Zonal Manager

Job Summary

This role is responsible for managing a team of sales individuals for a large region comprising Indian Enterprise and Public sector Undertaking clients while setting and achieving sales goals in line with organizational objectives. The role nurtures professional relationships with clients and crafts effective sales strategies based on data-driven insights to drive the growth in revenue, profitability and new areas of solutions and services while enhancing customer experience. The role ensures compliance of sales activities with company regulations and analyzes market trends to accurately forecast sales and provide insights to the senior management.

Responsibilities

• Sets clear and achievable sales goals for the team in alignment with the organization's overall sales objectives.
• Cultivates strong professional relationships with key IT, sourcing and business executives including CXOs at the client's organization to identify opportunities and drive ongoing profitable revenue growth.
• Assesses and manages employee performance, offering guidance and support to individuals in overcoming selling challenges to drive pursuit and deal closure.
• Conducts in-depth sales forecasting by analyzing historical data, market trends and share of wallet objectives while predicting future sales.
• Drives business cadence with extended team and presents comprehensive sales reports to upper management, offering valuable insights into sales performance, trends, and opportunities.
• Manages the sales budget, making resource allocations, monitoring expenses, and striving for cost-effectiveness.
• Develops methods for driving change and innovation across the organization to improve sales performance.
• provides mentorship and coaching to empower the sales team with enhanced product knowledge, selling techniques, and customer engagement skills.
• Drive action driven development of collaborative Account plans for large customers
• Develop strong win-win engagements with Business Partners, OEM partners and consulting organizations.
• Ensures that the sales team operates within industry-specific regulations while adhering to legal and ethical standards.
• Performs talent management responsibilities including recruitment, performance management, coaching, and career development.
  
  

Education & Experience Recommended

• Four-year Degree in Engineering/ Technology/ MCA. MBA degree or equivalent is desirable.
• Above 15 years of sales experience in IT Hardware/ Software/ solution/ IT services sales with a minimum of 7 years of people management experience of managing at least a team of five. Consistent exceeding of sales target is a key attribute of the candidate
• Experience in value selling to large customers is highly desirable and expertise of developing strong alliance with ISVs and SIs are preferred
• Understanding and experience of selling to both Public sector/ Government customers through the GEM platform and Private sector Enterprise customers is a definite plus but not mandatory
• High on Integrity
  
  

Impact & Scope

• Hyper growth across businesses and categories across the organization with high customer and employee experience.
  
  

Disclaimer

This job description describes the general nature and level of work performed in this role. It is not intended to be an exhaustive list of all duties, skills, responsibilities, knowledge, etc. These may be subject to change and additional functions may be assigned as needed by management.