Country Head, Enterprise Sales

Job Summary

To build and maintain a high performance sales organization to effectively achieve business objectives.

Essential Duties and Responsibilities:

• Should be willing to work in a start-up organization with an entrepreneurial mind-set
• Should be willing to go on field to acquire clients rapidly
• Building the enterprise sales function of the company which will include setting up an efficient national sales team from scratch and ensure effective hiring, orientation, training, development and retention of sales staff.
• Create and implement effective direct sales strategies and lead nationwide direct sales personnel towards achievement of corporate sales objectives.
• Develop competencies and processes required to create an effective and efficient Enterprise sales team.
• Provide sales management, budget control, compensation programs and incentive planning i.e. putting in effective systems, processes and policies in place for the sales team
• Provide supervision through field visits, observations and measurement of results to include performance appraisals and salary reviews.
• Assist sales team with maintaining relationships and negotiating and closing deals
• Prepare monthly, quarterly and annual sales forecasts.
• Manage to meet/exceed monthly, quarterly and annual sales forecasts.
• Establish effective relationships and collaborations with other departments (Marketing, Finance, Customer Service, etc.) to address key business issues and opportunities.
• Will be responsible for P&L of the sales team
• Will be required to work along with the support team to ensure seamless customer account management

Minimum

Experience: 10-15 years sales experience with at least 5 years of experience managing a 20+ direct sales force at region or country level for Enterprise IT/ Solutions.

Skills:

• Well versed with Enterprise IT product space in India especially in the HR space
• Should be well networked amongst HR heads of large companies in India
• Should be well networked amongst technology companies in India
• Should have setup a team from scratch for an enterprise IT product in the past
• Should be a team player and ready to get hands dirty
• Should be able to travel as required, estimated to be 50% or more.
• Should have closed large deals from blue chip customers involving complex commercial, engagement and delivery models
• Should have experience in Channel development and Management.
• Should have worked closely with Engineering, Banking, Pharma, Retail and IT/BPO sector clients

Experience with sales in other Asia Pacific markets will be an added advantage.