Role Profile: Head Sales Strategy
Reports into: President Sales
Purpose Of The Role:
- Sales strategy as a function aims to formulate the think tank for the sales function and independently set
guidance for sales, sales planning and sales operations for the organization. It is a function to ensure that
measurable and stretched yet achievable goals are set which increase efficiency and effectiveness of the sales function. It is responsible for ensuring that planned volume and profitability measures are achievable.
- In order to develop and maintain coherent relationship between sales, marketing and customer care teams, sales strategy function is responsible for setting guidelines and ensure smooth operations among the above three customer centric functions.
As a key stakeholder, you will also be the repository of learning for future opportunities, on which the business will lean on for development of business strategies.
- Revenue growth and P&L - responsible to achieve annual revenues, effective pricing and promotional strategies keeping in mind the organizational objectives
- Formulation of efficient sales strategies & execution capabilities - formulation of annual organization and project level sales targets and budgets
- Tracking, performance management & operation strategies - Increase in efficiency levels of the sales forces
- Below enlisted mandates are few of the important ones which are expected from the candidates,
- To recommend & execute strategies to ensure the right mix of volume & value driven sales that help in maximizing dual goals of market share & profitability for the company
- To participate in the pricing decisions and managing profit and loss account through pricing ladder for various projects to help achieve the targeted profitability throughout the lifecycle of the projects
- To ensure compliance & control of various project sites by constant monitoring of sales as a function, their adherence to processes and deviations from the same
- To keep sales team motivated through various incentive designs, team building exercises and help increase efficiency levels & effectiveness of the sales force
- Develop new systems, process and policies to reduce operational turnaround time and increase efficiency of the sales team
- To execute the setup for channel meeting, launch operational requirements, customer experience setup and ensuring that congenial sales environment is created for the sales function for deliverance of business objectives.