Senior Consultant - CRM and sales transformation
Ernst Young · Kolkata · onsite · Posted 44d ago
Undisclosed5–10 yrsfulltimeSourced from
About a minute. You'll make an account on the way through.
About this role
Job Summary
The Senior Consultant - CRM and Sales Transformation will support CRM and sales transformation initiatives within the Customer - MSS practice. This role combines CRM process design, sales effectiveness improvement, requirements structuring, delivery support, and stakeholder coordination. You will work with client teams to assess current-state sales and CRM processes, identify improvement opportunities, support solution design, and help implement CRM-enabled workflows that improve pipeline discipline, customer engagement, forecasting quality, and sales productivity.
Your Key Responsibilities - Business Development & Market Leadership
- Support CRM and sales transformation pursuits by contributing to proposals, RFP responses, client discussion materials, and solution narratives.
- Conduct secondary research, benchmark analysis, and market scan activities to support CRM modernization and sales effectiveness offerings.
- Contribute to development of reusable assets, accelerators, playbooks, and point-of-view materials on CRM adoption, sales process standardization, and digital selling enablement.
- Support preparation of executive presentations, workshop materials, and client-facing deliverables to communicate transformation opportunities and recommendations.
- Keep abreast of CRM platform capabilities, AI-enabled sales insights, sales enablement tools, and evolving customer engagement models that may affect client growth priorities.
- Client Engagement & Delivery
- Support CRM and sales transformation engagements from current-state assessment through design, implementation planning, adoption support, and benefits tracking.
- Assess sales processes, CRM usage, data quality, lead management, opportunity management, account planning, pipeline governance, forecasting, and performance reporting practices.
- Document business requirements, process flows, user stories, functional specifications, operating model components, and adoption considerations for CRM-enabled transformation initiatives.
- Support design of CRM workflows, sales process frameworks, dashboards, governance routines, role definitions, and performance management mechanisms.
- Work with sales, marketing, service, technology, and data teams to translate business priorities into structured delivery inputs and implementation-ready artefacts.
- Support CRM adoption activities, including stakeholder alignment, training inputs, change impact documentation, communications support, and adoption tracking.
- Contribute to business cases and benefits models to quantify productivity gains, conversion improvement, forecast accuracy improvement, revenue uplift, and cost-to-sell reduction.
- Track project milestones, risks, issues, dependencies, and actions to support delivery excellence across scope, timeline, and quality expectations.
- Technology & Innovation
- Support teams in leveraging CRM platforms, workflow automation, sales analytics, sales enablement tools, customer data platforms, and AI-enabled insights to improve sales effectiveness.
- Assist in defining data, reporting, integration, and adoption considerations for CRM-enabled sales transformation initiatives.
- Identify opportunities to use accelerators, templates, analytics, and automation to improve discovery, solution design, requirements readiness, and delivery governance.
- Leadership & People Development
- Coordinate with consultants, analysts, and cross-functional teams to ensure timely completion of deliverables and high-quality project execution.
- Support knowledge sharing, team enablement, and coaching of junior team members on CRM transformation methods, requirements documentation, and structured problem solving.
- Responsible for decision-making, optimizing processes, resource management, and overseeing team management as needed for task execution.
- Accountable for allocating personnel, supervising team members, assigning tasks, ensuring that the team has the necessary tools and support to succeed in their roles and optimizing and evaluating their performance to meet organizational goals.
Ideally, you'll also
- Demonstrate knowledge of CRM and sales transformation capabilities, including operating model design, adoption strategy, sales governance, territory planning, incentive effectiveness, and pipeline optimization.
- Have experience leveraging AI-driven sales capabilities, including lead scoring, next-best-action recommendations, customer 360 insights, and advanced sales performance analytics.
- Have exposure to leading CRM platforms and ecosystems, including Salesforce Sales Cloud, Microsoft Dynamics 365 Sales, HubSpot, Oracle CX, SAP Sales Cloud, and similar technologies.
- Bring experience delivering transformation initiatives across industries such as professional services, technology, manufacturing, consumer products, healthcare, financial services, or other B2B sectors.
- 5+ years of experience in CRM transformation, sales transformation, commercial excellence, sales operations, customer engagement transformation, or digital transformation.
- Consulting experience is desired
- Experience supporting CRM-enabled transformation programs, sales process improvement initiatives, CRM adoption activities, or sales performance improvement projects.
- Strong understanding of lead management, opportunity management, pipeline governance, account planning, forecasting, customer data, and sales performance metrics.
- Hands-on exposure to CRM platforms, sales analytics, workflow automation, sales enablement tools, or sales process redesign.
- Strong analytical, communication, stakeholder coordination, documentation, and project management skills.
Sourced from naukri
Skills
data qualityCustomer EngagementAutomationcrmdata privacyamazon web servicesAccount planningcrm platformsBusiness RequirementsB2BAnalyticsConsumer ProductsCapital Marketscustomer data platformsBusiness DevelopmentcloudAccountingArtificial Intelligence
About Ernst & Young
Ernst Young
Management Consulting
44k+
employees
2002
24 years old
Gurgaon / Gurugram, Haryana
India
₹15.3L PA avg
Avg at Ernst & Young
About
At EY, our purpose is Building a better working world. The insights and quality services we provide help build trust and confidence in the capital markets and in economies the world over.
Industries
Management Consulting
Employee ratings
10 reviews
3.4/ 5
Culture
1.9
Career growth
2.3
Work-life
2.5
Employees rate it well for
Job Security36Skill Development35
Find them on