Role : B2B Sales Manager
M5 Manager
Location : Mumbai
Professional and educational background
- Consulting background (Preferred) 6-7 years in Big 4 - Manager level; Accenture Strategy or ATK - Tenured Analyst or senior consultant level) typically working on Sales transformation projects focusing on B2B Sales
- Alternatively, industry + consulting background ( Minimum 2 years consulting experience) B2B sales projects in industry including but not limited to: Industrial Products, Telecom (Enterprise Sales), Technology products ( Enterprise sales). Sales transformation / business transformation projects in Industry
- Education from Tier I campuses - IIM A/B/C/L/K/I, ISB, SPJIMR, XLRI, MDI, FMS. If Tier II Other IIMs, IITB VJSOM / XIMB / NMIMS / IMT Ghaziabad / SIBM - more number of years of relevant work ex and references required.
Work experience areas:
- Must-haves (3-4 areas):
- B2B Sales Process: Understanding of industry standard B2B Sales process from lead generation, pursuit management, negotiation to order management
- Customer Value Proposition: Understanding the core value proposition / customer promise offered in the B2B sales and being able to narrate it effectively
- Key Account Management: Understanding and execution of Key Account programs.
- Sales Pitches: Understanding of developing specific winning sales pitches for specific customer segments and value propositions
- Customer Journey in B2B Sales: Understanding the typical moments of truth in Customer journeys and moments of friction damaging the Customer experience
- CRM.: Understanding of CRM functionality as part of the B2B Sales Process
- Sales Cadence: Understanding of sales cadence and funnel management processes in B2B Sales.
- Good-to-haves:
- Market / channel segmentation: Ability to define relevant market characteristics, identify datasets, create targetable segments
- Sales org structure: Ability to redesign sales org structure to align with strategic objectives of depth or extraction in accounts
- Sales Programs : Theme focused sales programs and execution
- Insight led Sales: Understanding the insight led sales approach and process to target low touch accounts
- Digital Marketing for B2B Sales: Understanding of how digital marketing is being used in B2B sales effectively.
Core skills & behaviors:
- Strong analytical and problem-solving capability
- Excellent communication skills - verbal, written, leadership communication
- Strong PPT and Excel skills
- Able to manage highly skilled and diverse teams
- Able to navigate ambiguity
- Able to structure analyses for complex problem statements and drive teams to generate insights and solutions
- Interacting and effectively managing senior client stakeholders
- Willingness to stretch, high learning agility (comfortable learning at speed), can-do attitude
- Willingness to travel
Responsibilities:
- Lead project teams to deliver client outcomes in B2B sales effectiveness / sales acceleration
- Deconstruct complex problem statements for project teams and help structure the analyses and define solutions
- Review deliverables created by team and ensure high quality output
- Manage project staffing and timelines
- Manage client stakeholder engagement with mid to senior level stakeholders including CXOs
- Support business development efforts
- Support thought capital creation
