Deputy General Manager - Sales- India

Engineering graduate with a management degree with around 10-12 years of experience

Understanding of management dynamics; Technical knowledge; Understanding of finance and supply chain management; Knowledge of industry

• Sales Planning: Provide inputs to Region Head around targets for Enterprise Accounts basis market focus; Allocate targets to team based on nature of accounts and market dynamics; Develop sales road map for accounts under purview and provide inputs to teams around specific action plans for account sets.
• Opportunity Identification and Qualification: Review opportunities identified by solution architects and define action plan for sales pursuit in conjunction with team; Conduct workshops with senior management of key client organizations with solution engineering, business development managers, product managers; Discuss potential partnerships to address requirements of client organization; company product/service portfolio to clients; Engage with clients, as required, in pre-RFP level to define requirements; Participate in discussions with project leads and project managers in client organization periodically as required; Meet up with key stakeholders in the client organizations to maintain and manage relationship.
• Pursuit closure: Provide support to team where required for opportunity closure; Involve in large deals/ renewals; Review solutioning for client requirements for complex high-value deals; Review and provide inputs around commercials based on target/competitor pricing; Participate in final negotiations for large deals; Seek support of Region Head where required for closure of sales opportunity.
• Periodic Reviews: Conduct periodic reviews with team to discuss account-wise progress; Discuss opportunity pipeline and opportunity mining; Identify need for resource support for specific opportunities; Track process adherence by team and provide feedback to team/individuals as required; Discuss market intelligence through weekly meetings with cross-functional teams; Discuss challenges around processes and potential improvement areas with commercials and solutions engineering teams; Participate in formal review with program management to track delivery of orders; Conduct periodic reviews with collections around account-wise revenue realization.
• Team Development: Regularly review team structure and assess talent requirements; Participate in the recruitment and selection process; conduct goal setting and performance review for the team; Drive team development, engagement and reward initiatives; Coach and mentor team members as required and ensure resolution of any people issues.