Role Objective:

The incumbent is responsible for implementation of sales strategy and business development towards growth of the Direct Sales segment. The primary focus is on prospecting new accounts for the assigned projects and geographies, towards meeting revenue goals. The role requires consistently identifying leads, seeking business opportunities and developing strong client relationships towards effective sales. A significant responsibility is to develop, nurture channel partner networks and deliver significant throughput from the same. Additionally, the role holder is responsible for leading a team of 4 - 5 sales managers and, guiding them to achieve set targets in line with the segment's business plans. As a team leader, the incumbent is an essential facilitator in all client interactions and negotiations conducted by the team of sales managers. The incumbent is expected to be a brand representative and support the team in all client interactions and negotiation process.

Key Responsibilities

Business Development and Channel Partner Management

- Consistently identify and qualify leads in designated markets through B2B and B2C sales calls. Leverage on a strong network of Channel Partners (CP) and existing customers to achieve set targets.

- Consistently build on the CP network to acquire new business and manage clients in collaboration with them. Conduct regular meetings with CPs with the purpose of both engagement and empanelment to drive more business.

- Quarterly review of CPs including actual achievement v/s targets, qualitative factors and process improvements

Client Relationship Building : 

- Actively follow through on potential customers based on their specific requirements. Possess in-depth product knowledge (and micro information at project level) and communicates the same effectively to prospects.

- In collaboration with the Team Lead, meet with prospects, organize and conduct site visits and strive to establish a strong client relationship with an aim to convert from proposal to definite status

- Play a key role during various stages of customer engagement till delivery and provide support for query resolution

Industry Awareness : 

- Keep abreast with relevant competitor details including price movements, construction activity, key trends and market dynamics

- Network effectively with peer teams and industry contacts to stay updated on key trends, developments, market dynamics and potential business opportunities. Liaison with various departments to get deeper product knowledge.

Team Collaboration : 

- Support peer teams for effective deal closure, ensuring required documents (legal agreements, billing, credit etc.) are in place and monitoring collections for designated accounts

- Coordinate with various departments (Customer Care, Sales Peer Teams etc.) to ensure exceptional customer service

Systems and Process Compliance : 

- Maintain accurate records for designated accounts and share regular updates with the Team Lead and Segment Head

- Maintain thorough adherence to SFDC and lead tracking mechanisms as required

Skills: Exceptional drive and focus, good communication skills, ability to develop strong professional relationships

Qualification: MBA preferred

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