Director - Sales - Electronics Segment - Retail Engagement Firm

Roles & Responsibilities:

- Own Revenue plan for the Category/ Segment/ Region

- Execute/ Own the Plan for the ACV target for the year for the category / geo / segment

- Validate multiple region sales, revenue plan, ( funneling activity ) , Develop strategies relating to the company's market, products, services, and sales goals

- Own, Execute, Achieve, Track, analyze ACV target and present sales metrics to senior leadership

- Facilitate current client relationships and work to grow new ones to move towards the ACV plan execution

- Analyze market trends and plan sales strategies accordingly

- Create sale process, messaging, pipeline qualification process for all sales motions

- Evolve postioning of our products and services, create approach to get more prospects and leads

- Reach out to Buy centric profiles,

- Set up sales projections per team/ member / POD

- Create Partnerships across segment/ Category .

- Identify the potential in the segment/Category/ Region & create a sales plan and execute the plan

- Execution of Sales process

- Create , guide teams on Segment / Category painpoints, Sales Motion, BANT qualification, Pipeline creation , Demo, A/c Map creation, Vision building of the client, MApping stakeholders, Client Discussion, Objection handling, Competition battle cards presenting, Value position & Forecast, Solution view

- To be able to Direct mulitple sales motions (Enterprise, MM, SMB) across various categories, product sets and channels, segmentwise- categorywise targets, deep understanding of the ecosytem/ category/ customer behaviour, resource plan, costing, sales+marketing budgets, understanding and control on CAC

- Reach out to new clients (Self, Partner, Marketing), Need Creation, Need Fulfilment, BANT qualification of opportunities, focus on ICP and get the low hanging fruit.

- Escalation Management

- Handling prices negotiations,

- CSM escalations

- Building High performing teams

- Create team resoucing plan required for achieving target

- Recruit, hire and train new sales representatives

- Coach to the teams on how solutions align with their pain points, prospects needs / problems / wants; analyze current sales strategy and suggest solutions for improvement; new practices; knowhow; partnerships creation

- Manage R.O.B calls, Ensure Commits, Tackle Objections

- Keeping teams engaged

- Define clear work streams, define roles & responsibilities time to time, define OKRs for their workstreams;

give regular performance feedback

Ideal Candidate profile:

- Minimum of 10 years of experience in B2B/Enterprise software sales with an experience in Electronics category

- Demonstrated Sales leadership and organization and people leadership skills

- Should have good relationship with market places in India

- Should have understanding of online/offline business

- Exceptional in-person, verbal and written communication skills a must (comfortable presenting alone in front of large groups)

- Established relationships with Senior and C-level executives

- Bachelor's or Master's degree in business or related field