VP/AVP - Sales - FAO Firm

VP/AVP Sales- FAO

Responsibilities:

Strategic:

- Create organization wide Market Penetration Strategy in line with overall business plan detailing

Geography & Target Industry:

- Undertake organizational needs analysis to identify opportunities & strengths to build a business pipeline

- Map industry/ vertical to ensure in-depth coverage

- Keen market insights to preempt market needs and develop and strategies for introducing the perspective clients

- Responsible for planning and implementing business strategies to expand customer base in India, providing client specific and customized solutions as part of consultative sales

- Create Digital Marketing strategy to reach out to customers and enhance customer base

Financials:

- Responsible for increasing top line through identification of new business opportunities and converting these opportunities into business contracts for the organization.

- Conceptualize & create pricing policies, market entry strategies and client management programs, maintaining customer relations and handling post-sales support, for providing analytical support and feedback, forecasts, reports, competitor information and field intelligence

- Accountable for holding and sponsoring external events/ campaigns in order to increase products and services reach in the market

- Carry out periodic reviews of sales budget and ensure achievement of the same

Sales and Stakeholder Relationship Management:

- Maintain a robust sales funnel and steady acquisition of new clients to meet high growth targets for the organization

- Active involvement in the RFP process with close coordination with the pre -sales technical team

- Develop deep relations with the senior management/CXO level (CMO's / HR Leaders) at corporates in the respective market/region so that the bidding/ RFP opportunities are grabbed with the primary information of such RFP's

- Responsible for achieving Sales targets, develop effective sales/ marketing tool kits and be able to put together top-class responses to bids/ tenders

- Develop new business partners and also work closely with our partners to leverage prospects/ clients

- Responsible for periodic reviews and monitoring and suggesting improvements for reporting the pipeline, funnel and sales figures to the management

Operational Excellence:

- Responsible for generating new opportunities in the Finance & Accounts Shared Service and technology products Segment

- Build a seeding database from internal and external data sources

- Guide team members to carry out advance use of technology for sales data management and ensure automation of pipeline management

- Review and guide team for execution of digital marketing initiatives

Team Building and Development:

- Build the team in accordance with the targeted business expansion plan

- Ensure creation of short term and long-term incentive plans in partnership with HR

- Provide subordinates with guidance, training and required growth opportunities to ensure their development for higher roles

- Manage and develop the team towards individual growth and performance excellence

- Review team's KRA and KPI for achievement of team's target

- Train new team members to build strong succession strength for the company

Key Result Areas & Key Performance Indicators:

- Top line growth o % achievement of sales targets

- New Customer Addition o Number of new customers added

- Sales Target o % Achievement of Sales Target

- Geographical Expansion

- Number of customers developed in each region

- Digital Marketing Initiatives o New Digital Initiatives Created

Academic qualifications and experience required for the role:

Required Educational Qualification & Relevant experience:

- Master's Degree in business administration in Sales/ Marketing

- Have led multiple functions i.e. BD, Product development, vendor development etc.

- Have managed corporate business development team of 15-20 members

- Well versed in B2B business development with total experience of 12 plus years

Skill-set Required:

- In-depth understanding of business development processes

- In-depth understanding of product knowledge

- Excellent Decision Making

- Deep understanding of changing market dynamics

- Excellent relationship management skills

- Knowledge of commercial agreements and frameworks

- Collaboration and Team Leadership

- Customer Orientation

- Innovation and Adaptability to Change

- Intricate understanding of all financial processes

- Business Acumen

- Global Mindset