Regional Sales Head - New Business - IT

Regional Sales Head [New Business] - IT Software Company

Skills/Qualifications:

- MBA (2003 to 2008) from a premier institute ONLY

- Around 5-10 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

Salary Package- Negotiable

Interested candidates, kindly revert back with their updated resume, with the same subject line.

Rahul
PMS Consulting (ISO 9001:2008 Certified Consultant)
or log on to www.pmsconsulting.in