Manager - Sales

Job Summary:

This role is primarily an ELV hunter role in the assigned territory (65%) with a strong secondary resp. of growing existing key accounts for repeat business (35%). Targeting a universe of selected verticals and establishing a footprint in the top 20 accounts is a key expectation from this individual contributor. Sales quota is USD 1.5 mill per annum expected to be over achieved month on month and Q 0N Q.

We are a number driven team with a strong focus on pipeline generation and management and are looking for live wire sales professionals with a passion to excel and deliver beyond the ask to join us in our growth trajectory. Needless to add you must have min. 8+ years of hardcore sales experience in your territory with a reputed ELV SI and an exemplary sales track to compliment that.

Job Responsibilities and Accountabilities:

Area of Responsibility:

- Achieving growth and hitting allocated sales targets as per quota

- Have a plan to disruptively acquire a major market share in the targeted industry vertical/s.

- Ability & industry connect to Quickly ramp up a sales funnel with qualified opportunities covering target account universe.

- Implement a regional sales plan, working in collaboration with stake holders to increase market share, develop new markets and to improve gross margins by enhancing the performance.

- Hands on SF.COM - Reports on sales performance including sales forecasts, sales pipeline management and competitor activity.

- One - up knowledge on competitor activities, products, systems, services, prices, and other marketplace conditions to capitalize on market opportunities.

- Should have relevant market knowledge with relationship with the key people in the value chain (Architects, EPC consultants, end customers, OEM's, influencers etc.)

- Conduct business brief, product / solution update, technology development to target audience - Architects, consultants, end customers, influencers etc.

- Provide sales vision for the assigned region by developing a complete understanding of organization structure, local buying influences, geographic area, customer requirements, competitor activity, market share targets, developing markets, sales penetration, local sales coverage and sales revenue goals through successful implementation of sales strategies and development of tactical plans.

- Develop and implement target account lists, account profiles and strategic sales plans in coordination with Sales Head. Participates in direct calls and leads in presentations to customers on our products & services. Maintains personal contact with major customers to ensure highest level of customer satisfaction is achieved.

- Coordinate with Centralized Design, Estimation & Technical personnel to provide effective high quality solutions to meet customer objectives and satisfaction.

- Assist in the annual sales budgeting process to develop comprehensive region sales plans including appropriate actions required to ensure achievement of division's growth targets. Represents the company by participating in local and national trade shows.

- Achieve and deliver collections in time and in full on scheduled milestones against each order.

Key Relationships:

Internal:

Sales Head, Business Head, Aligned Function Heads, Service Delivery Head, Regional hub heads and strategic sales teams of group businesses

External:

Customers, Consultants, Architects, Large reputed contractors

Key Competencies Required:

Core Competencies:

1. Delivering sales on plan - consistently

2. Strong reach and connects in target industry segments

3. Strong ELV technical and industry knowledge

4. Ability to perform in ambiguity

5. Customer centricity - skills to be the customer voice in the organization

6. Strong Order to Cash process management experience.

Functional Competencies:

1. Knowledge of Market research and analytics skills

2. Communication Management

3. Customer Relationship Management

4. Negotiation skills

Candidate's profile:

1. MBA preferred

2. Must have min. 3-8+ years of hardcore sales experience in same territory with a reputed ELV SI and an exemplary sales track.

3. Expertise on SF.com, MS - Office.