Description:

Job Title: Assistant Vice President (AVP) Field Sales

Role Overview

The Assistant Vice President Field Sales will be responsible for driving revenue growth and profitability for the assigned region through effective leadership of the field sales organization. The role involves full P&L ownership for the region, strategic planning, sales execution, resource optimization, and development of high-performing sales teams.

The AVP will lead a multi-layered sales structure consisting of Directors, Assistant Directors, Zonal Managers, Team Leaders, and Sales Executives to ensure strong market penetration, customer acquisition, and sustainable revenue growth.

Key Responsibilities

1. Revenue & P&L Ownership

- Own and drive the Profit & Loss (P&L) for Field Sales operations within the assigned region.

- Achieve revenue targets while maintaining profitability and cost efficiency.

- Monitor sales performance, margins, and operational costs to ensure optimal business outcomes.

2. Sales Strategy & Planning

- Develop and execute regional sales strategies aligned with the organizations growth objectives.

- Identify new market opportunities, expansion areas, and revenue streams.

- Create annual, quarterly, and monthly sales plans to drive consistent business growth.

3. Team Leadership & Organization Management

- Lead and manage a large field sales team including Director of Sales, Assistant Director, Zonal Managers, Team Leaders, and Sales Executives.

- Drive a high-performance culture through clear goal setting, performance tracking, and coaching.

- Build leadership capabilities within the team and create a strong succession pipeline.

4. Resource & Territory Planning

- Ensure effective manpower planning, territory allocation, and coverage strategy for maximum market reach.

- Optimize sales resources to improve productivity and efficiency.

- Oversee recruitment, onboarding, and capability development of the field sales workforce.

5. Market Expansion & Innovation

- Introduce innovative sales approaches, GTM strategies, and process improvements to enhance market penetration.

- Use market insights and data to refine strategies and improve business outcomes.

- Identify opportunities for new customer segments, partnerships, and distribution channels.

6. Performance Management & Reporting

- Establish KPIs, dashboards, and performance metrics across all levels of the sales hierarchy.

- Conduct periodic performance reviews with leadership teams to ensure target achievement.

- Provide regular updates to senior leadership on performance, forecasts, and business insights.

7. Cross-functional Collaboration

- Work closely with Marketing, Product, Operations, and Finance teams to align sales strategies with business objectives.

- Ensure smooth execution of campaigns, product launches, and go-to-market initiatives.

Key Skills & Competencies:

- Strategic Sales Leadership

- P&L Management

- Field Sales Operations

- Revenue Growth & Market Expansion

- Team Leadership & People Development

- Sales Forecasting & Data-driven Decision Making

- Territory & Resource Planning

- Process Innovation and Market Strategy

Qualification & Experience

- Graduate or Postgraduate degree from a Tier-1 institute (IITs, IIMs, ISB, XLRI, FMS, or other premier institutions preferred).

- 1215 years of experience in Sales, with strong exposure to Field Sales leadership roles.

- Proven experience in managing large multi-layered sales teams and driving revenue growth with P&L ownership.

- Experience in regional sales management and scaling field sales operations.

Success Metrics

- Achievement of regional revenue targets

- P&L performance and profitability of field sales operations

- Market share growth and customer acquisition

- Sales team productivity and retention

- Successful implementation of innovative sales strategies and scalable processes