Territory Sales Manager - Solution Sales

HReSource, a leading recruitment consultancy, offers services in IT and telecom space. Our vision is to enrich the lives of people through quality employment opportunities. We also offer efficient talent management solutions to provide our clients with quality human capital.

This offers our recruitment company an edge over other search firms and HR recruitment agencies. Our comprehensive and thorough recruitment consultancy services help companies increase their productivity, improve efficiency, and manage human resources effectively.

We are based in Faridabad in Green Valley. We are partners to large organisations like Wipro ,Cognizant, KPMG, SAP India, SAP Labs, Accenture, Mahindra Satyam,Sify, Cable&Wireless, Ericsson, MTS etc

Postion- Territory Sales Manager

Experience- 7-13 yrs

Location- Mumbai/ Gujarat

Reporting- Regional Director

Key Areas of Responsibility and Tasks:

Territory Management

- Defines sales territories in alignment with SME Country/MU-Lead and allocates accounts (target acquisition accts, territory acquisition accts, installed base); reviews performance on a regular base and adjusts accordingly

- Allocates appropriate sales resources (TSE’s, CSE’s, ISE’s, Presales, etc.) and targets in the light of territory potential, coverage needs and channel capacity & capability; reviews resource allocation on a regular base and adjusts accordingly

- Ensures that sales targets for individual team members are carefully adjusted to territory potential (within guidance of hybrid / volume coverage model and associated compensation framework) – at least once a year

- Drives territory planning for each territory under his supervision covering all RTMs and respective sales roles in the territory (incl. TSE, CSE, ISE) on a regular base

- For mid-term and quarterly perspective

- Validates and coordinates ISE’s action plan with Inside Sales Manager

- Validates Channel Map and coverage for territory accts

- Identifies gaps in the territory coverage and initiates relevant activities (Channel Recruiting, Channel development, up-/ reskilling of sales resources, etc.)

Sales Management

- Responsible for coverage and execution of entire territory (incl. quota, top deal status review, forecast on revenue and net new names by customer segment, RTM [direct vs. indirect] and other dimensions)

- Makes sure that the SME strategy and sales model is understood correctly within the organization and that it is running correctly in order to achieve KPI’s

- Ensures that sales requirements (quota, budget, channel mix, mix of target and territory account business) are fulfilled in order to generate the revenue and profitability planned by each member of the team.

- Manages sales execution, monitors performance of members of his sales team on an ongoing basis

- Ongoing review of top deal status, account- and opportunities plans for key deals in his territories

- Ensures healthy license pipeline is in place: drives, jointly with SME Marketing team, execution of Demand Generation activities and review regularly the SW license revenue pipeline (next quarter, rolling 2-4 quarters)

- Ongoing review of net new name achievements/targets/pipeline

- Ensures appropriate involvement of partners in sales cycles for target and territory accounts in order to drive aspired indirect SW license revenue target and achieve target profitability within his territorie(s)

- Surveys fulfillment of channel coverage improvement plans (as defined as output of territory planning)

- Adjusts territory and tactical sales plans as needed

- Manages business and operational change within team to drive highest levels of employee satisfaction

- Provides forecast (on top deal status, overall SW license revenue, SW license revenue driven by indirect channel, and net new names by customer segment and other dimensions) to the country and regional SME management. Ensures forecast and pipeline accuracy.

- Drives discipline to maintain most actual deal information of all deals in CRM (regardless of SAP or partner-led sales cycle)

Sales Support

- Supports TSE, CSE and ISE in top deals/complex sales opportunities when appropriate (providing industry knowledge, seniority, strategy…)

- Raises issues within the organization that requires senior management attention

- Manages customer / partner escalations in a proactive and professional manner in order to maintain satisfaction levels and to secure future business

People Development

- Ensures team work of sales resources covering a territory (“virtual territory team”)

- Ensures professional development by providing on the job coaching and access to SAP sales readiness offerings (e.g., trainings), resulting in high employee satisfaction and increased sales readiness for all individuals in his territory (solid and dotted line)

- Initiates recruiting and drives evaluation process of new team members in the light of coverage needs

Please feel free to mail/call in case of any query. We will be more than glad to provide you the necessary inputs. We will be grateful if you can pass this information to your friends/Colleagues/Peers who would be interested in looking for a job change.

Looking forward to hear from you

Contact-
Barkha Bareja
HReSource Consultants
9910332938
barkha.hresource@gmail.com , barkha@hresource.co.in