General Manager - Sales- India

General Manager - Sales- India

About Company

Tata Communications Redefines Connectivity with Innovation and IntelligenceDriving the next level of intelligence powered by Cloud, Mobility, Internet of Things, Collaboration, Security, Media services and Network services, we at Tata Communications are envisaging a New World of Communications

Job Description

1.      Drive achievement of sales targets through sales planning, identification, qualification and closure of sales opportunity for all enterprise accounts within the specific Region

2.      Ensure an increase in revenue from the key accounts

3.      Provide inputs to Region Head around targets for Enterprise Accounts basis market focus; Allocate targets to team based on nature of accounts and market dynamics; Develop sales road map for accounts under purview and provide inputs to teams around specific action plans for account sets.

4.      Review opportunities identified by solution architects and define action plan for sales pursuit in conjunction with team; Conduct workshops with senior management of key client organizations with solution engineering, business development managers, product managers; Discuss potential partnerships to address requirements of client organization; company product/service portfolio to clients; Engage with clients, as required, in pre-RFP level to define requirements; Participate in discussions with project leads and project managers in client organization periodically as required; Meet up with key stakeholders in the client organizations to maintain and manage relationship.

5.      Conduct periodic reviews with team to discuss account-wise progress;   Discuss opportunity pipeline and opportunity mining; Identify need for resource support for specific opportunities;  Track process adherence  by team and provide feedback to team/individuals as required; Discuss market intelligence through weekly meetings with cross-functional teams; Discuss challenges around processes & potential improvement areas with  commercials & solutions engineering teams; Participate in formal review with program management to track delivery of orders; Conduct periodic reviews with collections around account-wise revenue realization.

6.      Regularly review team structure and assess talent requirements; Participate in the recruitment and selection process; conduct goal setting and performance review for the team; Drive team development, engagement and reward initiatives; Coach and mentor team members as required and ensure resolution of any people issues.

Skills

sales, enterprise sales, direct sales, sales strategy, sales planning, sales roadmap, sales pipeline, account management, sales targets, business development, revenue generation, relationship management