Broad outline of the Role

Purpose - Broad objective of the role

Develop and drive implementation of sales strategy for large accounts within a region; Organize and guide team on sales delivery and operations; Develop and deploy marketing initiatives to grow sales; Plan and ensure availability of financial, technical and human resources for the team

Size and Scope of Role - No. of direct reports

7

Size and Scope of Role - Total team size

20 (incl 3 on contract)

Minimum qualification & experience

Management Graduate with Engineering background (preferable) of about 20 years of experience in a high-growth industry with exposure to cross-functional management as well as handling multiple markets

Other knowledge/skills

Knowledge of TCL capabilities;

Key Responsibilities

1) Region strategy Participate in the strategic planning process of the respective segment organization for region, in conjunction with emerging market sales team; Share inputs for the preparation of the annual plans and identify key focus areas for the segment services within the region; Lead Regional large accounts sales team to implement and drive plan, deploying adequate marketing, account development and management, planning and region and sub-segment initiatives to achieve both short term (AOP) and longer-term objectives for the segment within the region; Guide development of the large accounts sales strategy by geographies, products and sub segments; Re-orient structure and processes to cater to the region strategy; Engage with product and other sales heads for tactical sales, current year EBITDA and SGandA planning. 2) Sales Lead the pipeline development in the respective segment for the region and conversion of the pipeline to achieve the order book by geography; Develop and deploy Sales Revenue and EBITDA targets; Lead the teams to identify, qualify, manage and close sales opportunities; Drive critical sales opportunities and engagements (focussed on transformational solutions) for the region; Support and guide team in pursuit of smaller opportunities, where sought; Monitor price erosion and churn at the sub-region level; Supervise the opportunity funnel, monthly and quarterly sales forecasts for the region (with focus on the top opportunities by segment and geography); Monitor MRC sales performance for all services and plan actions and re-alignment of resources and focus based on deviations against plans within region. 3) Marketing Management Give inputs to the marketing team for the development of the marketing strategy for the region and segment basis the business strategy and way forward; Review and support the development of the marketing plan (with aspects such as type of events, demand generation, investment, outcome expected, target customers, tactics etc.); Share inputs with the team on tactical plans; Work with the marketing for the development of the context, positioning and collateral for campaigns within the region; Assess success and effectiveness of the marketing campaign as per defined metrics in order to feed into next year-s plans. 4) Process Management and Improvement Periodically review process compliance by team and conduct remedial action where requirement; Identify avenues for process improvement and work in conjunction with cross-functional stakeholders to address the same; Identify specific process change initiatives and drive initiatives with various teams for faster quote-to-cash cycle; Monitor progress around process change initiatives and address escalations if any. 5) Cross-functional Communication Interact with cross-functional teams - service delivery and service assurance - to address customer issues; Conduct periodic overview of all reviews with cross-functional teams; Engage with operations and product teams to identify specific needs of region based on customer inputs (e.g. low cost help desk in the region); Involve in delayed collections and customer dependencies and interact with customer stakeholders; Provide feedback to the product teams around product improvements based on customer inputs; Plan for improvement of product perception in conjunction with product and marketing teams. 6) Team Development Regularly review team structure and assess talent requirements; Participate in the recruitment and selection process; Conduct goal setting and performance review for the team; Drive team development, engagement and reward initiatives; Coach and mentor team members as required and ensure resolution of any people issues

Technical Competencies

Knowledge / Skills
Communication Skills

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