SDE II

Job Summary

The incumbent will be responsible for driving revenue growth, developing and executing sales strategies, and expanding the customer base for the company's facility management services. This role requires a dynamic leader with a proven track record in B2B sales, relationship management, and business development within the facility management industry.

Key Responsibilities

1. Lead Generation & Business Growth

• Identify new business opportunities across geographies and industries to drive market expansion.
• Build a robust sales pipeline through market research, networking, and participation in industry events.
• Optimize lead categorization and assignment to ensure alignment with sales priorities.
• Maintain high conversion ratio and enhance deal closure efficiency.
• Cr in new business, with a minimum gross margin of 15%.
• Develops and executes strategies for lead generation, conversion, and client acquisition.

2. Sales Planning & Strategy

• Develop and implement a comprehensive sales strategy for Facility/Property Management Services, Pre & Post-possession services and Curated product & specialized services.
• Assigns sales targets to the regional sales teams and tracking their performance.
• Monitor the sales pipeline, ensuring efficient contract closures and revenue realization.
• Lead the bid management process, including tender identification, pricing strategies and contract negotiations.
• Engage with corporate clients, developers, RWAs, society members and property owners for business development and contract finalization.
• Stay updated on industry trends, competitor strategies, and pricing models to maintain a competitive edge.
• Generate new revenue streams through consultancy services and strategic business initiatives.

3. Client Relationship Management (CRM)

• Ensures smooth client onboarding and post-possession support in collaboration with the Operations teams.
• Identify cross-selling and up-selling opportunities for curated products and services.
• Act as the escalation point for all client-related issues.
• Maintain 100% retention of strategic accounts (Top 30% contributing 75% of revenue) through a Strategic Account Retention Program.
• Develop a client engagement framework, ensuring proactive client meetings with 85% adherence to an annual engagement calendar.
• Personally, own the top 5 key clients, driving 10% organic growth (through portfolio extension, additional scope, or new services) and ensuring a 0.5% overall margin improvement.
• Provide structured feedback to the Operations team post-client meetings through Minutes of Meeting (MOM) documentation.

4. Sales Team Leadership & Performance Management

• Lead, mentor, and motivate the sales team to achieve individual and team targets.
• Set performance metrics and regularly review sales achievements and pipeline status.
• Maintain a Business Development (BD) tracker following the SPANCO methodology: Suspect, Prospect, Approach, Negotiation, Closure, Order.
• Prepare P&L statements for all existing and new sites for approval by the Delivery Council Committee.
• Conduct contract review & expectation-setting sessions with the Transition & Operations teams post-contract finalization.

5. Process Improvement & Compliance

• Identify process inefficiencies in business development and recommend strategic improvements.
• Provide insights to enhance service offerings, pricing models, and market positioning.
• Ensures compliance with company policies, industry regulations, and contractual obligations.
• Tracks and improves sales cycle efficiency, conversion rates, and overall service excellence.

6. Budgeting / AOP

• Develop Annual Operating Plan (AOP) incorporating: Sales Forecast, Manpower Planning, Market Trends and Competitive Analysis, Marketing Budget Allocation.
• Monitors sales and marketing budgets to ensure cost-effectiveness and optimal resource allocation.
• Collaborate with the Business Development (BD) team to finalize pricing strategies and allocate marketing budgets for new contracts and service offerings.

Education and Skills:

• MBA from Premier B-School
• 8-12 years of experience in the core Facility Management (FM) industry, with significant exposure in a senior leadership role.
• Proven track record in B2B sales, business development, and relationship management.
• Experience in large-scale revenue generation, strategic account management, and sales leadership.

Disclaimer: This job posting has been aggregated from external source. Role details, content, and availability are subject to change. Applicants are advised to confirm the latest information directly on the company website before applying.