VP - Sales - Payroll/HCM

Job Description: India Sales - VP

Overview

This position is quota carrying position with primary responsibility for quarterly sales targets - both as individual contributor and responsible for monthly sales revenue numbers for the team.

Numbers driven, self-motivated and resourceful individual to lead and manage all sales/business development efforts in India market, including market development, prospect activity, achieving growth targets and ensuring efficient utilization of resources.

As a business accelerator the incumbent spearheads sustained revenue growth from new logo acquisition. VP creates external demand for HR services with existing clients as well as prospects, and positions Organisation to win business in India market.

This incumbent of this role is based out of Bangalore reports to MD.

Eligibility Criteria:

Education:

- MBA (Marketing/Sales) form premier institute.

Experience:

- Overall 18+ years of total full time work experience AND

- At least 5 years of domain experience in payroll/HCM selling as Sales Leader in PAN India role.

- 15+ years, minimum, demonstrated selling success/ impeccable track record selling payroll/HCM to the large market (5,000+ employees) as an individual contributor/leading team.

Skills:

- Strong Domain Knowledge

- Excellent presentation, communication and negotiation skills

- Prowess in seizing control of pitch at any stage of sales cycle in rapid-change atmospheres

- Relationship Building, networking skills with prospect top management/CXO

- Commercial Acumen - Competence in creating complex pricing models

Responsibility Areas:

Business Planning:

- Responsible for setting and executing the sales strategy for the aligned market across multiple territories within India

- Leads development of a sales plan. Adept at translating concepts, theories & methodologies into employee-friendly payroll, benefits, RT solutions

- Demonstrates strong sales aptitude. Ability to craft and present client offers. Helping the HR team identify and navigate alternative paths to making the sale

- Create demand and generate interest in existing and new markets, and listen for opportunities to create new or improved products

- Developing/ managing a pipeline of future outsourcing business opportunities across the market to achieve market business development objectives/ targets

- Determining targeted opportunities and developing accurate and timely execution methods to meet monthly individual and team sales quota.

Sales Forecast

- Responsible for developing and implementing sales plan to achieve monthly individual and team sales quota for multiple territories. Would be solely responsible for achieving monthly quota for individual and entire sales team.

- Leading and managing the market sales team, with specific focus on Large local (Market) HR sales opportunities

- Working with the finance team for :

a) Sales CRM & pipeline management and allied executing frameworks in the market

b) Market specific deals and market expectations from deals

c) Market group pipeline management and aggregation

- Progress Review on a daily basis and key matrices - new client meetings, proposal, negotiations, sale closures.

Process Management

- Solely responsible for activities regarding researching new business opportunities in the market as well as new customer/vertical research

- Researches current market problems, or issues and specific market trends, along with guiding the junior members of the team to get their prospect pipeline.

- Speaks internally to colleagues to share and find information, reads white papers, uses the Intranet in order to present products and services, along with managing medium size teams

- Regularly engages with the top management of clients

- Responsible for thorough understanding of the local marketplace, sales management, sales execution to achieve individual realized revenue quota and team quota.

- Requires excellent understanding of different services offered by the company

- Working with MD to ensure

a) Consistency - Sales processes compliance, targeting, prospecting, collaterals and sales support materials

b) Reviewing and taking end-to-end sole responsibility and ownership of weekly/monthly sales targets

c) Endorsing and ensuring use of appropriate client development tools, processes and systems for client planning, weekly forecasting, daily sales reporting.

Continuously build on existing domain expertise in sales function:

- Articulate & define scope and develop technical solution in conjunction with solutions, operations & technology teams.

- Lead RFP process. Develop and deliver proficient product demos

- Responsible for single handily negotiate commercials, SLAs/SOW.

- MSA/Contract closure responsibility and protection of Organisation's interests.

Financial Management

- Strictly manage within assigned budget for cost of sales - people, travel etc.

- Lead an close pricing efforts in conjunction with Finance for current/new products in market

- Responsible to provide inputs & amicably close pricing decisions. Strictly to sell only above the defined profit margin.

Market Intelligence:

- Works closely with regional marketing manager on:

a) collection and communicating market intelligence on products/services and incorporate it into sales client planning process

b) sharing the above with LT, Solutions, other Senior Manager - BD and delivery teams

c) comprehensive validation of capabilities against scope

d) drafting competitive strategy and market share enhancement plans to ensure weekly, monthly sales quota is achieved

Branding :

Works closely with regional marketing manager for tangible results in:

- setting the brand and communication strategy for the market

- suggesting for formulating marketing and brand building initiatives in the market

- Creating measurable - pull- factor for organisation service offerings.

- liaison with other organisation Business partners/segments to ensure harmonization of process and approach in market

New product development:

- Pro-actively participate in developing new services - at least one new product/service (non-linear) per quarter.

- Completely support transition for project implementation, with sole responsibility to ensure revenue realization. (not limited only to booking)

- Works closely with regional marketing manager to

a) Assess & quantify market demand for existing Product/Service Suite.

b) conduct comprehensive feasibility study basis market needs and internal delivery capability

c) formulate - go-to-market- strategy for launch of products

d) convey market needs to MD, Product, Solution and Technology groups and convince teams to get their buy in.

People Management

- Lives by example and leads creation of daily sales & revenue culture

- Ensuring sales team's quota achievement and development with complete accountability for engagement, quota achievement and retention objectives

- Clarifies accountabilities, priorities and eliminates barriers that get in way of achieving numbers

- Ensures experiences and learnings are shared across team members and broader client development group

- Lead a team of professionals engaged in selling different types of services

- Responsible for building team capabilities

- Monitors and improve conversion rates, productivity levels, staff strength, product mix, cost of sales and profitability at the territory level

- Provides assistance and/or escalation with different customer problems, account conflict and lead negotiations for positive closure.

Knowledge & Experience

- Must reside in and have strong, current relationship with, prospective clients.

- Proven experience in building and developing client relationships among senior level decision makers

- Ability to apply the firm's positioning and brand strategy to all aspect of business development efforts

- Experience prospecting/cold calling to large market prospects

- Internal and external communication and presentation skills - ability to articulate and sell value

- Project management skills

- Should have very high interpersonal skills

- Excellent people management and leadership skills are required to motivate and retain a diverse set of sales professionals

Work Conditions

- Office work environment.

- Requires the ability to interact with others in multiple locations globally. Require flexible hours.

- Occasional late evening and weekend work to meet business numbers.

- Frequent computer use at a workstation for extended periods of time.

- Extensive travel min. 2-3 weeks per month as necessitated by business needs.

contact : jaswinder kohli