HT - Branch Head/DGM - Sales

Branch Head

Firefly e-Ventures Ltd. (100% subsidiary of HT Media)

Position - Branch Head (Deputy General Manager)

Reporting To - National Sales Head

Location - Pune

Job Description :

- This position requires a high-caliber result oriented individual with the ability to increase sales through identifying and acquiring new customers as well as pursuing opportunities with existing customer base for the online product – ‘Shine.com’ as well as an orientation to create a solution for the customer by leveraging on the other HT products like the print vertical/ sms shortcode/ radio spots etc.

- The individual needs to be an experienced sales professional, who would be expected to head branch operations and oversee the entire sales activity and operations, including but not limited to—new client acquisition, client servicing, billing, collection, team recruitment, training & motivation, revenue forecasting and achievement, ensuring customer satisfaction within the given budget.

Responsibilities

1) Key Focus Areas

a) Handle the geography of Pune (may expand to upcountry locations as well)

b) To direct sales to enterprise & mid-market segment across the geographical territory with a focus on Shine

c) Ability to lead and manage teams for multiple locations

d) Respond to elevated customer service complaints

e) Prepare presentations, financial projections, and competitive analysis

f) Identify, develop and negotiate business development relationships to grow revenue

g) Generate and achieve monthly and quarterly forecasts

h) On-going development of a sales team including hiring, training, and mentoring

i) Maintain consistent performance metrics

2) Strategy formulation and Planning:

a) Formulate and implement a long-term sales strategy and short term plans (segment and productwise) for the Online sales team and ensure that this is in line with the overall sales plan

b) Prepare annual budget for sales and sales support activities

c) Contribute to central decisions on product pricing, discount schemes and credit policy for the product offerings.

3) People management:

a) Determine manpower profiles needed for various sales positions and lead the recruitment of sales team for the region.

b) Manage a team of 15-25 employees ranging from Sr. Manager to Trainee level

c) Performance Management

i) Allocate accounts and responsibilities, assign targets and monitor performance of the Key accounts and Retail accounts sales team.

ii) Provide guidance, act as a mentor to centre sales team to enhance/develop their skills and quality of work.

iii) Proactively manage productivity of all team members, ensure atleast 85% productive sales force at all times

d) Training and Development – Lead the initiative for the branch by ensuring product certification for new joiners, product based refreshers for older employees, Sales skills development of team members across levels

e) Evaluate & give feedback to team on performance.

f) Motivate team and plan R & R accordingly

3) Sales Operations

a. Monitor sales vis a vis targets and take corrective action as necessary in order to achieve sales plan targets

b. Give inputs for the formulation of sales policies and procedures for centre in collaboration with the centre and monitor adherence

c. Oversee collections and ageing and take necessary action

d. Plan and implement local sales promotion activities within budget, ensure region compliance

4) Customer Account Management:

a) Identify and build alliances with business partners, both corporate and retail.

b) Provide direction in the development of sales pitches and proposals.

c) Track and facilitate ongoing business partnerships. Manage customer expectations and resolve customer issues.

d) Facilitate the process of credit collections

5) Business Development:

a) Gather business intelligence and monitor competitive offerings in order to reposition/ redesign/ introduce offerings. Provide ongoing information to region.

b) Leverage existing relationships, negotiate with prospective partner in order to enhance market penetration and revenues.

c) Identify new and prospective customers, initiate and develop alternative sources of content to increase business.

6) Sales Infrastructure:

a) Manage the Branch Infrastructure for the location with the support of a Coordinator Expected Traits of a Successful person for this role

1) Strong Solution Selling Approach

2) Strong quantitative, analytical and conflict resolution ability

3) Knowledge of the high tech industry and related sales process

4) Customer Relationship Management and Negotiation Skills

5) People Management Skills - Able to lead the team in all areas of the sales cycle

6) Analytical skills for analyzing products, customers and market dynamics.

7) Ability to prioritize competing demands,

Others

- Willingness to travel extensively

- Experience of working in the Media business/Internet is preferable

- Ideally should have handled corporate relationships. Candidates from hospitality,advertising, IT, telecom, banking background will be preferred

- Flair for taking up responsibilities independently

Experience - 10-12 year + in the sales function in Hospitality/Internet/Banking/Advertising/IT/Telecom,with atleast 6 years in managing teams

Education : MBA from a good business school

If interested, pls send your resume at : meenakshi@hindustantimes.com