Responsible for acquisition of all key & core customer accounts (revenue per client < INR 25 lakhs/
month) for respective hub by driving a team of sales managers. Contribute to development and execution of overall sales strategy. Manage performance and sales incentive execution for Sales
Managers
Job Responsibilities and Accountabilities
Area of Responsibility
Sales Origination Strategy & Execution
● Drive execution of overall BD strategy in terms of solution offering, value proposition etc.to target potential customers
● Contribute to development of overall sales strategy for key &
core accounts, specifically for hub
● Oversee sales account planning for hub based on market information and existing client data
● Participate in sourcing/ development of new key and core accounts at respective hub
● Maintain a robust sales pipeline at a hub level
● Reach out directly to clients with high potential/ business opportunity through various channels (cold call, reference etc.)
● For higher value key accounts lead the sales bid process including determining client requirement, commercials,
negotiating etc.
● Ensure support from Service Delivery and other stakeholders on critical/ high-value bids/ accounts
% time spent
35%
Performance
Metrics
● Penetration of key customer segments/
type of accounts
● Sales
Conversion
Ratio
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Sales Performance Management
● Provide input to Sales Head to determine sales and revenue
35%
targets at a hub level
● Cascade sales targets to respective sales managers.
● Drive achievement of new sales targets in terms of volume and revenues through the team
● Recommend and implement interventions to improve sales workforce productivity
● Drive adherence to defined sales processes & usage of appropriate sales support tools within immediate team
Sales Reporting
● Track/ monitor progress against the sales plan/ target
● Conduct periodic sales reviews with the team to identify issues, resolve open issues, take key decisions and escalate where required
● Take corrective actions to ensure targets are met/ exceeded
● Ensure completion of relevant documents and submission of required reports to leadership in a timely manner
Leadership
● Provide leadership to sales team including career planning,
performance evaluation, feedback, coaching and guidance
● Resolve performance issues for team through interventions such as training, motivation etc.
● Define and drive incentive planning and performance management for sales team
● Conduct team building exercises/ meetings/ sessions
● No of new accounts
● Sales from current Accounts
15%
● Timely and error free sales reporting
15%
● Revenue/
Sales
Managers
Key Relationships
Internal
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Hub Head
Service Delivery KAM
(KAM/Core) Sales Head
Sales Manager
Key Competencies Required
Core Competencies
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Awareness of the market environment
Leading People
Delivering strategy
Driving Change and Innovation
Delivering Performance
Working with complexity
Managing professionally
Collaborating and co-operating
External
●
Clients
Functional Competencies
Customer thinking
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Market and Customer Knowledge
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CRM/ Sales Force Automation Tools &
system expertise
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Management skills
Problem-solving and Project
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Qualification and Experience Required
Qualification
Minimum: MBA/ Master’s degree or equivalent
Relevant Experience
Desired: Sales specialization
● Minimum 10-12 years of overall experience
● Minimum 4-5 years of experience in a large distributed service industry or sales organization
● Proven record of superior sales/ business development performance
● Result orientation with strong analytical capabilities
● Strong understanding of key financial/ business metrics
● Willingness to run through walls to accomplish a goal
● Ability to multi task as well as succeed in a rapidly changing environment
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📌 Hub Sales Head (Bengaluru)
🏢 G4S India
📍 Bengaluru
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