Tata Communications Hiring for General Manager at Delhi, Delhi, India Full Time NEW

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Broad objective of the role

Develop and drive implementation of sales strategy for large accounts within a region; Organize and guide team on sales delivery and operations; Develop and deploy marketing initiatives to grow sales; Plan & ensure availability of financial, technical and human resources for the team.

with the objective of – ensuring revenue increase and profitability of BU within the region – improving market positioning – – maximizing operational efficiency around processes within BU sales and strategy

Minimum Qualification & Experience

Management Graduate with Engineering background (preferable) of about 15 years of experience in a high-growth industry with exposure to cross-functional management as well as handling multiple markets

AREAS OF RESPONSIBILITY (Key Activities)

• Region Strategy

Participate in the strategic planning process of the respective segment organization for region, in conjunction with emerging market sales team; Share inputs for the preparation of the annual plans and identify key focus areas for the segment services within the region; Lead Regional large accounts sales team to implement and drive plan, deploying adequate marketing, account development and management, planning and region and sub-segment initiatives to achieve both short term (AOP) and longer-term objectives for the segment within the region; Guide development of the large accounts sales strategy by geographies, products and sub segments; Re-orient structure and processes to cater to the region strategy; Engage with product and other sales heads for tactical sales, current year EBITDA and SG&A planning.

• Sales

Lead the pipeline development in the respective segment for the region and conversion of the pipeline to achieve the order book by geography; Develop and deploy Sales Revenue and EBITDA targets; Lead the teams to identify, qualify, manage and close sales opportunities; Drive critical sales opportunities and engagements (focused on transformational solutions) for the region; Support and guide team in pursuit of smaller opportunities, where sought; Monitor price erosion and churn at the sub-region level; Supervise the opportunity funnel, monthly and quarterly sales forecasts for the region (with focus on the top opportunities by segment and geography); Monitor MRC sales performance for all services and plan actions and re-alignment of resources and focus based on deviations against plans within region.

• Marketing Management

Give inputs to the marketing team for the development of the marketing strategy for the region and segment basis the business strategy and way forward; Review and support the development of the marketing plan (with aspects such as type of events, demand generation, investment , outcome expected, target customers, tactics etc.); Share inputs with the team on tactical plans; Work with the marketing for the development of the context, positioning and collateral for campaigns within the region; Assess success and effectiveness of the marketing campaign as per defined metrics in order to feed into next year’s plans.

• Process Management & Improvement

Periodically review process compliance by team and conduct remedial action where requirement; Identify avenues for process improvement and work in conjunction with cross-functional stakeholders to address the same; Identify specific process change initiatives and drive initiatives with various teams for faster quote-to-cash cycle; Monitor progress around process change initiatives and address escalations if any.

• Cross functional communication

Interact with cross-functional teams – service delivery & service assurance – to address customer issues; Conduct periodic overview of all reviews with cross-functional teams; Engage with operations and product teams to identify specific needs of region based on customer inputs (e.g. low cost help desk in the region); Involve in delayed collections and customer dependencies and interact with customer stakeholders; Provide feedback to the product teams around product improvements based on customer inputs; Plan for improvement of product perception in conjunction with product & marketing teams.

• Team Development

Regularly review team structure and assess talent requirements; Participate in the recruitment and selection process; Conduct goal setting and performance review for the team; Drive team development, engagement and reward initiatives; Coach and mentor team members as required and ensure resolution of any people issues