AddressYour primary responsibility is to manage the overall Enterprise business for the assigned region. This means right from prospecting new clients, managing relationship, building, hiring, and scaling your team, understanding competition, to owning and over achieving the sales target
- You will have to hit the ground running.
- You will need to have the spirit of a fierce hunter coupled with the maturity of a seasoned B2B engagement lead to handle large accounts and stich relationships with CXO's and other senior executives.
- You will have to make them Practo loyalists. Speed, Scale, Process, and Outstanding Performance is the way to go.
Job Roles and Responsibilities :
- First things first Own, deliver, and over achieve the M-o-M and Q-o-Q sales target
- Identifying accounts to be targeted, penetrating these accounts, and establishing excellent relationships with CXO's and other key stake holders
- Engage and strategize with senior level executives at client companies to demonstrate how Practo can drive revenue to their business
- Initiating conversations on Company's product lines and spreading overall positive awareness about the company
- Managing the entire deal 'Qualify' to 'Close' lifecycle
- As most of the accounts are going to be our first time clients, you will have to maintain extraordinary touch points with clients
- Understanding the client requirements (needs analysis) and then customizing the product/product pitch as per the clients need
- You will make sure to develop a healthy sales pipeline that exceeds quota expectations
- You will develop a roadmap to scale and manage Practo Reach Enterprise business of Practo in your region
- You will be representing your region for overall business planning sessions with Practo Sales Leadership and Sales reviews
- You will ensure a seamless post deal experience/activities such as client on-boarding, issue resolution, handling escalations, completing commercial agreement, legal reviews, et al
- Implementing 'Enterprise Sales' in your team and making sure it is strictly followed by each of your fellow team members and at each stage of 'Qualify' to 'Close' lifecycle
- You will be directly responsible for scaling-up your team. You will be involved in hiring the right team members
- You will have to lead, manage, motivate, and groom your team to exceed objectives through ongoing coaching, mentoring, and recognition
- Daily participation in Sales pipeline calls, weekly, and monthly reviews and conducting daily huddle in your team
- Gathering market intelligence on products, competition, opportunities, new avenues, latest trends at all
- You will have to constantly set higher benchmarks in adherence to processes and also identify and make improvements in process, efficiency, enablement, and productivity
Competencies and Skills Required :
- Demonstrated ability in having effective interactions at multiple stakeholder levels - across hierarchies in client organizations and across functions and teams in the internal organization
- An MBA from Tier-I or Tier-II business school (preferred) - Minimum of 4 years of hard-core institutional/Enterprise Sales experience post MBA
- Direct experience of handling sales targets and managing teams
- Experience and/or aptitude for concept selling in highly customer centric and consultative client engagement environment
- Understanding of sales cycle
- Demonstrated track record of structuring and managing complex negotiations to successful closure and delivery
- Very high energy levels and enthusiasm
- Must have the ability to professionally and effectively deliver presentations to small and large groups. Excellent written and verbal communication skills
- Proven ability to work independently and manage multiple tasks efficiently and effectively
- Keen eye to detail/Attention to detail
- Active listener
- Strategic account thinking
- Previous consultative selling experience is preferred
- Previous Ad sales experience is preferred
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