Godrej - Sales Director

Key Accountabilities :

- Responsible for overall Regional business Topline and meeting P&L as per the business plan for individual Line of Business (LOB/TU)

- Responsible for managing Principal and Key Customer relationship for the specified market

- Identify areas of market potential and growth and provide insights for building a regional strategy in line with the Corporate guidelines

- Align with the respective Line of Business and Delivery organization to share Customer/Project insights

Autonomy :

- Full accountability and supervisory responsibilities for the Region.

- Receives assignments in the form of objectives from the Regional Sales Lead & Global Sales Head.

- Establishes own milestones and objectives to meet business goals.

- Work is often self-initiated.

Influence :

- Influences organization, customers and peers within industry on contribution of specialization.

- Significant responsibility for the work of team members.

- Decisions impact on success of regional team in terms of order booking budget, business relationship with Principals, market intelligence inputs, cost control, etc.

- Overall management of the business relationships with customers.

Business skills :

- Communicates effectively, formally and informally, with colleagues, subordinates and customers.

- Demonstrates leadership.

- Clear understanding of the relationship between own area of responsibility/specialization and takes customer requirements into account when making proposals.

- Takes initiative to keep skills for self and team members up to date.

- Maintains awareness of developments in the industry.

- Can analyze user requirements and advise users on scope and options for operational improvement.

- Demonstrates creativity and innovation in applying solutions for the benefit of the user.

ROLE REQUIREMENT :

- Responsible for fulfilling Order Booking and Revenue Budgets for a specific region covering a group of Business (LOB)

- Maintain thought partnership with existing client (Accounts) at different levels

- Responsible for successfully driving large pursuits (> $2 Mn in Size) that will result in multi-year annuity business

- Current Accounts : Collaborate to develop detailed account plans including organization maps, growth area identification, strategy for lead generation/ opportunity conversion, likely budgets/ timelines; Identify and assess cross-selling/up-selling opportunities in existing accounts (account farming)

- Net New Accounts : Participate in account opening strategies for new account acquisition for all LOBs (net new)

- Work with Sales team/AM and Marketing team to prepare & present standard/tailored credentials to create Leads/Opportunities in net new accounts both on reactive and proactive models

- Work in existing accounts to present best practices/ case studies from other engagements to ensure participation in planned RFPs and gain entry into other planned opportunities where we do not have a presence currently

- Interact closely with Sales team/AM for Identifying and assessing cross-selling/up-selling opportunities in existing accounts primarily focussed towards Digital solutions & Transformation initiatives of the account

- Lead campaign execution to create net new leads/ opportunities

- Support Event participation along with Principals to generate net new demand and Market positioning. Work closely with Marketing team in this initiative

- Review and work jointly with Sales Team/AM to cleanse CRM Pipeline entries (Leads/ Opportunities) and report at the level of specific accounts

- Manage entire RFI/ RFP Pursuit Lifecycle across the following: o Coordinating Bid Strategy discussions with Operations Team and Regional Sales Lead & Global Sales Head

- Constitute response team within/across LOB's (as required) and assign appropriate R&R for the entire pursuit lifecycle

- Manage client communication in building solution proposals.

- Construct messaging (including executive/value proposition)/response structure and coordinate response development

- Develop financial model in coordination with Client Acquisition and Delivery team

- Review legal and other financial terms in coordination with Regional Sales Lead & Global Sales Head

- Coordinate defense/ orals preparation in coordination with Client Acquisition/Delivery team

- Assist in negotiating terms, commercials through MSA/associated discussions o Coordinate the development of SOW's/ negotiate the same with the client o Be a part of project steering governance in the initial period of the project

- Act as client thought partner with respect to organizational competence/pursuit focus with Client executives

- Guide Sales team/AM members in response planning/execution in support of larger deals

- Guide Marketing team in collateral development in line with specific pursuits or in the development of standard collaterals related to solutions/services

- Conduct research on industry/ regional trends as it applies to solutions, engagement models, service delivery models, commercial models and share with Marketing team

- Working with Business and Delivery teams to come up with innovative/new service offerings, service delivery models for addressing new markets

- Help in creation of new sales collaterals for the business unit e.g. whitepapers, brochures, sales playbooks, presentations etc.

- Align with the Principal OEMs to understand their roadmap and manage & collaborate in the solution building activity

- Review account interlock performance on a monthly basis and present integrated reporting on YTD Actual, contracted to end of year and pipeline data to Regional Sales Lead & Global Sales Head

- Present status report on pursuits on a weekly basis (including win/ loss report)

- Coordinate with Sales Team/AM on CRM entry validation/cleanup

- Leverage and strengthen partner relationships to better execute pursuits and win opportunities