Business Development Manager

airtel; Gurgaon; On-site; INR 2,500,000 - 4,000,000; Full time

Job summary

Airtel is seeking a Key Account Manager – Business Development to drive international wholesale voice growth from new carriers and strategic partners. This hunter role emphasizes acquiring accounts, negotiating terms, and onboarding them to generate live traffic and revenue.

You will work with cross-functional teams including product, finance, and operations to maximize revenue from both new and existing accounts, while building a strong regional brand in Airtel's global wholesale voice

Qualifications

• Hunter role focused on new carrier, operator and wholesale voice accounts.
• Coordinate with product, finance and operations teams to onboard accounts.
• Own the full sales cycle from first contact to onboarding and revenue generation.

Responsibilities

• Onboard new accounts and undertake business development.
• Revenue enhancement and penetration of the account.
• Strategize and plan to increase minutes and orders.
• Own the P&L of the account.
• Coordinate with internal teams to win orders.
• Deliver customer satisfaction through timely implementation.

Skills

Business development

Negotiation

Sales cycle management

Strategic account planning

Job description

Job Description:

Job Title

Key Account Manager – Business Development

Job Level

Manager / 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)

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.
• 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 consid