Assistant Manager - Sales (Commercial Business Operations) - B3101_1

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Date: 2 Dec 2023

Location: Pune, 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 will manage and co-ordinate the commercial and (or) bid management operations to support commercial opportunities with the customers. This includes -capturing planning, writing, editing, bid production activities, commercial modelling and supporting contract negotiations. This is an operational role, responsible for delivering results that have direct impact on the achievement of results within the assigned account and business.

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

  • 3-7 years of relevant experience
  • Graduation in Engineering/ Commerce / Science with MBA/CA/ICWA in Finance preferred.

Other knowledge/skills

  • Solid financial acumen
  • Experience with data management, analysis, and reporting
  • Knowledge and understanding of MS excel, Power BI and Sales Force.

Key Responsibilities

  • Planning and executing the commercial framework and proposal for any new RFP for potential or clients
  • Compiling a business case and make suitable recommendation, including cost / benefit analysis, key performance indicators and risk analysis.
  • Provide operations support to sales professionals in the areas of pricing, bidding, creating contracts, proposals, invoicing etc.
  • Sales process activities of the business segment- Billing, Orders, Agreements, Bi-laterals, swaps, Market Management etc.
  • Coordinating between different teams or stitching together proposals and ensuring timely responses to RFPs
  • Work closely with sales and marketing to develop and enact competitive pricing strategies.
  • Reviewing and ongoing management of contracts ensuring contract compliance – customers, partners, leases, contractors etc.
  • Preparation of sales/product/customer reports
  • Structuring cost saving/ revenue improving initiatives on an ongoing and ad-hoc basis for existing / potential clients.
  • Creating financial analysis, business models, support execution and day to day project management

Technical Competencies

Knowledge / Skills


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