Head - Sales

Financial Software & Systems Pvt. Ltd.
  • Mumbai
  • 20-30 lakh
  • 15-18 years
  • Views
  • 31 Jan 2017

  • Sales/ Business Development/ Account Management

  • IT/ Technology - Software/ Services
Job Description

A. OBJECTIVE

Lead and direct the sales effort for Software Products division of FSS
Formulate the business plan and guide the sales effort for the region
Build channel capability and quality execution to deliver sales and capture market share

B. ROLES AND RESPONSIBILITIES

I. ACCOUNTABILITIES OF THE JOB expected output, field of activity

1. Financial

Chart clear revenue, sales and collection projections and strategies for various product suites of FSS such as Issuer solutions, Smarter back office, Digital banking, Acquirer solutions, Inclusive banking and Monitoring & Middleware
Achieve if not exceed the sales and revenue targets for the FY through planned efforts
Advise the management team on key planning issues, produce a sales budget that is acceptable to the management and ensure adherence to the same

2. Sales management for India

As head of a sales team be responsible for devising/ updating the sales model in collaboration with regional Business heads
Meeting and exceeding set sales targets while adhering to FSS's sales rules of engagement
Managing, controlling, coaching and evaluating the staff, in order to give the necessary support and to guide the employee towards optimum performance
Cooperating with the other divisions of FSS, e.g. marketing / delivery / support to succeed in working out the daily operations for the region

3. Account Management - Prospection

Identifying and active searching for new prospects, analyzing sales potential and work out sales activities. Attending and participating in sales meetings, product seminars and trade shows.
Making prospecting a part of the regular routine ensuring that new prospects are added to the pipeline on a consistent basis, by collaborating with Business Heads
Managing a enterprise solutions/ products sale with a stipulated purchasing cycle
Moving the sale through the entire sales process ending after the transition to an Account Manager. This includes taking an active role in the RFP process.
As head of sales, accounts are visited together with Business Heads, Account managers and sales Managers, or for specific accounts (segments, major accounts) by the head of sales himself.

4. Proposals, forecast, contracts, market

Forecasting on regular basis (and quarterly review towards the executive team)Qualify business opportunities thoroughly and manage the pipeline
The head of sales will close contracts with clients in agreement with the FSS contractual conditions
Together with the product management/ Business Heads, he will work out business cases (projections of income)
Detect and analyze information regarding FSS customers and its market, in order to improve knowledge of the environment and to apply it in the form of new or modified products and service
Competitive analysis, communication strategy, advertisement policy


5. Product knowledge

Gain expertise of the functioning and advantages of the FSS products in order to position the sales team as specialists. The activities include:
Participating in product info sessions
Continuously increasing own expertise conc. our value proposition
The head of sales will decide on trainings and actions to achieve the product know-how
II QUANTITATIVE ASPECTS

The head of sales will be responsible in his region for the sales revenue thru achieving targets, for the sales & marketing costs
These figures are worked out together with the executive team as part of thA. OBJECTIVE

Lead and direct the sales effort for Software Products division of FSS
Formulate the business plan and guide the sales effort for the region
Build channel capability and quality execution to deliver sales and capture market share

B. ROLES AND RESPONSIBILITIES

I. ACCOUNTABILITIES OF THE JOB expected output, field of activity

1. Financial

Chart clear revenue, sales and collection projections and strategies for various product suites of FSS such as Issuer solutions, Smarter back office, Digital banking, Acquirer solutions, Inclusive banking and Monitoring & Middleware
Achieve if not exceed the sales and revenue targets for the FY through planned efforts
Advise the management team on key planning issues, produce a sales budget that is acceptable to the management and ensure adherence to the same

2. Sales management for India

As head of a sales team be responsible for devising/ updating the sales model in collaboration with regional Business heads
Meeting and exceeding set sales targets while adhering to FSS's sales rules of engagement
Managing, controlling, coaching and evaluating the staff, in order to give the necessary support and to guide the employee towards optimum performance
Cooperating with the other divisions of FSS, e.g. marketing / delivery / support to succeed in working out the daily operations for the region

3. Account Management - Prospection

Identifying and active searching for new prospects, analyzing sales potential and work out sales activities. Attending and participating in sales meetings, product seminars and trade shows.
Making prospecting a part of the regular routine ensuring that new prospects are added to the pipeline on a consistent basis, by collaborating with Business Heads
Managing a enterprise solutions/ products sale with a stipulated purchasing cycle
Moving the sale through the entire sales process ending after the transition to an Account Manager. This includes taking an active role in the RFP process.
As head of sales, accounts are visited together with Business Heads, Account managers and sales Managers, or for specific accounts (segments, major accounts) by the head of sales himself.

4. Proposals, forecast, contracts, market

Forecasting on regular basis (and quarterly review towards the executive team)Qualify business opportunities thoroughly and manage the pipeline
The head of sales will close contracts with clients in agreement with the FSS contractual conditions
Together with the product management/ Business Heads, he will work out business cases (projections of income)
Detect and analyze information regarding FSS customers and its market, in order to improve knowledge of the environment and to apply it in the form of new or modified products and service
Competitive analysis, communication strategy, advertisement policy


5. Product knowledge

Gain expertise of the functioning and advantages of the FSS products in order to position the sales team as specialists. The activities include:
Participating in product info sessions
Continuously increasing own expertise conc. our value proposition
The head of sales will decide on trainings and actions to achieve the product know-how
II QUANTITATIVE ASPECTS

The head of sales will be responsible in his region for the sales revenue thru achieving targets, for the sales & marketing costs
These figures are worked out together with the executive team as part of the annual business plan
Quarterly the achievements and progress of plan realization will be discussed with the executive team

III LINE MANAGEMENT

The head of sales will be the direct manager of the regional sales staff. He will organize and chair meetings, work out budgets, hold goal settings and performance appraisals
e annual business plan
Quarterly the achievements and progress of plan realization will be discussed with the executive team

III LINE MANAGEMENT

The head of sales will be the direct manager of the regional sales staff. He will organize and chair meetings, work out budgets, hold goal settings and performance appraisals

Educational level & general experience
MBA from premier institute
Sales & marketing experience (> 15 years)
Management experience

Technical knowledge
Understanding & being able to discuss with Business Heads, Product heads
Language skills: English

Competencies
Mastering the sales process (incl. major accounts)
Track record in developing business and achieving targets


Job Posted By

Raja Raghuram
Area HR Manager