Job description

1. Role Purpose

This role will drive sales strategies in a designated geographical region for achieving revenue targets, implementing strategic initiatives, and expanding the customer base. The role requires effective team management, client relationship development, and working closely with cross-functional teams to optimize overall sales performance, contributing to the company's growth and success.

2. Key Role Responsibilities

Sales Leadership:

- Lead and manage sales for a region/ regions

- Plan, propose and implement regional sales strategies, processes and business plan to align with organizational goals

- Drive the revenue targets for the region including product mix

- Aim to increase knowledge of the market, products and customers

- Conduct competitive analysis and adapt strategies to stay ahead in the market

- Utilize market data to analyze and leverage opportunities for strategic advantage

- Collaborate closely with the product team to align sales strategies with product offerings

- Manage the entire business cycle from identifying customers to billing to collection

- Analyse sales data and leverage insights to conduct a thorough review of sales Key Performance Indicators (KPIs) and metrics, extracting valuable insights to inform

strategic decisions and drive performance improvements.

- Define and implement streamlined sales processes tailored to the unique dynamics ofthe region, ensuring efficiency and effectiveness in achieving sales objectives.

2. Key Role Responsibilities

People Leadership:

- Build, lead, and motivate the sales team to foster a culture of high performance, collaboration, and achievement of targets.

- Proactively focuses on competency development within the team, preparing individuals for their next roles.

- Provide guidance, and coaching to a diverse team, fostering high performance and nurturing competency development

- Oversee training initiatives for the region in collaboration with the Learning and Development (L&D) team, ensuring continuous skill development and enhancement within the sales team.

Relationship Management:

- Act as a liaison between the sales team and external stakeholders

- Collaborate with the sales team to conduct comprehensive assessments of customer needs within the region, ensuring a deep understanding of their requirements,

challenges, and expectations.

- Facilitate seamless internal collaboration across departments including product, marketing, operations, and finance to ensure alignment and drive collective business objectives forward

- Manage relationships with clients of large accounts, ensuring satisfaction and retention

- Maintain strong connections with OEMs within the assigned region

- Build and maintain strong relationships with key clients and stakeholders in the region,employing effective communication, trust-building strategies, and proactive engagement to foster long-term partnerships.

3. Key Result Areas

- Revenue growth topline and bottom-line

- Product mix/ Value Driven Business

- Regional Net Profitability

- Business Growth & Expansion

- Collections

- People Leadership (Succession Planning & Retention)

- CSAT/ Repeat frequency

- Sales Excellence (Process & Analytics)

4. Knowledge, Skills, Experience and Behavioural competencies

- 12 to 14 years of in-depth domain knowledge in IT and ITES sectors, including 5+ years of leading a team

- Must have market, product, competition and region knowledge

- Proficient in driving revenue targets and managing profitability

- Proficient in building and maintaining a professional network through events, LinkedIn connects, and other channels.

- Strong background in stakeholder and CXO management

- Working knowledge of CRM software, analysing and interpreting reports