Objective :

- Lead and direct the sales effort for Software Products division of FSS

- Formulate the business plan and guide the sales effort for the region

- Build channel capability and quality execution to deliver sales and capture market share

Roles And Responsibilities :

Accountabilities Of The Job - Expected Output, Field Of Activity :

Financial :

- Chart clear revenue, sales and collection projections and strategies for various product suites of FSS such as Issuer solutions, Smarter back office, Digital banking, Acquirer solutions, Inclusive banking and Monitoring & Middleware

- Achieve if not exceed the sales and revenue targets for the FY through planned efforts

- Advise the management team on key planning issues, produce a sales budget that is acceptable to the management and ensure adherence to the same

Sales management for India :

- As head of a sales team be responsible for devising/ updating the sales model in collaboration with regional Business heads

- Meeting and exceeding set sales targets while adhering to FSS's sales rules of engagement

- Managing, controlling, coaching and evaluating the staff, in order to give the necessary support and to guide the employee towards optimum performance

- Cooperating with the other divisions of FSS, e.g. marketing / delivery / support - to succeed in working out the daily operations for the region

Account Management - Prospection :

- Identifying and active searching for new prospects, analyzing sales potential and work out sales activities. Attending and participating in sales meetings, product seminars and trade shows.

- Making prospecting a part of the regular routine ensuring that new prospects are added to the pipeline on a consistent basis, by collaborating with Business Heads

- Managing a enterprise solutions/ products sale with a stipulated purchasing cycle

- Moving the sale through the entire sales process ending after the transition to an Account Manager. This includes taking an active role in the RFP process.

- As head of sales, accounts are visited together with Business Heads, Account managers and sales Managers, or - for specific accounts (segments, major accounts) - by the head of sales himself.

Proposals, forecast, contracts, market :

- Forecasting on regular basis (and quarterly review towards the executive team)Qualify business opportunities thoroughly and manage the pipeline

- The head of sales will close contracts with clients in agreement with the FSS contractual conditions

- Together with the product management/ Business Heads, he will work out business cases (projections of income)

- Detect and analyze information regarding FSS customers and its market, in order to improve knowledge of the environment and to apply it in the form of new or modified products and service

- Competitive analysis, communication strategy, advertisement policy

Product knowledge :

Gain expertise of the functioning and advantages of the FSS products in order to position the sales team as specialists. The activities include:

- Participating in product info sessions

- Continuously increasing own expertise conc. our value proposition

- The head of sales will decide on trainings and actions to achieve the product know-how

Quantitative Aspects :

- The head of sales will be responsible in his region for the sales revenue thru achieving targets, for the sales & marketing costs

- These figures are worked out - together with the executive team - as part of the annual business plan

- Quarterly the achievements and progress of plan realization will be discussed with the executive team

Line Management :

- The head of sales will be the direct manager of the regional sales staff. He will organize and chair meetings, work out budgets, hold goal settings and performance appraisals

Person Specification :

Educational level & general experience :

- MBA from premier institute

- Sales & marketing experience (- 15 years)

- Management experience

- Technical knowledge

- Understanding & being able to discuss with Business Heads, Product heads

Language skills : English

Competencies :

- Mastering the sales process (incl. major accounts)

- Track record in developing business and achieving targets

Location : Mumbai

Personality : Sales drive, committed, entrepreneurial, relationship driven, inventive, reliable, pro-active

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