Sales Manager

Description:

Reporting Structure

This role reports to the Head of Sales or the BU Head

Senior Sales Executives/ Sales Executives report into this role.

Job Objectives

Build and manage the sales team, its performance, align and achieve the targets in conjunction with the organization goals and targets

Job Responsibilities

Sales Life Cycle Ownership.

You will own the whole sales cycle for your self-performance and the team’s performance, including: Generate new leads through self and team, Lead generation should focus on hunting for new opportunities through existing professional networks, cold calling and leveraging on any other method to reach the right decision maker.

The Sales Manager (directly or through the team) will work closely with the clients in developing solutions, identifying the right technologies and in positioning Horizons as the prime contender to win the deal

Customer Relationship Management.

Visit major customers on regular basis, in order to strengthen relations and establish business opportunities. Entertain customers as and when necessary, to build strong relationships with the customers. Build relationships with the senior business and financial executives who influence purchasing decisions in customer companies

• Focus on maintaining relationships with technical decision makers such as the Chief Information Officer, Information Technology Director and Information Technology Manager on a day-to-day level
• Ensure that all departments understand customers’ requirements and respond with the right quality of service
• Ensure proper usage of CRM by the assigned sales team.

Revenue Generation and Reporting and Analysis

• Responsible for the sales team meeting and exceeding its revenue targets
• Ensure that revenue targets are met at acceptable gross profit margins
• Generate and maintain a credible forecast for accounts and report this information on a regular basis to management

Job Requirements

Educational Qualification:

Bachelor’s degree in Business Studies, Computer Sciences or a related field

Master’s degree in business studies is highly desirable

Should show evidence of continued education in the field of Sales and Technology

Previous Work Experience:

• The ideal candidate would have 10-12 years of post-qualification professional experience out of which the initial 5-8 years would be in a client facing sales role as an individual sales contributor
• The last few years should have been in a team management role where the team size should be at least 4-5 members
• Experience in managing a frontline sales team is mandatory while experience in managing account managers is desirable
• Experience in customized IT solution sales is mandatory
• Experience in sales within the “Digital” space is highly desirable