Director Sales

Key responsibilities for the role is as follows – 

• Results: growth in the form of new customers and new opportunities at new or existing sites, target orders and margin above set quota in support of Annual Operating Plan, accurate forecast of orders and growth opportunities.
• Growth : Growth in the form of new customers and new opportunities at new or existing sites. Accurate forecast of orders and growth opportunities
• Business Relationships: leverages relationships with the customer in support of local or global sales strategies, responsible for strategy and execution for India to achieve results, responsible for allocation of internal and external resources, responsible for approving all goals for sales professionals in assigned area, partner with marketing to translate Strategic Plans (STRAP) into deployment plans
• Sales Process: provides coordination of sales activities and manages resources to maximize results from identified sales opportunities, ensure approved sales processes are followed and company procedures and systems are effectively deployed, provide leadership and appropriate sign- off for strategic sales pursuits, lead planning and sales forecasting processes, monitors and tracks key sales performance metrics
• Customers: customer value management and pricing, analysis of market dynamics and value chain proposition to target defined customer sets, facilitating competitive strategy planning with the team, drive key growth initiatives with sales team, develop relationship with existing and potential key customers, networks effectively both internally and externally to develop strong relationships with clients and business contacts
• People Management: inspire and motivate a group of sales managers that deliver results, provide strategic vision to the sales team, attract, mentor, and develop team members in support of sales excellence, encourages and supports learner driven development, responsible for training, coaching and certification of sales skills and processes, identify strengths and weaknesses of the sales team and build a high performing team, strong working relationship with Projects and Services Leader, achieves results through people, leads change for the betterment of the team, provide ongoing performance management to encourage others to continuously improve. Develop sales quotas and track/report on performance

Qualification, experience and attributes

• 20+ years of related sales experience
• Atleast ten years of sales leadership experience
• Proven expertise in building successful sales teams and leaders
• Demonstrated success in coaching sales leaders engaged in complex sales/ pursuits
• Capable of balancing short term results with long term strategy
• Demonstrated credibility at the executive level in internal and external organizations
• Experience working in a highly matrixed organization
• Strategic and analytical thinking, and oriented toward achieving objectives
• Experience working in a multi-national, matrixed organization      
• Able to effect change and drive results through leadership, collaboration and influence       
• Self-motivated with focus on results and sense of urgency
• Direct experience with Salesforce.com. Data analytics experience, education, or background
• Software direct to market sales experience
• Building Technology Projects & Services industry experience