G4S - Hub Field Sales Manager

Department : Business Development

Location : Delhi-NCR/Hyderabad

Job Title : Hub Field Sales Manager

Reports To (Title) : Hub Head

Employees reporting to this position :

Functional (Solid Line) :

Number: 8-9

Roles : Field Sales Executive

Administrative (Dotted Line) : NA

Job Summary :



Responsible for acquisition of all key & core customer accounts (revenue per client - INR 25 lakhs/ month) for respective hub by driving a team of field sales executive. Contribute to development and execution of overall sales strategy. Manage performance and sales incentive execution for Field Sales Executive

Area of Responsibility :

Sales Origination Strategy & Execution :

- Drive execution of overall BD strategy in terms of solution offering, value proposition etc.to target potential customers

- Contribute to development of overall sales strategy for key & core accounts, specifically for hub

- Oversee sales account planning for hub based on market information and existing client data

- Participate in sourcing/ development of new key and core accounts at respective hub

- Maintain a robust sales pipeline at a hub level

- Reach out directly to clients with high potential/ business opportunity through various channels (cold call, reference etc.)

- For higher value key accounts lead the sales bid process including determining client requirement, commercials, negotiating etc.

- Ensure support from Service Delivery and other stakeholders on critical/ high-value bids/ accounts

Sales Performance Management :

- Provide input to Field Sales Head to determine sales and revenue targets at a hub level

- Cascade sales targets to respective field sales executives

- Drive achievement of new sales targets in terms of volume and revenues through the team

- Recommend and implement interventions to improve sales workforce productivity

- Drive adherence to defined sales processes & usage of appropriate sales support tools within immediate team

Sales Reporting :

- Track/ monitor progress against the sales plan/ target

- Conduct periodic sales reviews with the team to identify issues, resolve open issues, take key decisions and escalate where required

- Take corrective actions to ensure targets are met/ exceeded

- Ensure completion of relevant documents and submission of required reportsto leadership in a timely manner

Leadership :

- Provide leadership to field sales executive team including career planning, performance evaluation, feedback, coaching and guidance

- Resolve performance issues for team through interventions such as training, motivation etc.

- Define and drive incentive planning and performance management for field sales team

- Conduct team building exercises/ meetings/ sessions

Performance Metrics :

- Penetration of key customer segments/ type of accounts

- Sales Conversion Ratio

- No of new accounts

- Sales from new Accounts

- Timely and error free sales reporting

- Revenue/ Field Sales Executive

Key Relationships :

Internal :

- Hub Head

- Service Delivery KAM

- Field (KAM/Core) Sales Head

- Field Sales Executive

External : Clients

Key Competencies Required :

Core Competencies :

- Awareness of the market environment

- Leading People

- Delivering strategy

- Driving Change and Innovation

- Delivering Performance

- Working with complexity

- Managing professionally

- Collaborating and co-operating

Functional Competencies :

- Customer thinking

- Market and Customer Knowledge

- CRM/ Sales Force Automation Tools & system expertise

- Problem-solving and Project Management skills

Qualification and Experience Required :

Qualification :

Minimum: MBA/ Master's degree or equivalent Desired: Sales specialization

Relevant Experience :

- Minimum 10-12 years of overall experience

- Minimum 4-5 years of experience in a large distributed service industry or sales organization

- Proven record of superior sales/ business development performance

- Result orientation with strong analytical capabilities

- Strong understanding of key financial/ business metrics

- Willingness to run through walls to accomplish a goal

- Ability to multi task as well as succeed in a rapidly changing environment