Broad outline of the Role
Purpose - Broad objective of the role
Plan, lead and guide the global sales and sourcing function with respect to business development, accounts management, strategic trading and developing regional alliances
Size and Scope of Role - No. of direct reports
10 (including Admin assistant)
Size and Scope of Role - Total team size
20 (incl 3 on contract)
Minimum qualification & experience
A MBA Finance / CA with 10 - 12 years of experience in managing a sales force of a telecom organization operating across multiple geographies
Other knowledge/skills
Creativity skills; Analytical skills; People management skills.
Key Responsibilities
1) Sales and Sourcing StrategyLead and establish strategy for the Sales and Sourcing team; Develop annual sales plans and targets in conjunction with the regional VPs; Identify key carrier partners and establish relationships with senior management in the partner companies; Initiate discussions for large transactions with new and existing customers; Monitor performance of teams on the business growth plans and approve adjustments, as and when required.2) Business DevelopmentProvide strategic direction to team for identifying high-potential customers and building long-term alliances; Participate in negotiations/ meetings of large BD deals; Track all active opportunities and provide support to team in aspects like deal assessment and preparation of proposals and presentations; Review progress of the deals by involving in decisions related to contracts and pricing.3) Strategic TradingConduct business reviews with the strategic trading team heads; Analyse business opportunities for regional accounts and any pricing updations/adjustments; Guide and monitor operations of the team like minutes tracking, bilateral contracting and negotiations with suppliers; Handle escalations related to credit and collections and quality, if any.4) Market Development and Regional AlliancesLead and provide direction to region-specific BD sales force team in opportunity identification and analysis and proposals preparation; Conduct business reviews of mobile solutions segment and its opportunities for strategic partnerships; Manage relationships with senior management of partner companies of critical deals like BT and GoTalk and handle escalations, if any; Involve in negotiations and provide approvals for decisions related to contracts and its ongoing amendments, where required.5) Team DevelopmentRegularly 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.
Technical Competencies
Knowledge / Skills
Communication Skills