Head/General Manager/Vice President/Senior Vice President - Sales & Marketing (15-25 yrs)

Job Description / Role Clarity Document

Generic Position : Sales Head

Designations : GM / VP / Sr VP

Department : DBG - S&M

Section: Sales

Location : Chennai

A. Positions to which reporting (Designation & Grade):

1) Administratively: SBU Head

2) Functionally : SBU Head

B. Positions reporting to this Position :

1) Sales Leader

2) Proposal Secretary (Administratively)

3) Sales Engineer (Administratively)

E1. External : Clients, Consultants, Partners, Agents

E2. Internal : Other SBU Heads, Other SBU Sales Heads, Other SBU S&M Heads, BOOT Team,

Execution Head, SBU Finance and Project Managers

Job Description:

- Purpose of the Sales Team is to convert the quality enquiries into orders with good margin with technically compliant and commercially competitive proposal that will help the SBU and WABAG group to achieve its order booking target, enable quarter-over-quarter growth and the projected profitability (EBIDTA) over the years.

(1) Achieve targets for Order Booking and Margin as per agreed Business Plan.

(2) Ensure Timely MIS to meet stakeholder expectations.

(3) Build, Motivate and Retain a Competent Team.

(4) Ensure Internal and External Customer Satisfaction.

Critical Job Activities:

(1) Identify Target Jobs to meet the Business Plan based on the feedback from the Marketing Team and Market Dynamics.

(2) Support Marketing Head, SBU Head to access company future business plan and references to be built to support future business.

(3) Carefully analyse and identify quality enquires from the marketing team and focus the

energy of team towards those enquiries, by recommending Bid Decision for an enquiry based on the inputs from the Marketing Team.

(4) Allocate suitable resources for the Proposal (Sales Team, Bid fee etc).

(5) Support Marketing Team at pre tender stage to bring in favorable specifications / makes, based on inputs from Sales Leader.

(6) Discuss with Customer / Consultants on issues lacking clarity at suitable forums like pre-bid meeting, technical discussion etc.

(7) Value addition in concept meeting, organized by the Proposal Team.

(8) Support Marketing Team to arrive at Broad Scope matrix between partners incase of Joint Venture / Consortium bids.

(9) Identify right technology provider based on the tender requirements, with support from Sales Leader, Marketing Team and Proposal Team.

(10) Analyse inputs received from Marketing Team and Sales Leader on Competitor data and prepare counter strategies for Winning.

(11) Value addition during Strategy meeting to arrive at Winning Strategy.

(12) Review Risk Assessment and the mitigation measures proposed.

(13) Review strategies on the Taxes and Duties.

(14) Value addition to strategise on optimization of loading vs Guarantees.

(15) Review Cost drivers and closely monitor the team working on the same, value addition and optimization of cost.

(16) Negotiate with Functional Heads / other SBU heads / JV Partners.

(17) Approve Project Overheads and other direct cost and review at the recommended Price for the Proposal.

(18) Provide and facilitate Approval as per Levels Of Authority and get the approval for the price to be quoted as per Levels Of Authority.

(19) Review of Prequalification document received from Marketing Engineer for compliance.

(20) Ensure Price bid as per Customer requirement.

(21) Strategise on Post bid Clarifications received from Customer and plan with the proposal team for future action.

(22) Strategise and prepare for Negotiation meetings with the Customer.

(23) Support Marketing Team in closing the orders within the required time frame.

(24) Review and acknowledge the receipt of LOA from Customer. Announce the new Order to the SBU Team with request to identify the Contract Execution and Detailed Engineering Team.

(25) Organise for Contract Signing with support from Marketing Team.

Other Activities:

(1) Provide required MIS Information to SBU Finance as per Company Guidelines.

(2) Update SBU Head on developments with customer on Target Proposals.

(3) Provide Feedback and Action Plan required during the Ongoing Proposal Meeting.

(4) Information regarding Orders in Pipeline to be shared with Contract Execution Team /

Engineering Team for resource planning and allocation.

Other Activities:

(1) To periodically identify and budget the requirement of the manpower resources.

(2) To conduct interviews & record the interview data.

(3) To give inputs to HR about the candidate profiles & shortlist the candidates.

(4) To provide departmental induction to the new joinees & help in formulating their KPAs.

(5) To provide on job coaching to enhance the competency of team members.

(6) To conduct periodic meetings to communicate the goals & future direction of the

department to team members.

(7) Give periodic performance feedback to team members for their motivation and

development &ensure suitable recognition for exceptional performance as per company policy.

(8) To conduct annual performance appraisals of direct reportees.

(9) To identify training needs of team members & convey to HR for training nominations.

(10) To monitor the effective implementation of training provided.

(11) To report disciplinary issues to HR & ensure timely action.

(12) Discuss and facilitate career growth plans of individual team members.

Other Activities:

(1) Ensure support to the Marketing team during pretender stage for review of specifications / budget and technology information.

(2) Close JV agreement with JV Partners including Scope and other requirements as per Tender / Company guidelines in consultation with Marketing Team.

(3) Ensure proper Handing over of the Project to the Contract Execution Team including transfer of basis of Cost as per Company guidelines.

(4) Provide Timely Information to other teams of the SBU for preparation of their MIS and Resource Planning.