Head/VP/GM/National Manager -Sales

GloCons Consulting Pvt. Ltd.
  • Bangalore
  • Confidential
  • 14-22 years
  • Views
  • 19 Jul 2018

  • Sales & Marketing

  • Capital Goods/Machinery
Job Description

Profile- Sales Head- National level position in Institutional Sales Designation- Depending on the experience/fitment Job Location- Bangalore Education - Graduate (B.E, B. Tech, B. Sc, preferred) - MBA, Sales & Operations specialization preferred Experience - 15- 22 years of experience in Institutional Sales of Capital Goods with experience of heading at least two or more regions in a relevant industry - 2+ years of experience in a leadership role, preferred Job purpose Rigorously drive Mechanical Tool & Capital Machinery sales at a National level to achieve desired revenue targets and customer acquisitions through well planned sales activities; Accountable for actualizing the Mechanical Tool & Capital Machinery Sales roadmap through focused efforts from Marketing and Regional Sales Main Accountabilities Sales Strategy& Planning Align the Mechanical Tool & Capital Machinery sales plan for the period to the IMT division strategy and IMT global strategy; Ensure systematic cascade of finalized National sales plan to Regions, while embedding stretch and tight alignment Drive P&L for the Mechanical Tool & Capital Machinery business by winning key clients (new and repeat business) to strengthen the revenue pipeline for Company Manage budgets for Mechanical Tool & Capital Machinery sales at a national level; Identify and drive focused initiatives; Periodically report budget utilization and investigate spending variances to drive cost consciousness across the team Oversee sales collections position at a National level and ensure that Day Sales Outstanding (DSO) is as per the defined standards Identify innovative sales and marketing interventions to drive market penetration for new and existing products and customer engagement; Prioritize actions based on specific market trends and customer requirements Work closely with the Mechanical Tool & Capital Machinery Division Head and the HR team to finalize sales incentive plan to drive lead generation, on-time / correct deal closure, collections, etc. Mechanical Tool & Capital Machinery Division Operations Lead monthly, quarterly and annual sales forecasts to ensure successful and timely achievement of sales goals across all regions Lead periodic reviews with Regional Sales Managers and Product Managers on the effectiveness of team efforts through win-loss reviews of deals to drive ongoing improvements Drive preventive / corrective actions for issues / escalations relating to IMT sales; Guide teams on crucial escalations to ensure appropriate resolution of issues Develop technical and functional proficiency within the Organizations Mechanical Tool & Capital Machinery sales unit to support sales teams with modular and complex products Guide the marketing team on brand specific awareness; Guide creation and execution of periodic marketing interventions Drive discipline around usage of sales support technologies like CRM, ERP, Order processing, etc. to enable tracking and analysis of sales performance and develop corrective plans to address any gaps Lead analysis key performance metrics like revenues, win-loss, sales expense etc. to facilitate data-driven decision making Drive systematic knowledge management and a continuous learning process to better enable the sales team to meet market and client needs Stakeholder / Vendor Management Develop / maintain excellent professional relationships with key prospective and existing customers to identify areas of improvement, new product opportunities, etc. Influence crucial customer decisions in favour of Organizations Mechanical Tool & Capital Machinery Division to enable longer term association and high-margin growth Drive collaboration between different teams within the Require division to ensure timely support for sales team to close deals effectively Liaise closely with Business Partners to manage public sector tenders Work closely with Competence Centers to drive product branding and awareness; Work closely with teams across divisions to identify opportunities for cross sell / joint GTM Collaborate with Enabling functions to ensure smooth functioning of the team as well as Company People Management Drive the development of Manpower plans for the national sales team to ensure optimal staffing for the team Mentor team members and provide timely feedback to drive robust performance management Drive the sales teams development by providing them opportunities like stretch goals/projects, training, coaching, etc. Motivate the sales team with monetary and non-monetary incentives, such as sales contests, commissions, public recognition, etc. to build a performance based culture within the team Dimensions Strategy & budget Budget adherence and utilization National Sales Revenue % of total market share Days Sales Outstanding Productivity Stakeholder / Vendor Management Customer Satisfaction New customer acquisition (no. of new clients acquired) Operational efficiency SLA adherence (sales cycle time) CRM utilization People Process Adherence People Management o Employee Satisfaction o Key talent retention o Capability Building Thanks & Regards Sandhya Glocons Consulting


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GloCons Consulting Pvt. Ltd.