Regional Sales Manager - IT/Project Sales

POSITION SUMMARY

- To manage the existing and develop new projects for the Region.

ORGANIZATIONAL RELATIONSHIPS

- Reports to Director - Sales

SCOPE OF RESPONSIBILITY

- Manage Major Accounts in PVT or PSU banks for a specific region/ regions

ESSENTIAL FUNCTIONS

- SME on challenge / solution/ concept selling. Can innovate on these topics as needed.

- Influences solutions’ directions to tap into unmet customer needs that will trump any existing competitor offer

- Ability to consider multiple situations, prioritize based on facts and make independent decisions on the opportunity / forecast.

- Integrated go to market plans for the entire customer set

- Brings a country lens to product mix, inventory and new solution recommendations

- Develops relationships with key senior customer management and the C-suite.

- Evaluate the relationships with key senior customer management and the C-suite

- Evaluate the relationship to a strategic level and become a thought partner to the customers. Proactively pursue new opportunities by helping the stakeholders identify unmet needs (both for existing and new customers)

- Bring an integrated perspective to the contracts (pricing and operating terms). Ensure customer internalizes the cost/benefit.

- Prioritize pipeline and re-map customer engagement regularly

- Drives Order to Cash cycles lower through customer influence, process innovation and team coaching

- Evangelizes the importance of cash

- Standardizes internal processes and removes roadblocks

- Design / interpret dashboards on key metrics – identifies the right KPIs to act on Proactive account planning and pipeline management. Prioritize against all opportunities.

ADDITIONAL RESPONSIBILITIES

- Creates tools/ Processes to drive visibility into manufacturing purchase plans, current inventory positions and delivery orders at hand. Creates an integrated view of demand, orders, inventory and manufacturing

- Helps account exes understand tradeoffs and removes internal roadblocks on execution

- Re –neotiates unfavourable contractual terms on inventory, installation, and payment. Makes strategic decisions around non performing accounts.

- Rapid issue resolution without escalation – leveraging to leadership. Coaches the team on handling customer and internal conflicts to arrive at amicable win win solutions

JOB & REQUIREMENT

- MBA / BE with 12+ yrs experience in Marketing in Information Technology for Banking/ Financial Domains, IT Sales and Project Sales.

- Excellent, written oral communication skills, presentation, negotiation, team management, relationship building skills & ability to operate independently.

- Highly motivated self-starter, comfortable working in unstructured Environments

- Good networking skills with Senior Management of target customers.

- Result Oriented with track record of achievements

- Exposure to manage business in large accounts independently

- Delivery oriented and can work under pressures, will be a link between customer and the execution teams.

- Strong business acumen. Subscribe to good value system and business ethics.

- Self aware on development needs and actively works on them

- Self motivated and quick learner

- Feedback driven. Articulates performance expectations.

- Coaches peers and subordinates. Educates senior customers.

- Creates a talent roadmap for the team with clear career paths. Actively finds opportunities for the team

- SME in the industry.