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 AREA

KEY ACTIVITIES

KEY METRICS

1

Executing the sales strategy

• Provide inputs to the National Sales Head/ Regional sales head and participate in the development of the sales plan for the year by providing relevant data, insights, forecasts, etc.
• Prioritize objectives, draft action plans and identify target clients for the year which will aid in achievement of the annual sales plan
• Cascade the created annual sales plan to the team below and allocate sales target amongst the front line sales executives basis the scope and past revenue achievement
• Provide local market intelligence  to the Regional/ National Sales Head and draft plans to ensure a unified action in order to deal with any anticipated changes

• Sales Plan
• Revenues target from new clients

2

Driving sales revenues

• Track sales achievement vs. plan for the group of accounts, and deploy action-plans, and provide support/ guidance to the team to exceed the sales plan target for the year
• Liaise seamlessly with the channel teams and identify ways to drive revenues by projecting the strength of the content to the clients
• Provide appropriate support to the Regional/ National Sales Head in framing business pitch for large integrated deals with clients
• Lead and guide the team during deals and ensure complete alignment of all internal stakeholders drive higher revenues for the channel
• Liaise seamlessly with the sales coordination team to ensure high level of serviceability to the clients; take appropriate steps in case of any issue to ensure highest level of client satisfaction
• Track sales cost of the region and deploy relevant interventions/ process changes to ensure minimum operational costs
• Track collections and support the Receivable management team in order to minimize bad debts

• Sales achievement vs. targets
• Increase in wallet share
• Yield %
• EBIT
• Collections

3

Building relationships with the client

• Drive client retention by networking with clients frequently to understand their business requirements and expectations from the channel
• Reach out to new and prospective clients and position the channel favorably in order to secure business for the Network

• Client retention
• New clients added

4

Managing team performance

• Track team performance at an overall and individual level and provide support/ guidance wherever required to ensure achievement of yearly plans
• Manage effective resource allocation, enhance the capability quotient of team members and drive higher team engagement through appropriate HR interventions

• Team engagement score
• Attrition