Role AVP - Sales & Account Management (South)

Reporting To Senior Vice President

We are a leading provider of platforms and solution that enable trust. Our key services include instant identity verification, employment background screening, customer screening and partner due diligence. We have the delivery capability in more than 140 countries and a client-base across a broad spectrum of business, including Fortune 500 companies.

Purpose of the Role :

- Responsible for acquiring new clients through actively prospecting and generating leads and ensure achievement of the defined targets for the region

Prior Work Experience

- Minimum 8 years of experience & minimum 5 years of customer-facing Business-to- Business Client Acquisition Experience

- Has worked in a company that sells products or services (preferred) to HR Departments of businesses

- Has the experience in account management in the Services Industry

- Has managed CHRO/CXO Level Clients

- Has handled clients from Top IT/ITES, E-Commerce, technology & BFSI sector

- Has experience of leading teams of different sizes managing a client base of 300+ companies

Key Responsibilities :

- Drive achievement of commercial targets including generation of new business (upsell/ cross-sell), maintaining current business and cash management (collections).

- Responsible for customer retention by ensuring a high level of customer engagement for all the accounts under his/her purview.

- Monitor client delivery on an ongoing basis to ensure agreed SLAs and KPIs of the contract is strictly implemented

- Ensure continuous support and proactive issue resolution to the clients.

- Pro-actively work with - Operations- department, Credit Control team & invoicing team to manage delivery and invoicing.

- Develop and ensure the achievement of sales strategies and year-on-year sales plan divided into a monthly, quarterly and annual plan for the region.

- Manage the entire Sales Life-cycle including Prospecting, Pitching, Offering,Negotiating and Contract Closure in his/her assigned region/industry

- Generate business insights through analysing relevant competitors- data, their offerings and pricing strategies

- Ensure the team adheres to defines sales processes which may include mapping client expectations, documentation, handovers to the Operations team and client servicing team etc.

- Support Client Servicing teams in case there is specific help required in his region

- Manage team's performance across multiple locations to drive revenue targets

- Lead and nurture the team by monitoring performance on an ongoing basis and ensuring continuous development of the team

Key Skills :

- Impact & Influence

- Need for Achievement (nAch)

- Building Relationships & Networking

- Business Acumen

- Excellent verbal and written communication skills

- Good MS Power-Point and MS-Excel skills

Measure of Success :

- Increased Customer Satisfaction Score

- Cash Management/Collections Target

- % Achievement of Annual Revenue Target (New + Existing Clients)

- Revenue Generation from Up/Cross-selling

1. 10th and 12th - 75 and above

2. Graduation - Tier 1 or Tier 2 College

3. Post-Graduation - Tier 1 or Tier 2 College ( preferably - MDI, Symbiosis, IMI )

4. Minimum 8-9 years of customer-facing Business-to-Business Client Acquisition Experience. Less experience(5-6 years) in case of good pedigree candidates is acceptable.

5. Maximum Experience 10 Years

6. Experience - HR / Business Consulting /HRIT Product / BFSI - B2B Sales/ E-Commerce - B2B Sales / IT/IteS - B2B Sales / HR Services - B2B Sales

7. Stability should be high

8. Prior team management experience

9. Exposure in South market is mandatory and work experience in Bangalore required.

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