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    Deputy General Manager - Bengaluru/ Bangalore, India - timesjobs

    timesjobs
    timesjobs Bengaluru/ Bangalore, India

    1 week ago

    Default job background
    Full time
    Description
    Deputy General Manager - Sales (Sales) - B5101_2

    Date: 26 Feb 2024


    Location:
    Bangalore, India


    Company:
    Tata Communications

    Broad outline of the Role
    Purpose - Broad objective of the role
    Drive achievement of sales targets through sales planning, identification, qualification, and closure of sales opportunity for all enterprise accounts within the specific Region
    Size and Scope of Role - No. of direct reports
    4 to 7
    Size and Scope of Role - Total team size
    20 (incl 3 on contract)
    Minimum qualification & experience
    Engineering graduate with a management degree with around 10-12 years of experience
    Other knowledge/skills
    Understanding of management dynamics; Technical knowledge; Understanding of finance and supply chain management; Knowledge of industry
    Key Responsibilities

    Sales Planning

    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.

    Opportunity Identification and Qualification

    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

    Pursuit closure

    Provide support to team where required for opportunity closure
    Involve in large deals/ renewals
    Review solutioning for client requirements for complex high-value deals
    Review and provide inputs around commercials based on target/competitor pricing
    Participate in final negotiations for large deals
    Seek support of Region Head where required for closure of sales opportunity

    Periodic Reviews

    Conduct periodic reviews with team to discuss account-wise progress
    Discuss opportunity pipeline and opportunity mining
    Identify the 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 and potential improvement areas with commercials and solutions engineering teams
    Participate in formal review with program management to track the delivery of orders
    Conduct periodic reviews with collections around account-wise revenue realization

    Team Development

    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 the resolution of any people issues.

    Technical Competencies
    Knowledge / Skills
    Communication Skills

    Job Segment:
    Supply Chain Manager, Sales Management, Pre-Sales, RFP, Supply Chain, Operations, Sales
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