Hindustan Times - Branch Head - SMB Growth - South - Shine.com

Branch Head South

Company: HT Media Shine.com

Function: B2B / Corporate Sales

Location: South Region

Position Overview:

HT Media (Shine.com) is looking for a high-energy, results-driven Branch Head SMB Growth (South) to lead our new client acquisition engine. In this role, you will lead a high-performing B2B sales team focused exclusively on aggressive market penetration, cold prospecting, and acquiring high-value accounts across the region.

Key Responsibilities:

1. Team Leadership & Performance:

- Lead, mentor, and motivate a team of sales professionals to achieve ambitious acquisition targets.

- Set clear KPIs, design outbound sales strategies, and conduct regular performance reviews.

- Provide continuous coaching on negotiation, deal structuring, and objection handling.

2. New Client Acquisition & Market Penetration:

- Drive new business hunting across assigned southern markets using market mapping, networking, and outbound prospecting.

- Identify untapped SMB segments, emerging industries, and high-potential corporate accounts.

- Oversee the end-to-end sales cyclefrom outbound prospecting, cold calling and high-level pitching to negotiation, closing and client onboarding.

3. Strategic Business Development & Revenue Growth:

- Ensure strict delivery against monthly, quarterly, and annual branch acquisition revenue goals.

- Engage directly with key decision-makers (CHROs/TA Heads/Promoters) to secure strategic deals.

- Continuously refine the branch sales strategy based on competitor insights and market trends.

4. Sales Planning & Pipeline Management:

- Maintain structured pipeline health, monitor conversion ratios, and build reliable revenue forecasts.

- Deliver regular performance metrics, actionable insights, and market feedback to senior leadership.

Candidate Profile:

- Experience: 10-12 years of progressive B2B / Corporate Sales experience (field sales), with a proven track record in new client acquisition (hunting focus).

- Leadership: Minimum 3-5 years of experience directly managing and scaling direct sales teams.

- Domain Knowledge: Strong understanding of solution selling, complex B2B sales cycles, and the recruitment/HR tech/media landscape (preferred).

- Skills: Superior negotiation, strategic prospecting, pipeline management, and executive-level presentation skills.

- Mindset: Highly target-driven, resilient, and comfortable operating in a fast-paced growth environment.