Head of Sales Metal

2 weeks ago

Kolkata, West Bengal, India Tata Consulting Engineers Limited Full time

Brief Statement of Job: Head of Sales is a leadership role in the organization and is responsible for the expansion of international and domestic footprint of the organization by maintaining the existing customer base and creating new business opportunities over and above the existing accounts. The position collaborates with Business Head, Head of Delivery & International Marketing Group, Legal, Risk team within the organization in terms of lead generation, new business opportunities, working on RFQ, technical assessment of the job etc. Key Responsibilities: Identify new areas for penetration for business acquisition Identification of sales lead for the whole BU globally Understand the market pulse and conduct research to identify various opportunities from where revenue can be generated Be updated about the various new trends in the market Ensure as sold profit margins are aligned to the BU's profitability target. Be updated about the current as well as forecasted pricing of various relevant commodities Design and submit proposals for RFPs Ensure sales pipelines is formed and maintained Build strategy on how to acquire new business and ensure the annual sales target are met Be aware what the market requires/demands for the specific domains of the metals and mining BU so that appropriate proposals can be submitted Ensure that the billing schedule is met - Collection of Invoices are made in a timely manner as per the Contract Analyze the risk associated with various projects and prioritize the project which has the highest profit margin Ensure Hunting (New Clients) and Farming (Existing Clients) to generate revenue Ensure the delivery team meets the requirements from the Client and enable the team in terms of contracting so that the projects are delivered within the set timelines Be in constant touch with the Clients and take their feedback regularly Handle Key and Strategic accounts which contribute to most of the revenue for the BU Try to De-Risk the BU. Enter the new markets where M&M BU hasn't worked before, but other BUs are already working Partner with various sub-contractors Ensure legal terms are fulfilled while closing a project to mitigate the risk Respond to various RFPs and inquiries received for the BU Build relationships with various clients/players in the market Be aware of the market competition and how the pricing should be placed in order to secure the project Training and Development of team members - Skill and Competency Building Collaboration with the delivery team to ensure they understand the client requirements and the project is delivered in time Conduct technical due diligence when the inquiries are received and the project is won Customer/ Local Partners Collects prompt and accurate feedback from customers regarding the services provided on the sales team performance during bidding stage and on-going project deliverables Identifies service gaps and establish programs to address the same resulting in improved client satisfaction Ensure prompt resolution of customer complaints and review feedback to continually improve services and internal processes Customer feedback / CSAT score and number of customer complaints is a key aspect of incumbent's KRAs Regular meets with the existing and new prospective clients for securing any business opportunities Brand Advocacy Builds rapport with customers/key stakeholders/local partners to increase renewals, referrals, and cross-sell and upsell opportunities People Responsible for talent development and growth opportunities of team members by providing on the job training, skill development trainings, client interaction trainings and other key opportunities to enhance / boost career aspects Responsible for maintaining low attrition within team Responsible for effective succession planning of the team by maintaining robust talent pipeline ensuring availability of talent throughout the project life cycle and avoid any knee – jerks pertaining to unavailability of resources Key Skills Required: Strong analytical ability. Good Understanding of India & Global Market Scenario, Market Research and Competitive Assessment. Sufficient exposure to engineering profession either in a consulting organization or in any otherorganization in which engineering is a major function. Experience of International Marketing will be an added advantage. Flair for customer relations management and relationship-based sales. Passion for quality and excellence. Deep understanding of the sales lifecycle in EPC/ EPCM services, from early engagement to post-project support. Strategic thinker with a solution-oriented approach. Outstanding communication and interpersonal skills Good financial acumen and understanding of ratios Problem-solving and negotiation aptitude

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