Business Manager/Business Head
4 weeks ago
About the job:
Business Manager/Business Head(IT Sales)
7-14 Years, B2B Sales
Work Mode/Location : Hyderabad, WFO
Notice Period : 90 days
Job Description:
Business Manager is responsible for Account Management, topline and bottom line targets. Responsible for growth in revenues in an account by identifying new, cross-selling and up-selling opportunities.
Building strategic relationships with customers across hierarchy. Positioning multiple vendors with a solutions approach.
In alignment with the sales strategy, create and implement a tactical sales plan to acquire new clients.
Leverage existing contacts in the industry to reach out to new prospects and initiate conversations to assess their needs and recommend solutions.
Supports the achievement of objectives of Senior Management, creating a culture of continuous learning, streamlining processes to gain efficiencies and productivity improvements.
Exhibit a personal leadership style that energizes the work group and drives successful execution against aggressive deadlines.
Travel to clients as deemed appropriate and necessary
Experience:
Overall Experience - 7 to 15 years, Minimum 3-5 years of experience in selling IT solutions, products and services.
Core Skills & Responsibilities:
Team Management: Will be responsible for Co-ordination with Sales, Product Management, Inside Sales, Solutions, Technical, Finance and Purchase teams.
Customer Management:
Own a defined set of Accounts from the assigned region and should establish relationships across account hierarchy. Adopt solutions sales approach with a clear mandate to drive POC's and demo's as necessary.
Proactive collections plan for timely recovery.
Vendor Management: Should coordinate with the focussed vendors and position multiple products with customers based on their need and strategies.
Events and Marketing: Should support execution of Events with respect to identifying right customers and prospects for the event, obtain feedback and create opportunities.
Learning and Skill Development: Target multiple sales certifications and showcase ability to continuously upgrade and learn newer technologies.
Reviews & Reporting: Weekly team reviews; Weekly manager review. Reports to be maintained and updated on Account profitability report, funnel report, vendor engagement.
Knowledge:
Domain / Sales: High level of IT solutions and products selling experience and expertise. Understanding of business processes in major Industry verticals such as Manufacturing, Pharma, Hi-Tech, IT/ITES, BFSI, Automotive and others.
Communication Skills: Excellent Communications Skills, Ability to understand and articulate customer requirements, Knowledge of local language mandatory over and above good command over English and Hindi.
KRA's:
Targets - Top Line & Bottom Line;
Enterprise/Strategic Customers Management,
Vendor/Distributor engagement to ensure revenue realization across product verticals.
Coordinate and support mapped iSales teams, Product teams and Operations.
Ensure timely payment collections.
Account planning keeping in view customer objectives and goals, vendor solutions, budgets.
Metrics:
Account Profitability;
Top line; Bottom Line;
Collections; Vendor Spread;
Solutions and Services Opportunities;
POC's and Demo's;
Customer Presentations.
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