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General Manager - Sales - 15067

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Date: 28-Nov-2022

Location: Mumbai, India

Company: Tata Communications

Job Family Descriptor

Broad outline of the Role

Purpose - Broad objective of the role

Develop and drive implementation of strategy for direct sales (covering enterprise accounts not covered either in Global Top X or New Logos) for sub-regionsas assigned; Organize and guide team on sales delivery and operations; Develop and deploy marketing initiatives to grow sales; Drive development of technical solutions to support sales; Plan & ensure availability of financial, technical and human resources for the team with the objective of
- ensuring revenue increase and profitability of segment within the sub-region
- improving market positioning
- driving relationships and positioning of company's capabilities within the segment
- maximizing operational efficiency around processes within segment sales and strategy
within the limits of
- global direct sales strategy
- sub-regional business strategy

Operating Network - Key External

Key customers, Partners, Suppliers, Industry forums

Operating Network - Key Internal

BU team members, CSO (Service Delivery, Service Management), Network Services and Engineering (NSE), GNS & GMS (LOB/Product), Legal and Finance team members

Size and Scope of Role - Financial

Revenue : INR 250 - 270 Cr, OB: 75-85 Cr

Size and Scope of Role - No. of direct reports

5 to 8

Size and Scope of Role - Total team size

5 to 8

Size and Scope of Role - Other size parameters

CIO Interface , Account planning

Minimum qualification & experience

Post Graduation in Business Management with graduation in Engineering  (preferable) of about 12-16 years of experience in a high-growth industry with exposure to cross-functional management as well as handling multiple markets

Other knowledge/skills

Sales Management , Understanding of Enviornment.

Key Responsibilities

Segment / Regional Strategy    
Lead the strategic planning processof the segment/ sub-region in alignment with the global segment strategy and sub-regional business priorities;  Prepare annual business plans and identify key focus areas; Tier the accounts by size and/or opportunity; Split the accounts by clusters of geography or verticals, as required; Allocate resources as per the tiering done; Finalize the annual budget based on past trends, study of inflation numbers and cost estimates for new initiatives for improving sales revenue and acquiring new customers
Lead the pipeline development and conversion to achieve the order book by sub-region/ segment; Review, approve and monitor customized account plans in target customer segments; Drive critical sales opportunities;  Develop and deploy Sales Revenue and EBITDA  targets; Lead the teams to identify, qualify, manage and close sales opportunities; Monitor price erosion and churn; Review and approve opportunity funnel, monthly and quarterly sales forecasts; Monitor sales performance and plan actions and re-alignment of resources based on deviations against sub-region plan
Customer acquisition and stakeholder management    
Identify target customer segments by studying customer trends, consumer behavior, socioeconomic demographics, etc.; Prepare customized strategy for each customer segment; Establish an engagement model with each key customer by identifying stakeholders and mapping them to the corresponding hierarchy within the team; Engage regularly with decision makers within the customer organization to identify potential opportunities; Provide adequate support for deals originated in other regions; Collaborate effectively with internal stakeholders to protect our interests; Participate in external forums and network
Business solutions    
Provide support for resolution of critical issues by drawing on understanding of segment nuances and realities; Provide feedback and clarify expectations of support required from solution engineering team with respect to development of technical solutions, sales support, contract scoping & preparation, back office provisioning, ongoing transactional support for the business unit; Guide team to provide inputs on customer requirement and technical solution needed
Marketing Management    
Give inputs to the marketing team for development of the marketing strategy for the sub-region basis the business strategy; Review and support the development of the marketing plan (with aspects such as type of events, demand generation, investment , outcome expected, target customers, tactics etc.); Share inputs with the team on tactical plans; Work with marketing for  the development of the context, content, positioning and collateral for campaigns within the sub-region; Assess success and effectiveness of the marketing campaign as per defined metrics in order to feed into next year's plans
Team Development    
Review workforce plan for the team and make changes as per business priorities; Articulate KPIs and competency requirements; Prepare targets and incentives to reward teams; Drive recruitment process; Hold regular meetings with team to share org. updates, functional priorities, performance updates, resolve issues, etc.; Build a culture of high performance and meritocracy by recommending promotions for right candidates, and implementing an effective, fair and transparent talent management system

Technical Competencies

Knowledge / Skills

Communication Skills

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