Sales professional

Job Description:

Duties & Responsibilities

Managing the Business

• Account Planning-
  Assists in planning sales strategy; aligns tactical account plans with overall corporate strategy; actively develops and manages geography business plans to meet revenue goals/quotas; develops plans that articulate the strategies/requirements essential for focusing sales activities, forecasts accurately and communicates sales progress; actively manages and signs off on account business plans through scheduled reviews and updates.
• Pipeline management- Builds, manages the size, shape and quality of pipeline; analyzes overall win rates and win/loss ratios.
• Deal management- Reviews deals to ensure soundness and problem-free processing by the company's back-end operations; Monitors the number of deals with TAS plan reviewed by managers.
• Strategic sales planning & implementation- Orchestrates the development of strategic sales plans that reflect the company's business strategy, to advance market share/penetration, and achieve profitable growth.
• Competitive Positioning/Strategy- Uses competitive intelligence in account planning and sales activities to develop counter strategies that will neutralize competitive influence on the customer's buying decisions.

Selling as a Sales Manager 

• Focus on strategic direction- Understands the overall company/TSG strategic direction and portfolio, and can customizing solutions based on client needs.
• C-level partnering- Contributes to enduring executive relationships at the highest levels of the client’s organization; personally interacts with executives; establishes professional relationships and credibility with key IT and business executives in support of other established relationships with the client.
• Consultative selling- Strategizes how to apply consultative-selling techniques to identify and advance opportunities that result in ongoing profitable revenue growth for the company; ensures to have access to other company resources and encourages them to nurture relationships with client influencers and decision makers.
• Industry and client knowledge- Stays current with industry and competitive research and information to enable rich client dialogue;
  maintains an understanding of client business challenges, industry trends and markets; demonstrates breadth and depth of knowledge to position and map company capabilities that align to client business objectives and initiatives. 

Education and Experience Required 

• Directly related management experience and work results including success in achieving progressively higher quota or other sales related goals.
• Demonstrated level of project management skills.
• Bachelor's degree and higher
• Typically 15+ years experience in sales.
• Prefer managed services, Application Customization, AI, SAP  skills
• Prefer used to carry quota of TCV over than 8M USD / year
• Prefer deal size 1- 2 M USD/ Deal
• Industry : Any industries except banking (FSI)

Knowledge and Skills 

Business Management

• Strategic Planning- Translates business goals into actionable plans and strategies that reflect the requirements and opportunities within area-of-control Aligns area-of-control account and market opportunities with upstream strategic plans and metrics. Sets sales priorities and establishing these as the focus of individual or sales team activities.
• Execution- Actively manages business plans to meet revenue goals/quotes and advance the business interests of the company. Determines if an opportunity is profitable for the company.
• Forecast/Budget Control- Tracks and manages rolling forecasts and budgets to ensure timely and accurate roll-ups.
• Pipeline Management- Builds, Balances quick wins against longer sales-cycle opportunities to ensure both immediate wins and long-term profitability for the company.
• Operations Building/Improvement- Continuously monitors, troubleshoots and improves area-of-control operations to ensure alignment with the company's business direction, the quality of business practices, optimum organizational performance and a highly motivated sales force.

Sales Development

• Resource Brokering/Allocation- Collaborates across the company within the field to access, facilitate and direct the use of resources needed for effective selling.
• Sales Facilitation- Applies influence and organizational savvy to advances.

Strategic Business Planning

• Manages the top- and bottom-line - monitors discounts and margins involved in individual deals to align them with group performance.
• Works with others to create mechanisms that shift the focus from "low- hanging," immediate wins to recognizing and providing incentives for large deals/wins.
• Understands industry drivers and the customer base better to bridge company solutions with account-relevant problems and opportunities.
• Builds stronger internal relationships with other groups to ensure seamless selling of total company solutions and to establish clear expectations for resource alignment and support.
• Develop effective counter-measures and messages.
• Builds clear strategies for working with key accounts to pursue and close major opportunities, including clear identification of tactics for accelerating progress through the pipeline.

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