Director - Sales (Sales) - B5101_1

Broad outline of the Role

Purpose - Broad objective of the role

Drive achievement of sales targets through sales planning, identification, qualification and closure of sales opportunity for all enterprise accounts within the specific Region

Size and Scope of Role - No. of direct reports

4 to 7

Size and Scope of Role - Total team size

20 (incl 3 on contract)

Minimum qualification & experience

Engineering graduate with a management degree with around 10-12 years of experience

Other knowledge/skills

Understanding of management dynamics; Technical knowledge; Understanding of finance and supply chain management; Knowledge of industry

Key Responsibilities

1) Sales Planning Provide inputs to Region Head around targets for Enterprise Accounts basis market focus; Allocate targets to team based on nature of accounts and market dynamics; Develop sales road map for accounts under purview and provide inputs to teams around specific action plans for account sets. 2) Opportunity Identification and Qualification Review opportunities identified by solution architects and define action plan for sales pursuit in conjunction with team; Conduct workshops with senior management of key client organizations with solution engineering, business development managers, product managers; Discuss potential partnerships to address requirements of client organization; company product/service portfolio to clients; Engage with clients, as required, in pre-RFP level to define requirements; Participate in discussions with project leads and project managers in client organization periodically as required; Meet up with key stakeholders in the client organizations to maintain and manage relationship. 3) Pursuit closure Provide support to team where required for opportunity closure; Involve in large deals/ renewals; Review solutioning for client requirements for complex high-value deals; Review and provide inputs around commercials based on target/competitor pricing; Participate in final negotiations for large deals; Seek support of Region Head where required for closure of sales opportunity. 4) Periodic Reviews Conduct periodic reviews with team to discuss account-wise progress; Discuss opportunity pipeline and opportunity mining; Identify need for resource support for specific opportunities; Track process adherence by team and provide feedback to team/individuals as required; Discuss market intelligence through weekly meetings with cross-functional teams; Discuss challenges around processes and potential improvement areas with commercials and solutions engineering teams; Participate in formal review with program management to track delivery of orders; Conduct periodic reviews with collections around account-wise revenue realization. 5) Team Development Regularly review team structure and assess talent requirements; Participate in the recruitment and selection process; conduct goal setting and performance review for the team; Drive team development, engagement and reward initiatives; Coach and mentor team members as required and ensure resolution of any people issues.

Technical Competencies

Knowledge / Skills