Associate Director/Senior Manager - Sales - Telematics

Associated Director - Sales - Telematics

The Internet of Things (IoT) will unlock trillions of dollars in value over the next 10 years as 50 billion devices are brought online. Our client is at the forefront of this industry, building networks and applications to enable Fortune 500 clients fundamentally improve their businesses.

Headquartered in Silicon Valley with offices in Chicago, London, Delhi, and Tokyo as well as other markets, rank among the top ten cellular providers for the IoT globally, powering critical projects across energy, transportation, retail, healthcare and more.

The services are based on the broadest technology stack in the industry, spanning connectivity up to vertical solutions. As veterans of the industry, we know that implementing an IoT solution can be complex, and we pride ourselves on making it simpler.

It is is in an enviable spot, profitable, with both bottom line and our global reach are growing rapidly.

As part of expansion plan and growth, our client is seeking dynamic Associate Directors - Regional Sales for. This is an ideal opportunity for individuals who are eager to roll up their sleeves and to make measurable contributions in shaping the future

Job Summary :

- The Associate Director - Sales will play an integral role in meeting the sales planning, reporting, and analysis needs of the sales eco system in the region.

- This is both a hunting and farming role. This role will support all levels of management in the areas of Key Performance Indicator (KPI) objectives, market share analytics, sales planning, pro forma modeling, forecasting, pricing strategy as well as design and analysis of variable compensation programs.

- The person in this role must demonstrate the ability to identify needs, recommend solutions, and become a trusted business partner within the Sales and Finance organizations. This individual will also build solid relationships with directors and executives across different functions such as operations, marketing, purchasing and finance/accounting.

Essential Duties and Responsibilities :

- Provide ongoing evaluation of sales performance including: tracking sales activities, opportunities and contracts to increase revenue; improve salesforce efficiency and scale our business effectively

Manage the following sales operations support functions:

1. KPIs - Develop KPI reports to assess sales performance. Provide monthly and quarterly performance reviews for the management team

2. Forecasting - Establish best practices and methodologies for forecast accuracy and pipeline management. Actively participate in all forecasting activities and maintain a deep understanding of ongoing sales activity in support of sales executives.

3. Pricing - Maintain a full understanding of market pricing requirements, pricing structures and key contract terms. Develop price quotes/pricing strategies/pricing policies (in coordination with sales team). Suggest creative pricing and payment solutions balancing customer needs and pricing policies.

4. Variable compensation - Support and develop compensation programs, performance tracking, reward calculation, quota achievement, reporting and analysis

5. Contracting - Liaison with legal counsel during the contract negotiation process to ensure the appropriate terms and pricing are incorporated into the final documents.

6. Support business case analysis for executives and the sales organization

- Work closely with finance to continuously improve "daily" sales reporting and "daily" device deployment/inactivation reporting. Identify opportunities to establish meaningful reports that can turn into actionable items; improving sales performance.

- Partner with the Sales organization on various process improvement activities in the area of CRM/salesforce, metrics setting and reporting systems

- Play a key role in the go-to-market strategy

- Develop reports and analysis on the effectiveness of sales initiatives and rep activities and their impact to market share. Work on identifying efficiencies in specific areas, customer types or product offering to improve sales performance.

- Perform ad-hoc reporting and analysis, as needed

Eligibility:

- 8-12 years of industry experience.

- Sales experience in technology domain / Telematics/ to Auto sector

- MBA or B.Tech degree

- Results-driven with experience influencing people across functions

- Ability to collect and analyze data and develop analytics to actionable items and recommend improvements based on identified trends

- Detail oriented with strong time management skills to prioritize, balance multiple tasks and cross train.

- Ability to succeed in a collaborative, fast-paced environment

- Excellent written and oral communication skills.

- Passionate about using technology to demonstrate and promote programs (must have Intermediate skill in MS Excel and other MS Office Applications and CRM solutions)

- Negotiation skills - ability to look at the big picture, solution oriented.

Differentiators

- Ability to apply innovation and out of the box thinking.

- Passionate about customers and technology

- Customer/partner management experience.

- Collaboration with cross functional teams including engineering, operations, marketing, and sales

- Must be able gain consensus across teams that may have different priorities and views

- Must be a self-starter and work with a sense of urgency.