Director - Sales - IT - IIM/ISB/MDI/FMS

Your Role:
1. We are looking to employ a dedicated and customer-oriented Senior Field Sales manager to drive sales - both customer signups and revenues. Note that, this position is essentially for a Field Sales profile, not remote.
2. S/he should possess exceptional communication skills in English, both verbal and written, coupled with excellent listening skills, and a positive and energetic phone and physical presence. Needs to be persuasive and have the ability to build rapport quickly with prospects and take qualified opportunities to closure.
3. S/he should be willing to travel several times a year to the US to meet prospects and customers, as well as attend industry events for networking and prospecting.
4. S/he should have solid experience with the sales process, sales enablement tools, and a demonstrated history of hunting sales and revenue generation.
5. As a manager, s/he should have well-established skills in acquiring, maintaining, analyzing, and reporting data, as well as the management of an inside sales team - their goals, KRAs, and career growth.
Desired Skills and Experience:
1. Prospecting for and converting qualified opportunities, essentially in the US, into new customers to ensure a continuous flow of sales revenue.

2. Identifying promising prospects through personal/social networking, events, and customer referrals, and leading a team of inside sales specialists.
3. Accessing and analyzing industry data to identify prospects, trends, and ways to improve sales tactics and strategy. Working actively with marketing to improve the flow of inbound leads.
4. Converting qualified leads to opportunities and progressing them steadily to closure, including the negotiation of terms of sale. Engaging with external and internal stakeholders persuasively and cordially to ensure a smooth and successful conversion.
5. Ensuring that all sales planning and administration tasks, as well as engagements with internal customers, viz. engineering, marketing, finance, admin, HR, etc., run smoothly.
6. Providing overall guidance on prospecting and lead generation to the inside sales team, as well as managing their growth plans, training, goals, and KRAs.
7. Maintaining accurate records of the total number of sales made, potential and new customers, as well as inside sales employee performance evaluations. Analyzing sales metrics to determine whether current sales strategies are effective.
Qualifications:
1. MBA from a reputed institute (IIMs, ISB, SPJIMR, JBIMS, MDI, FMS, XLRI) with relevant experience of 4-6 years in Field Sales. Relevant work experience and qualifications prior to the MBA would be valued and weighed favorably against post-MBA experience. Specifically, if you have a B. Tech from a reputed institute and have worked as a Software engineer in a good software product/services firm prior to your MBA, please quote this in your resume/cover letter.
2. Experience in Field Sales in international markets is required; in the US, UK, and/or EU, in that order.
3. Hands-on experience with sales tools like company databases/prospecting tools, networking/social media tools, CRM tools, etc. is required. If you have experience using Dynamics, Hub Spot, etc., please quote the same. A high level of proficiency using Microsoft productivity tools- Word, Excel, and PowerPoint - is a baseline expectation and is required.
4. Formal training/certification in sales methodologies like Miller Heiman, RAIN, etc. would be good.
Please quote this, if possible.
5. Experience in or training in key/strategic account management would be a plus but is not required.
6. Experience in managing a small inside sales team would be good but is not a must. If you have managed such a team remotely in the last couple of years, do mention this.
Work Location:
1. Remote/Pune. We are headquartered in Pune but are amenable to Work from Home.