADRs are listed on the New York Stock Exchange. (NYSE: TCL)