Hiring For Head of sales/Saket/12-14 LPA

Tristar Infratech Enterprises


JOB DESCRIPTION

1. JOB DETAILS

(Basic information on the role)Job TitleNational sales manager - Specialized ServicesBusiness Unit (BU) or Functional Unit (FU)SalesDivisionSpecialized ServicesDepartmentSalesReporting SupervisorGroup CEONumber of Staff SupervisedDirect Reports: 4-5
Total: 8-10Job Titles of Direct ReportsGroup CEOBudget ResponsibilityYesGrade

1. JOB PURPOSE

(A two to three line statement outlining the objective or the reason for which the job exists..This should capture the true essence of the job.)The purpose of this role is to drive sales for all products / solutions within specialized services through effective sales strategy at a national level, creating robust processes for client management, and assisting the top management with pricing/ product mix decisions; to ensure lasting client relationships

1. KEY RESPONSIBILITIES

(Accountabilities attached to the role)

• Responsible for devising and executing an overall sales strategy for specialized services across the country
• Responsible for planning, budgeting monthly / annual sales, imports and collections targets
• Responsible for achieving target monthly/annual collection/sales turnover.
• To generate & develop business for upcoming projects, whilst continuously monitoring and evaluating price trends in the market. (Macro as well Micro level).
• Responsible for driving the specialized services business across the country through the Sales Engineers
• Explore new markets for upcoming/new projects.
• Ensure appropriate deployment of sales staff for projects
• Creating Process for client acquisition (identifying and approaching right clients), issue/query resolution, Pre and Post-sale support
• Ensure uniform client experience through standardized processes
• Ensure that standard operating procedures for sales and client care are optimized and monitor adherence to the same
• Monitor and act upon the internal audit reports for deviations from standard procedure
• Preparation of market performance report on daily / weekly / monthly basis
• To provide feedback on potential sales & operating issues to the management.
• Acting upon Deviations about schedule of payments and giving a grace period
• Ensure strong partnerships with consultants, architects and other sources of business leads
• Communicate new project details and get insights on market pricing and other strategies
• To provide inputs for product improvement in terms the right configuration, mix & design to the architects.
• Ensure ""win-win"" partnerships where Tristar is a preferred client
• Ensure creating a robust client database
• Complete scrutiny and process for CEOs approval
• Manage relationships on an ongoing basis
• Oversee the renewal of the contracts
• Intervene for resolution of any issues of quality or timely delivery
• "Perform the role of a people manager for the department
• - Consolidate manpower requirements, manage and support recruitment, set PMs and BRs for direct reports, monitor overall department KPIs, conduct performance appraisal
• Oversee staff deployment and drive motivation levels of the team, monitor staff welfare and facilitate complaint resolution, manage efficiency levels and drive timely delivery of all operational targets
• Ensure close scrutiny of all transactions for the High Net worth Individuals
• Scan the market to monitor sales strategies for pricing on a continuous basis
• Developing / Forecasting the sales business plan
• Managing and ensuring Sales / business volumes and margins
• Ensuring involvement in bidding for technical and commercial aspects
• Interacting with JV partners for bidding
• Maintain and exchange information on upcoming and current projects
• Document information and share with JV / Technology partners on the current and ongoing projects
• Coordinate reimbursements for their subordinates: approval and ensuring receipt
• Absolute clarity of Terms & Conditions of contract and ensuring it is as per acceptable terms of the company.
• Finalization of terms of the contract
• Oversee and assist in the creation, procurement, and distribution of material brochures and other marketing collateral to support the sales team's efforts.
• Collaborate with the estimation and project teams to ensure seamless communication, accurate cost assessments, and alignment on project timelines and requirements.
• Lead the development and preparation of sales proposals, ensuring they are comprehensive, accurate, and tailored to client needs and company standards.
• Organize and represent Tristar at relevant exhibitions, online forums, and industry events to enhance brand visibility, foster relationships, and generate new business opportunities.

1. KEY PERFORMANCE INDICATORS

(Key measurable outcomes of the role)Measurable Deliverables

• Revenue Growth: Measure the percentage increase in sales revenue over a specific period (monthly, quarterly, annually).
• New Client Acquisition: Track the number of new clients acquired during a given timeframe, indicating market penetration and sales effectiveness.
• Client Retention Rate: Measure the percentage of repeat clients, reflecting the strength of client relationships and satisfaction.
• Sales Conversion Rate: Calculate the percentage of leads that convert into actual sales, helping assess the effectiveness of the sales process.
• Sales Pipeline Growth: Track the number of qualified leads in the sales pipeline, indicating future revenue potential.
• Win Rate: Measure the percentage of bids or proposals won compared to those submitted, reflecting competitiveness and proposal quality.
• Sales Team Performance: Evaluate individual and team performance against targets, including metrics like quotas met or exceeded.
• Market Share: Assess changes in market share within specific sectors of the construction or services industry, indicating competitiveness.
• Customer Feedback and Satisfaction: Collect and analyze client feedback and satisfaction scores to gauge service quality and identify areas for improvement.
• Profit Margins: Monitor profit margins on projects to ensure that revenue generation aligns with company profitability goals.
• Lead Time to Close: Measure the average time taken from initial contact with a lead to closing the sale, helping identify efficiency in the sales process.
• Cost Savings Initiatives: Contribute to the company's financial health by actively identifying and implementing cost-saving measures
• Profit Margins: Monitor profit margins on projects to ensure that revenue generation aligns with company profitability goals.

VI. QUALIFICATIONS, CERTIFICATIONS AND EXPERIENCE
(Minimum skills, qualifications and experience required to perform the job to a reasonable level of satisfaction.)Minimum QualificationsBE (Civil) Plus Specialist CertificationsMBA(Sales and Marketing)Specific experience5-7 years of managerial experience in sales in infrastructure / constructionOverall experience10-15 years of Experience VII. KEY INTERACTIONS
(Key people/ departments that the role holder is required to interact with in the course of their day to day work and the purpose of the interaction. Internal would mean all TRISTAR employees and external would mean all people outside the organization)Key Internal Contacts Group CEO

• Upward Reporting
• Closing on client collections

Key External Contacts Clients / Consultants / Architects

• Relationship management and business development

JOB DESCRIPTION DOCUMENTATION Documented by Validated by Date of validation Version Custodian
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