Sales Origination Strategy & Execution (Time Spend: 35%) (Performance Matrix)
Drive execution of overall BD strategy in terms of solution offering, value proposition etc.to target potential customers.
Contribute to development of overall sales strategy for key & core accounts.
Oversee sales account planning for based on market information and existing client data
Participate in sourcing/ development of new key and core accounts at respective
Maintain a robust sales pipeline
Reach out directly to clients with high potential/ business opportunity through various channels (cold call, reference etc.)
For higher value key accounts lead the sales bid process including determining client requirement, commercials, negotiating etc.
Ensure support from Service Delivery and other stakeholders on critical/ high-value bids/ accounts
Sales Performance Management (Time Spend: 35%) (Performance Matrix)
Provide input to Sales Head to determine Sales from revenue targets
Cascade sales targets to respective sales executives
Drive achievement of new sales targets in terms of volume and revenues through the team
Recommend and implement interventions to improve sales workforce productivity
Drive adherence to defined sales processes & usage of appropriate sales support tools within immediate team
Sales Reporting (Time Spend: 15%) (Performance Matrix)
Track/ monitor progress against the sales plan/ target
Conduct periodic sales reviews with the team to identify issues, resolve open issues, take key decisions and escalate where required
Take corrective actions to ensure targets are met/ exceeded
Ensure completion of relevant documents and submission of required reports to leadership in a timely manner
Leadership (Time Spend: 15%) (Performance Matrix)
Provide leadership to sales executive team including career planning, performance evaluation, feedback, coaching and guidance
Resolve performance issues for team through interventions such as training, motivation etc.
Define and drive incentive planning and performance management for field sales team
Conduct team building exercises/ meetings/ sessions
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