Gm - Sales
3 days ago
Job Family Descriptor Broad outline of the Role Purpose - Broad objective of the role Lead the team to drive achievement of sales targets through sales planning, identification, qualification and closure of sales opportunity for accounts in the America region with the objective of building relationships and positioning of our capabilities to ensure revenue increase from these key accounts, generating new business from these accounts and increasing market share Operating Network - Key External Customers Operating Network - Key Internal Engineering, Product, Commercial, Procurement, Legal, Service Assurance/Delivery, Collections, Sales support, HR teams Size and Scope of Role - Financial GAAP Revenue (FY 11'): $68 Million USD (does not include IRU)
**IRU (FY 11')**: $11M USD
**MOV or ACV (FY 11')**: $223K per month of new order value Size and Scope of Role - No. of direct reports 5 Size and Scope of Role - Total team size 9 Size and Scope of Role - Other size parameters NA Minimum qualification & experience MBA with 10 -15 yrs of experience in the telecommunication sector ; Knowledge of financial management and a strong business acumen is required. Other knowledge/skills Relationship building; Coordination and Collaboration skills; Cross cultural sensitivity; People skills Key Responsibilities 1. Sales Planning
Performance Metrics
- # Revenue
Order Booking
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- 2. Market Intelligence
Performance Metrics
- # Market coverage
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- 3. Sales Opportunity Identification
Performance Metrics
- # Timely creation of Account Development plans
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- 4. Sales Opportunity Qualification
Performance Metrics
- # Deal value
Revenue per deal
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- 5. Sales Opportunity Negotiation and Closure
Performance Metrics
- # Order booking
New business
Revenue
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- 6. Customer Relationship Management
Performance Metrics
- # Customer feedback/ satisfaction
Timely support to collections
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- 7. Team Development
Performance Metrics
- # Team engagement
% attrition
Manpower cost and productivity
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- Technical Competencies Knowledge / Skills Communication Skills
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