Skills/Qualifications:
- BE / B.Tech + MBA (1993 to 1998) from a premier institute ONLY
- Around 15-20 years of experience in Corporate Business
KEY RESPONSIBILITIES :-
1. Leadership Results
- Develop the 2-3 year geography-level strategy for various products in alignment with the overall sales-function strategy aimed at achieving sustained competitive advantage and deliver the requisite revenue, profit margins and customer experience
- Translate the sales and marketing strategy into 1-yr and 2-yr geography-level integrated operating plans - derive and achieve geography-level priorities and actions from the same
- Provide clarity to team(s) regarding the direction/priorities and drive its deployment down the line. Review and track fulfillment both in terms of outcome as well as process on a regular & timely basis
- Periodically examine the geography strategy and structure for efficiency and effectiveness through allocation/reallocation of customer clusters; and through mapping the right individuals to the right roles
2. Management Results
- Develop functional capability in the regional sales leads to manage the entire sales cycle - build capability to review proposals & costing from the aspect of being the quality-custodian along with the Pre-Sales Lead and participate during key commercial discussions with potential customers
- Collaborate with the marketing team to develop the geography"s marketing plan/ actions to enhance market presence and lead its deployment in the geography. Support marketing team in preparation of relevant customer case studies and testimonials
- Collaborate with the Alliances team to develop, enhance the active partner eco-system and support is deployment in the geography
- Work closely with the Delivery counterpart to enhance collaboration in both the verticals by continuously identifying bottlenecks, impediments in delivering enhanced customer experience through seamless project implementation
3. Business Results
- Identify and evaluate target industry segments, sub-geographies and alliances by generating regular insights about the geography/country environment and customer shifts and initiate targeted action to achieve the plan
- Drive effective customer relationship management by performing regular review of customer relationship status and customer strategy to identify accounts which may require changed focus in order to enhance customer share-of-wallet
- Drive the geography"s sales pipeline process to accurately forecast, qualify, realize and grow the geography pipeline while balancing product, alliance and customer focus and increasing conversion-rate in the medium-to-long term
- Develop C-level relations with existing and potential customers in the geography to gauge customer experience and invoke confidence in Company as a trusted partner; promote Company as a trusted partner and brand and identifying opportunities and addressing concerns in line with Company values
- Regularly review customer satisfaction trends - initiate necessary actions and mobilize improvements within regional sales and delivery teams to plug customer-experience gaps in order to achieve exceptional customer satisfaction scores
4. People Results
- Enable and deploy processes that enable and recognize high-performance, develops and retains talent and promotes cross-functional collaboration
Rahul
PMS Consulting (ISO 9001:2008 Certified Consultant)
or log on to www.pmsconsulting.in
"If you are born as poor , it is not your mistake.... But if you die as poor that is definitely your mistake" - Bill Gates
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