Key Account Manager

Job Title: Key Account Manager – Business Development

Job Level: Senior Manager

Function: Sales

Location : Airtel Centre

Reporting to : Lead - Business Development & Airtel Digital Carrier Platform

Date : 28-05-2026 Purpose of the Job - Business Development Manager – Global Wholesale Voice will be responsible for identifying, acquiring, and activating new carrier, operator, and wholesale voice accounts across international markets. The role is primarily a hunter position, focused on generating new business opportunities, opening strategic accounts, negotiating commercial agreements, and converting signed partnerships into live traffic and profitable revenue. This person will work closely with routing, pricing, finance and operations teams to ensure every new account moves efficiently from prospecting to onboarding to steady business generation.

The candidate will be responsible to maximize new customer additions and increase Airtel’s global reach.

He/ she will have to maximize revenues from existing accounts by selling IDD voice termination, Message hub and ITFS solutions. Deliverables (Maximum 5-6 key responsibilities)

Onboard New Accounts and undertake Business Development

Revenue enhancement & penetration of the account

Implement the GR mandate

Ensuring NR from accounts by entering into swaps & traded deals on regular basis

Strategize & plan in order to increase minutes (orders)

Own the P&L of the account

Multi portfolio sale including wholesale voice, SMS Hub, ITFS, etc.

Identify, lead and convert into sales

Coordinate with internal teams such as product, finance, settlements to ensure that Airtel wins the order

Deliver customer satisfaction by ensuring timely implementation of the solution

To keep a close tab on competition and enhancing business/preparing price points in order to churn away carriers from competition

Responsible for managing cost of the destination in the account / region to help Airtel’s retail outgoing cost & to generate wholesale business

Ensure timely market intelligence & competitor strategies are communicated to key stakeholders

Create high visibility for Brand Airtel in the designated region/s

Hunting Focus

Identify, target, and qualify new wholesale voice customers including carriers, mobile operators, international hubs, and strategic telecom partners.

Build and manage a high-quality pipeline of prospects by region, traffic type, and strategic fit.

Develop account acquisition plans for target markets and priority named accounts.

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Lead outbound business development efforts through direct outreach, referrals, networking, and participation in industry events.

Own the full sales cycle from first contact through commercial negotiation, contracting, onboarding, and handover to operations/account management where applicable.

Create compelling business cases for each target account, including expected traffic potential, margin opportunity, credit considerations, and strategic value.

Negotiate rate agreements, interconnect terms, payment/commercial conditions, and service commitments in alignment with company objectives.

Coordinate internally with pricing, routing, fraud, finance, legal, and technical teams to ensure timely feasibility checks and account activation. Decision level

Prime: Final Decision Making authority, accountable to the Management

Create Account funnel

Segment Customers

Strategy to Increase RMS in the region

Product and Services penetration strategy for the region

Managing cost of termination for the region

Shared: Decisions reached jointly with peers on a collective basis

• Pricing decision in case of deviation
• Selecting the customers which can be invested in for long term relationships
• Commercial decisions to support existing carriers
  
  

Contributory: Makes a major contribution to a decision or policy judgment reached by others

• Expansion into new Segments
• Developing new partnerships in the region
  
  

Demonstrate (Key competencies)

Hunter mindset with high drive, resilience, and urgency.

Strong commercial judgment and disciplined deal qualification.

Ability to open doors, build credibility quickly, and influence decision-makers.

Appreciation of the business/ industry nuances

High degree of business skill

Customer centric actions

General management qualities

Global mindset (working with customers with different cultural backgrounds operating in different time zones)

Networking and interpersonal skills

Collaboration with internal & external partners

Enterprising and entrepreneurial mindset

Leadership qualities

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