Sales Leader

Responsibilities:

• Leadership – Evolves a comprehensive digital sales and GTM strategy for accounts and making it the cornerstone of client conversations and engagements
• Business Planning – Region level – Aggregate revenue/margin numbers from reporting Business Development Managers/Sales Managers , compare against the aspirational target of the region and provide realistic revenue/margin numbers from new business.
• Sales Planning & Review – Create and review sales plan with sales team and Regiona head and HBU partners. Create sales pipeline and Target Account list (TAL)
• New Opportunities – Builds on relationships, references, industry influencers and analysts to connect with senior leaders in prospect organization. Leads negotiation for large, complex, strategic and transformation deals.
• Customer prospecting – Sales plan appropriately addresses prospecting and ead generation through reviews of pipelines and necessary follow-ups
• Proposal Negotiations and closure – Provide executive presence when meeting with prospects and rope in senior management if necessary
• Contracting and MSA – Identify MSA accounts and help his team of Business Development Managers create positioning for as a strategic partner. She will negotiate MSA TERMS and conditions to create a long-term relationship with the prospect.
• Account Planning and Review – Review Account plan and execution of the account plan to ensure planned growth for the region (in terms of revenue, margin, utilization, etc)
• Account Mining – Ensure internal support for Sales Managers/Business Development Managers (navigating with services lines), review their work plan and ensure growth of the account by positioning strategically and a s a trusted partner.
• Account Operations – Follow up with Sales Managers/ Business Development Managers in case of internal escalations to minimize revenue leakage for services delivered and enhance client satisfaction. S/he will schedule “top 10 opportunity” pipeline and account reviews with region head on a periodic basis.
• Relationship Management – Support the Sales Managers/Business development Managers in getting internal buy-in and providing the required guidance.
• Merger and Acquisition – Provide inputs to the organization on target/suspect M&A candidates thereby contributing to the growth of a geography
• People Management – Identify and recruit Business Development Managers/ Sales Managers as necessary to help get and build local market expertise in company.
• Organization initiatives – Take part in org- level initiatives for the growth/success of the organization

Requirements:

• Post graduate in management
• 12 to 15 years of experience in services industry, preferably experienced in handling revenue generation and account management in FI, telecom, banks