Associate Director/Director – Sales - Kolkata, India - Aeris IoT SaaS

Description

The Internet of Things (IoT) will unlock trillions of dollars in value over the next 10 years as 50 billion devices are brought online. Aeris is at the forefront of this industry, building networks and applications to enable Fortune 500 clients like Chrysler, Honda and Bosch fundamentally improve their businesses. Headquartered in Silicon Valley with offices in Chicago, London, Delhi, and Tokyo as well as other markets. We rank among the top ten cellular providers for the IoT globally, powering critical projects across energy, transportation, retail, healthcare and more.

Built from the ground up for IoT and road-tested at scale, Aeris IoT Services are based on the broadest technology stack in the industry, spanning connectivity up to vertical solutions. As veterans of the industry, we know that implementing an IoT solution can be complex, and we pride ourselves on making it simpler.

Our company is in an enviable spot. We're profitable, and both our bottom line and our global reach are growing rapidly. We're playing in an exploding market where technology evolves daily and acquisitions / consolidations happen left and right. We've got a stellar, strategic management team who find joy in working together and are executing effectively across the board.

A few things to know about us:

• We put our customers first. When making decisions, we always seek to do what is right for our customer first, our company second, our teams third, and individual selves last.
• We do things differently. As a pioneer in a highly-competitive industry that is poised to reshape every sector of the global economy, we cannot fall back on old models. Rather, we must chart our own path and strive to out-innovate, out-learn, out-maneuver and out-pace the competition on the way.
• We walk the walk on diversity.We're a brilliant and eclectic mix of ethnicities, religions, industry experiences, sexual orientations, generations and more – and that's by design. We see diverse perspectives as a core competitive advantage.
• Integrity is essential.We believe in doing things well – and doing them right. Integrity is a core value here: you'll see it embodied in our staff, our management approach and growing social impact work (we have a VP devoted to it). You'll also see it embodied in the way we manage people and our HR issues: we expect employees and managers to deal with issues directly, immediately and with the utmost respect for each other and for the Company.
• We are owners.Strong managers enable and empower their teams to figure out how to solve problems. You will be no exception, and will have the ownership, accountability and autonomy needed to be truly creative.

Our Aeris Noida office is based in the heart of the Noida IT Hub in Sec 62. We have a state-of-the art
collaborative workspace with open desks, recreation space, a round-the-clock fully stocked
cafeteria and a terrace garden - to name just a few of our perks. We also have one of the best health
and insurance benefit schemes in the industry to ensure that our employees and their family are taken
care of.

Aeris India is seeking a dynamic Associate Director/Director - Sales for its east region. This is an ideal opportunity for an individual who is eager to roll up their sleeves and to make measurable contributions in shaping the future of Aeris.

Job Summary:

The Associate Director /Director-Sales (East Region)position will play an integral role in meeting the sales planning, reporting, and analysis needs of the sales eco system in eastern India. This is both a hunting and farming role. This role will support all levels of management for Aeris business in eastern India in the areas of Key Performance Indicator (KPI) objectives, market share analytics, sales planning, pro forma modeling, forecasting, pricing strategy as well as design and analysis of variable compensation programs. The person in this rolemust demonstrate the ability to identify needs, recommend solutions, and become a trusted business partner within the Sales and Finance organizations. This individual will also build solid relationships with directors and executives across different functions such as operations, marketing, purchasing and finance/accounting.

This rolewill be based in Kolkata (remote location, we do not have an office in Kolkata) and will report to the VP-Sales.

Essential Duties and Responsibilities

• Deliver Revenue growth target in line with the targets set in the region.
• Farming and nurturing deep engagements across levels of identified accounts and C – Level Customer stakeholder engagement and escalation contact for all customer experience related issues
• Provide ongoing evaluation of sales performance including: tracking sales activities, opportunities and contracts to increase revenue; improve salesforce efficiency and scale our business effectively
• Manage the following sales operations support functions:

1. KPIs - Develop KPI reports to assess sales performance. Provide monthly and quarterly performance reviews for the management team
2. Forecasting - Establish best practices and methodologies for forecast accuracy and pipeline management. Actively participate in all forecasting activities and maintain a deep understanding of ongoing sales activity in support of sales executives.
3. Pricing - Maintain a full understanding of market pricing requirements, pricing structures and key contract terms. Develop price quotes/pricing strategies/pricing policies (in coordination with sales team). Suggest creative pricing and payment solutions balancing customer needs and pricing policies.
4. Variable compensation - Support and develop compensation programs, performance tracking, reward calculation, quota achievement, reporting and analysis
5. Contracting - Liaison with legal counsel during the contract negotiation process to ensure the appropriate terms and pricing are incorporated into the final documents.
6. Support business case analysis for executives and the sales organization

• Work closely with finance to continuously improve "daily" sales reporting and "daily" device deployment/inactivation reporting. Identify opportunities to establish meaningful reports that can turn into actionable items; improving sales performance.
• Partner with the Sales organization on various process improvement activities in the area of CRM/salesforce, metrics setting and reporting systems
• Play a key role in the go-to–market strategy
• Work on optimal allocation of resources based on the collection, analysis, and evaluation of data from the ERP system combined with external data.
• Develop reports and analysis on the effectiveness of sales initiatives and rep activities and their impact to market share. Work on identifying efficiencies in specific areas, customer types or product offering to improve sales performance.
• Perform ad-hoc reporting and analysis, as needed
• Accountable for customer billing and outstanding

• 10-15 years of industry experience with MBA or B.Tech Degree.
• Experience in GPS/ Telematics industry is preferred.
• Results-driven with experience influencing people across functions with Number and Target Driven-Hunting mindset.
• Experience in complex change management and operating in a matrix, fast moving and technical environment.
• Strong communication and conflict management skills.
• Ability to collect and analyze data and develop analytics to actionable items and recommend improvements based on identified trends
• Detail oriented with strong time management skills toprioritize, balance multiple tasks and cross train.
• Ability to succeed in a collaborative, fast-paced environment
• Excellent written and oral communication skills.
• Passionate about using technology to demonstrate and promote programs (must have Intermediate skillin MS Excel and other MS Office Applications and CRM solutions)
• Negotiation skills – ability to look at the big picture, solution oriented.

• Ability to apply innovation and out of the box thinking.
• Should be multitasker.
• Passionate about customers and technology
• Customer/partner management experience.
• Collaboration with cross functional teams including engineering, operations, marketing, and sales
• Must be able gain consensus across teams that may have different priorities and views
• Must be a self-starter and work with a sense of urgency.