Posted By
Posted in
Sales & Marketing
Job Code
689229
G4S is the leading global integrated security company specializing in the provision of security products, services and solutions. It is a multinational headquartered in London and spread across 90 countries across the globe.
Jobs Summary
Responsible for meeting the allocated sales targets for strategic accounts (revenue per client > INR 25 lakhs/ month) across lines of business by acquiring new accounts within assigned territory and retaining and growing assigned existing accounts
Job Responsibilities -
New Customer Acquisition
- Achieve allocated sales revenue and growth targets on defined margins for assigned territory
- Execute cross-sell opportunities in consultation with SAM Lead
- Source/ develop new strategic accounts by generating leads, planning campaigns, establishing customer contact, negotiating with customers etc.
- Position new/ updated solution offerings to the prospective clients and provide input for refining the value proposition
- Undertake sales account planning for all strategic accounts within scope
- Lead sales bid process including determining client requirements, customizing solutions, estimating commercials, developing win strategy etc. and involving SAM Lead/ Head where required
- Co-ordinate and liaise with service delivery team and other functions in bid and offer development
- Develop and execute contracts with support from Procurement and Legal teams
- Comply with standard sales processes (e.g. lead, account creation on saleforce.com)
Customer Development and Retention
- Execute customer development and retention strategies in managing strategic accounts for assigned area
- Develop client relations and manage assigned strategic accounts on an ongoing basis by:
- Serving as a single point of contact for all commercial and operational issues
- Maintaining regular connect with customer and seeking feedback on a regular basis
- Managing price increase process and ensuring recovery as per defined margins
- Identifying and executing selling opportunities including potential for cross-sell
- Coordinating with service delivery team to ensure quality of services as per defined standards
- Managing timely collection and controlling days sales over
- Renewing contracts in a timely manner as per defined standards and policies with support from Procurement
- Maintain and update account plan with new opportunities, retention initiatives etc.
- Track and monitor account performance - profitability, service increase/decrease, etc.
Sales Management & Reporting
- Provide input to SAM Lead on target allocation/ assignment where required
- Participate in periodic sales reviews to provide a view to leadership team on account performance, highlight issues, discuss resolution options and seek decisions on key issues
- Record sales data by leveraging appropriate tool/platform and prepare sales metrics/ reports for assigned area (where required) for leadership review
Relevant Experience
- Minimum 8-10 years of overall experience
- Minimum 4-5 years of experience in a large distributed service industry or sales centric organization
- Exposure to management of high value accounts
- Extensive experience in managing customer relationships
- Strong record of delivering sales performance
- Strong understanding of key financial and business metrics
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Posted By
Posted in
Sales & Marketing
Job Code
689229