Job details
Job Summary You will be responsible for meeting the revenue targets of the assigned sales team. You will hire, onboard, and operationally manage a team of sales executives and drive the team and their individual and team revenue targets. Throughout the sales lifecycle, you will work closely with internal teams responsible for sales operations, solutions/delivery, partner management, and in some cases, external vendors/partners to propose and sell the right solutions for customers. You will also be responsible for providing reports to senior management on sales team performance, customers, competitors, and the overall technology landscape in relevant markets. Creating and maintaining sustainable relationships with senior client-side stakeholders falls within the scope of work of a Sales Manager. Reporting Structure This role reports to the CEO. Job Objectives: Build and manage the sales team, and its performance, align and achieve the targets in conjunction with the organization's goals and targets. Job Responsibilities 1. Sales Life Cycle Ownership .
- You will own the whole sales cycle for your self-performance and the team’s performance, including generating new leads through self and team. Lead generation should focus on hunting for new opportunities through existing professional networks, cold calling, and leveraging any other methods to reach the right decision maker.
- The Sales Manager (directly or through the team) will work closely with the clients in developing solutions, identifying the right technologies, and in positioning Horizons as the prime contender to win the deal.
- Own and manage the bidding process in cooperation with the bidding team and be responsible for the accuracy and quality of the end proposal and bid package until ultimately signing the deal.
- Lead and own all elements of negotiation with clients. Provide senior management with the right inputs in making decisions on discounts or changes in scope during negotiations. Review contracts in consultation with internal (delivery, finance, etc.) and external parties (legal) and own contract sign-off. Ensure proper handover of a closed deal to the delivery team.
- Visit major customers on a regular basis, in order to strengthen relations and establish business opportunities.
- Entertain customers as and when necessary, to build strong relationships with the customers.
- Build relationships with the senior business and financial executives who influence purchasing decisions in customer companies.
- Focus on maintaining relationships with technical decision makers such as the Chief Information Officer, Information Technology Director, and Information Technology Manager on a day-to-day level.
- Ensure that all departments understand customers’ requirements and respond with the right quality of service.
- Ensure proper usage of CRM by the assigned sales team.
- Responsible for the sales team meeting and exceeding its revenue targets.
- Ensure that revenue targets are met at acceptable gross profit margins.
- Generate and maintain a credible forecast for accounts and report this information on a regular basis to management.
- Supply senior management with regular reports on customer revenue and variances in line with targets agreed upon in the Business Plan.
- Gather and share market intelligence about the activities of clients, competitors, and partners.
- Bachelor’s degree in business studies, Computer Sciences or a related field.
- A Master’s degree in business studies is highly desirable.
- Should show evidence of continued education in the field of Sales and Technology.
- The ideal candidate would have 10-12 years of post-qualification professional experience out of which the initial 5-8 years would be in a client-facing sales role as an individual sales contributor.
- The last few years should have been in a team management role where the team size should be at least 4-5 members.
- Experience in managing a frontline sales team is mandatory while experience in managing account managers is desirable.
- Experience in customized IT solution sales is mandatory.
- Experience in sales within the “Digital” space is highly desirable.
- The candidate’s early career sales experience should have been in customized software solutions selling and he/she should be able to show a track record of consistent success.
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