Regional Sales Lead

Job Title

Regional Sales Lead North & East India

Responsible to

Chief Growth Officer Food Services

Location

Gurgaon

Department

Food Services

This role profile is a guide to the work you will initially be required to undertake. It may be changed from time to time to incorporate changing circumstances. It does not form part of your contract of employment.

Overall Purpose of the Role

Responsible for execution of the annual new business acquisition strategy by driving revenue growth from new large accounts across Business, Education & Healthcare sectors. Also responsible for establishing relationships with potential large clients and increasing market share of the organization in the region.

Key Accountabilities

Results

KPIs/Measures

Achievement of the sales budget and formulation of action plans to manage deviations, if any

Monitor performance (i.e. sales growth and profitability) against sector wise targets

Monitor all contract deviations with regard to account P&L and adherence to the minimum profitability targets for all new proposals and getting the necessary approvals

Improve sales funnel volume, velocity and conversions

Sales Target Achievement

Contract / P&L compliance

Future sales pipeline build-up

Sales process quality & adherence measures

Client

KPIs/Measures

Drive acquisition of large accounts and aggressively marketing our value proposition to them

Drive growth and penetration through new business acquisition by overseeing the smooth and timely conduct of the sales management process

Establish relationships with potential large clients through regular interactions with key decision makers

New Acquisition counts, especially for large accounts

YOY %increase in New Business acquisition / ARO

CRM activity report

People

KPIs/Measures

Review Delivery metrics for the region.

Identify development needs of direct reports and increase capability through internal/external training/certifications

Drive talent pipeline through coaching & aspiration management

Sales territory and target allocations to Cluster Sales Leads in their region

Inspire / Influence team performance

360 degree feedback report

Succession Coverage

Quality of development plans for direct reports

Strategy

KPIs/Measures

Analyse the competitive landscape and provide strategic insights to business for increasing market share in the region mid to long term view

Support in the preparation of the account management strategy of the organization by providing insights on possible existing and potential key accounts within the segment to be targeted every year for developmental sales

Count and impact of new strategic initiatives

Person Specifications

People leader

Strategic thinker

Passionate seller

Good negotiator

Essentials

At least 5 years of experience in B2B enterprise sales

Team management

Sales funnel & territory management

M.B.A from a reputed institute

Key Contacts and Working Relationships

Chief Growth Officer Food Services

Regional Operations Lead

Regional HSE Lead

Regional HR Lead

Regional Marketing & Communications Lead

Key Challenges

Competition from local catering companies in terms of pricing