Sr Manager - Sales (Commercial Business Operations) - B4101_1

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Date: 23 Nov 2023

Location: Mumbai, India

Company: Tata Communications

Job Family Descriptor

Developing the companys longrange sales strategy and forecast sales volumes for the entire organization build customer and partner relationships and conduct territory planning and segmentation Identify sales opportunities and conduct feasibility checks to ensure maximum conversion of these opportunities to generate revenue as per sales strategy targets Position and promote the partner value proposition Annual revenue quota booking roles Responsible for anchoring Account Relationship and Account Strategy in the assigned set of enterprise accounts through deep and strategic customer engagement Lead and own opportunity progress on CRM system Salesforcecom and manage deal progressionclosure by ensuring cross functional teams BD Teams Bid Management Solutions Legal Commercial etc collaboration Digital sales involves the use of virtual channels to reach out to prospects provide education and ultimately offer a solution that uniquely meets their needs The Digital Sales Representative DSR is a Quota Carrying role accountable for proactively prospecting new business opportunities upselling to existing customers and exceeding monthly quarterly and annual targets and maximizing revenue opportunity across the respective region in India The primary focus is on managing revenue and growing the Enterprise Business across geographies Manage and coordinate the overall operation of the BU to support large complex bids with customers Provide operations support to sales professionals in the areas of pricing bidding creating contractsproposals invoicing etc manage new initiativesopportunities that may involve coordination between the sales channel and other organizations such as Marketing Product Management IT etc Responsibilities may include but are not limited to the following Sales process activities of the business segment Billing Orders Agreements Bilaterals swaps Market Management etc coordinating between different teams or stitching together proposals and ensuring timely responses to RFPs

Broad outline of the Role

  • The role is responsible for commercial modelling and (or) bid management process of large and complex opportunities for a region. The role owns the commercial/financial build of major sales opportunities in the region. This would involve understanding of customers commercial expectations, understanding of TCL product offering and solution proposed and developing a Win-Win commercial propositions. The role also facilitates effective bid qualification and is responsible for obtaining all necessary authorization for the successful completion of the bid. This is a tactical role with a significant mid-term impact on business unit overall results.

Purpose - Broad objective of the role

Operating Network - Key External

Operating Network - Key Internal

Size and Scope of Role - Financial

Size and Scope of Role - No. of direct reports

Size and Scope of Role - Total team size

Size and Scope of Role - Other size parameters

Minimum qualification & experience

  • 7-12 years of relevant experience
  • Graduation in Engineering/ Commerce / Science with MBA/CA/ICWA in Finance preferred.

Other knowledge/skills

  • Experience in commercial operations or bid management roles
  • Financial and business acumen, knowledge of the industry
  • Analytical skills and strategic acumen
  • Strong presentation and communication skills Proficiency in using MS Excel
  • Ability to work with complex data sets.
  • Highly analytical role that requires techno-commercial acumen
  • Experience in developing complex pricing models and pricing strategies.
  • Financial forecasting
  • Conversant with financial accounting practices, such as taxation, balance sheet and overhead treatments.

Key Responsibilities

  • Facilitate contract negotiations with legal, sales, commercial manager, and the customer, as needed.
  • Reviewing key proposal from commercial governance perspective and advising sales team on deviations
  • Manage the production of customer proposals, ensuring a win strategy is developed and executed to produce proposals and contain a compelling proposition to the customer, presentation of our solution and the value it brings to our customers.
  • Initiate corrective action where necessary by forward planning and forecasting, to ensure optimum utilization of company resources and promote customer satisfaction.
  • Manage high value financial contracts and assess changes potentially impacting the underlying business case. Awareness of commercial and legal risks and consequences.
  • Facilitate effective bid qualification and obtain all necessary authorization for the successful completion of the bid. Working with sales teams to assist in bid / no bid decisions, bid strategies and partnering decisions.
  • Own and maintain the bid risk register and the development of the mitigation strategies required. Flag any issues or risks to the appropriate resources within the business.
  • The role may be an individual contributor or may lead a small team.

Technical Competencies

Knowledge / Skills

Job Segment: Senior Product Manager, Operations Manager, Product Manager, Market Manager, Operations, Marketing, Sales

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