Regional Business Head - North - Construction Business

Responsibilities:

1.Revenue, margin achievement & Sales Leadership

- Develop regional sales plans, targets by product / service line, customer segments, regions with unit level gross and net margins

- Enthuse, challenge, motivate and develop regional sales managers to drive company goals. Encourage RSMs to take ownership of people responsibilities - building & motivating teams to success

- Scan the competitive environment, use SWOT or equivalent methodology to identify external and internal opportunities and risks

- Develop and implement marketing strategies, analyzing trends and results. Implement regional sales programs by developing field sales action plans

- Establishes sales objectives by forecasting and developing annual sales quotas for regions and territories and project expected sales volumes and profit for existing and new products

- Maintains sales volume by tracking changing trends, economic indicators, competitors and supply and demand.

- Develop the sales workforce plan, develop regional sales structures, identify new markets and assign Circle Heads and Circle Leads to meet sales targets sales

- Operationalize / execute sales strategies in discussion with iBus leadership, peer structures and regional sales teams

- Develop a strong - Speak up- culture to access on the ground views, perspectives

- Maintains professional and technical knowledge by attending educational workshops, reviewing professional publications, establishing personal networks, and participating in professional societies.

- Coach and mentor salesforce hands-on

- Create the next level of leadership for cross-functional roles within the organization

2. Sales Control - Processes, Tools & Documentation

- Develop Sales budget to achieve sales plan and track SG&A expenses to achieve unit level profitability / net margin

- Deploy and use appropriate CRM tool to manage sales teams and sales workflows

- Work closely and effectively with Director - Contracts & Negotiations to bridge the commercial aspects of client relationships and ensure a smooth handover

- Work closely and effectively with National Collections Head to ensure AR is within collection norms and motivate Regional Sales Heads to resolve large outstanding in a timely manner without affecting client relationships

- Apply organizational standards when responding to requests for proposals, negotiating terms and drafting contracts

- Communicate and present information to stakeholders regarding deals pipeline and win-loss data.

Requirements:

- Engineer / MBA / Engineer-MBA

- Should be comfortable travelling up to 10 days a month. May need to travel Pan-India often on demand

- Needs to manage personal and team safety during Pandemic and work from office at least 3 days a week

- Essential:

i. Consultative selling

ii. Sales Planning / Target-setting

iii. Customer Intimacy

iv. CRM adoption & Continuous Process improvement

v. Demonstrated track record of meeting sales goals / quotas

- Exposure to large deal sales involving complex contracts & commercials

- Strategic Thinking & strong Business Acumen with an Executive presence. Excellent understanding of the macroeconomic dimensions, industry drivers, evolving technologies and services, changing customer behavior which opens new business opportunities

- Critical thinking skills ability to research and understand legal and financial implications

- Strategic Business Communication: Need to have essential traits of Active Listening and Active Probing styles in persuasive communication which the individual should also be able to impart to the reporting executive leadership

- Language skills: Must have strong Spoken, Reading, and Written command in English to address both national and international clients and partners. Relevant language skills

- Patience, Perseverance &Resilience

- Learnability & Adaptability: Ability to grasp, willingness to learn and adapt to situations / new opportunities are essential traits

- Diversity & Inclusion: This is an important tenet of iBus- core beliefs. D&I thinking from the very top is a fundamental core value