Sales Manager(B2B IT Services Sales- UK&US)

Location : Chennai

Experience : 8-14 years

- US and UK experience in a sales role.

- Understanding of the B2B sales process.

- Minimum 2 years as a sales manager- service selling

- Excellent communication skills

Functional/tech skills : 

- Strong knowledge of CRM like Zoho, MS Excel, Presentation

- Thorough working knowledge of customer journey and accountable for leads from inquiry to closure

- Working knowledge of RFI/RFP's

- Good at proposal responses

- Prepare and deliver presentation and demo of services to customers/prospects Sales Operations management - Business development experience

- Hands on experience in leading and directing a team of sales and demand generation executives

- Strong in analysing and reporting trends from inquires, customer calls

- Performance management including effective feedback skills

- Tracking, reporting sales numbers

- Presenting weekly performance dashboards

- Lead recruitment and training needs and efforts

- Administer performance reviews, appraisals and work closely with team to develop their career path

- Create an environment that fosters innovation, idea generation and encourages learning and growth

- Lead the team to meet weekly sales target

- Hold team accountable for the numbers daily and encourage performance

- Lead by example- participate in cold calling- weekly and perform follow up with leads/companies assigned.

- Identify customer trends/pain points/tech needs and report those during weekly performance reviews.

- Prepare and maintain trend analysis week on week to enable to organization to make decisions related to adding modifying, enhancing services.

- Lead training of ISM's as per the organizations sales training guidelines. Continuously contribute to the improvisation of training documents.

- Diligently participate in business development activities along with other key internal stakeholders

- Conduct monthly one on ones and report observations to the management

- Ensure proper sales process is followed by each team members 

- Timely and accurate CRM updates, Follow-ups, Minutes of customer/other departmental meetings to list a few.

- Ensure teams/self participation in HR organized events.

- Deliver outcomes via the set KPI's  qualified opportunities weekly, Top line revenues - monthly/quarterly - billed amount

- Lower attrition of high performing ISM's

- Accurate and timely reports 

- Performance report team & industry wise based on the frequency set. Industry trends/feedback/pain points report from customer calls, competitor analysis report.

- Report the details of companies who have released - RFI/RFP's -Monthly

- Early Warning System reporting and timely hiring and backfilling of ISM's, demand gen teams

- Conduct call audits and share documented Feedback with ISM's

- Quality audit and report feedback to lead gen team and share performance report.

- Report any self/team challenges timely to the management

- Plan and manage team leaves and address concerns if any, bring it to management notice wherever necessary
 perform period need analysis for ISM and conduct trainings on service offerings, sales skills.

Essential : 

- Unmet parameter can be compensated by some other Eg. Qualification lack of which could be offset by longer years of experience

How have you lead a team and enabled them to grow ?

- Firm hold on the numbers. Lead vs. 

- Lagging measures - how do you track the performance of your team on a regular basis? What is the periodicity? Tracking of the CRM to get info about the performance on a regular basis.

- Reports via CRM 

Desirable : 

- Will be an advantage if available, but not a show stopper

- Any specific sales-related training course undertaken.

- Industry knowledge - Information industry, Travel, healthcare, Information providers, Commercial/Residential Real estate Data processing.

- Marketing function : part that you have played.

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