Sales Manager

3 months ago

Gurugram, India Black Box Full time

Role Description

  • Responsible for onboarding new logos and manage & maintain a healthy NN (Net New) sales pipeline for accounts and grow new logos to sizeable revenues
  • Primary client-facing field representative; to own, drive the continuity and profitability of NN revenues




Job Specifications & Requirements

  • Minimum 12+ years’ experience, with at least 5 years’ experience in Sales in the IT-sector especially in Government, PSU, Manufacturing verticals
  • Good understanding and hands on experience of Bid Management, tender management, etc.
  • Well networked with customer organizations
  • Experience of handling larger outsourcing engagements within the IT-Service industry (pre-sales or sales phase)
  • Proven track record of sales successes
  • Project Management experience
  • Willingness to travel
  • Open, communicative and team-oriented
  • Self-reliant and compelling
  • Analytic and conceptual frame of mind
  • Goal oriented, resilient






Key Responsibilities

Lead generation and onboarding new logos

  • Collaborate with Vertical Leaders, Practitioner Sales, Client Delivery Leads to identify services/ offerings / value proposition to take to the customer based on client requirement
  • Forge relationships with buying offices of potential client, gather relevant vertical and market knowledge
  • Learn, know and bring the best of Black Box to customer (offerings, use cases, etc.)
  • Define overall pursuit strategy incorporating feedback from past customer experience; develop client proposal and pricing along with bid manager and Solution Architects
  • Generate leads through secondary research and pursue leads identified by marketing teams and leaders

Drive leads to closure

  • Own actual negotiation; also coordinate inputs / participation from different stakeholders
  • Develop negotiation strategy & negotiate contract / agreement; oversee bid manager in drafting SoW for contract; participate in win/loss review
  • Collate & communicate learnings from pitches, proposals, customer feedback to Sales team

Oversee account handover to Vertical AM

  • Identify customer needs and facilitate account setup to commence delivery operations along with the Client Delivery Lead/Delivery Manager
  • Create robust transition plan for account handover to Vertical AM

Coordinate and act as conduit for overall delivery and operational excellence for the account including financial planning & tracking

  • Coordinate with Delivery team to ensure high quality delivery – conduct joint discussions for implementation, delivery and contractual obligations
  • Own cost metrics for an account - with inputs from Client Delivery Managers of individual projects
  • Identify margin improvement initiatives and coordinate with Delivery Managers/ PMs to execute and implement these initiatives





Key Interfaces

  • Collaborate with Bid Manager/proposal team for proposal writing
  • Collaborate with Practitioner Sales to identify services/ offerings/value proposition to take to the customer based on client requirement & with bid manager to draft RFI response
  • Work with Sales Ops team to create a repository of leads, clients, buying offices, reason for drop-outs etc.
  • Orchestrate account performance reviews, status update, timeline adherence, SLA adherence etc. along with Client Delivery Manager





Key Metrics

KPIs

  • Revenue
  • Order book
  • % gross margin delivered
  • Pipeline size
  • New logos won (# of logos, INR)
  • Client satisfaction (CSAT)




KRAs

  • As-sold margins
  • Number of new deals : Win rate / close rate
  • Lead mortality rate
  • % Variance in forecasted Vs. actual rev.

% Variance in forecasted Vs. actual GM

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