The incumbent is responsible for implementation of sales strategy and business development towards growth of the Direct Sales segment. The primary focus is on prospecting new accounts for the assigned projects and geographies, towards meeting revenue goals. The role requires consistently identifying leads, seeking business opportunities and developing strong client relationships towards effective sales.
A significant responsibility is to develop, nurture channel partner networks and deliver significant throughput from the same. Additionally, the role holder is responsible for leading a team of sales leads & Sales managers and, guiding them to achieve set targets in line with the segments business plans. The incumbent is an essential facilitator in all client interactions and negotiations conducted by the team of sales managers.
The incumbent is expected to be a brand representative and support the team in all client interactions and negotiation process.
Business Development
- Support the vertical head in preparation of annual sales strategy for the segment, including action plans for assigned projects / markets
- Direct the teams efforts towards leveraging a strong network of Channel Partners (CP).
- Guide the team to consistently build on the CP network to acquire recent business and manage clients in collaboration with them.
- Consistently identify and qualify leads in designated markets to achieve set personal targets.
- Direct the team to leverage the best opportunities based on specific client needs and market conditions.
Client Relationship Building
- Actively follow through on potential customers based on their specific requirements.
- Possess in depth product knowledge (and micro information at project level) and communicates the same effectively to prospects.
- In collaboration with the team, meet with prospects, organize and conduct site visits and strive to establish a strong client relationship with an aim to convert from proposal to definite status.
- Play a key role during various stages of customer engagement till delivery and provide support for query resolution
Industry Awareness
- Keep abreast with relevant competitor details including price movements, construction activity, key trends and market dynamics
Collaboration and Team Management
- Support peer teams for effective deal closure, ensuring required documents (legal agreements, billing, credit etc.) are in place and monitoring collections for designated accounts
- Provide ongoing guidance to the team to ensure they are well equipped to meet business objectives.
- Ensure the team is engaged, motivated and consistently driven towards achieving set targets.
- Monitor weekly and monthly progress as per the Goal Sheet to analyze gaps and suggest improvement areas for the team.
- Conduct performance discussions regularly, providing feedback and handling team concerns and escalations.