Manager - Sales (Sales) - B3201 1 - Tata

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 executing the plan to reach the sales targets (OB and revenue) by maintaining and expanding the customer base. The role will own the entire sales process from introductory meeting to creating formal customer proposal until the order fulfilment. 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
Bachelors and/or equivalent experience. MBA or equivalent preferred. Experience: 3-7 Years of enterprise sales / account management experience Other knowledge/skills
Experience in SFDC management, pipeline/funnel build
Account management and sales experience
Demonstrable ability to create and give business and technical presentations and demos.?
Demonstrated experience in gathering and understanding customer business requirements.? Key Responsibilities
Delivering Revenue Targets and Pipeline Growth
Developing existing customer base through appropriate propositions
Identifying requirements and sales opportunities with customers
Understanding the customer needs and expectations
Attending and presenting at external customer meetings and internal meetings with other company functions necessary to aid business development.
Managing account action plan for assigned accounts/regions.
Responding to and following up on sales enquiries
Monitoring and reporting on customer feedback, market and competitor activities and provide relevant reports and information.
Capturing qualified opportunities in SFDC, and growing strong pipelines
Proactively identifying the problem area internally with product and solutions team, setting up periodic calls between, sales, legal, commercial, solution and product to propose the desired solution to customers, prioritize on key opportunities to gain faster closures.
Keeping up to date with products and competitors Technical Competencies Knowledge / Skills