Position Summary
Lead and grow the business development function for the company's digital products and services (e.g. Online Procurement, Distribution, and Marketing Solutions). Own the sales numbers, manage a team of Business Development Executives, and provide pre-sales, sales, and after-sales leadership to convert and retain customers.
Reports to: Head of Sales.
Key Managerial Responsibilities
- Team leadership: Mentor, train, coach, and support a team of Business Development Executives; set individual goals and conduct regular performance reviews.
- Target ownership: Own and deliver the team's monthly, quarterly, and annual sales and revenue targets; allocate territories, accounts, and quotas.
- Sales strategy: Develop and execute the go-to-market and account-acquisition strategy in coordination with management; build the sales pipeline and forecast accurately.
- Sales process & SOPs: Define and continuously improve the team's sales process, scripts, and standard operating procedures to drive consistency and conversion.
- Pipeline & CRM governance: Drive disciplined use of the company CRM across the team, review pipeline health, and ensure data accuracy in reporting.
- Lead allocation & review: Distribute incoming leads across the team and run regular pipeline and deal-review meetings to unblock stalled opportunities.
- Key account management: Personally manage strategic and large accounts, lead high-value negotiations, and close complex deals.
- Escalation handling: Act as the escalation point for key customer issues and step in on critical negotiations.
- Performance reporting: Present sales, revenue, and expense reports and realistic forecasts to the management team; track team KPIs and conversion metrics.
- Reporting to leadership: Consolidate team performance and present dashboards and insights to senior management.
- Cross-functional coordination: Work with product, marketing, and operations teams to relay customer feedback, shape offerings, and improve onboarding and adoption.
- Market & competition intelligence: Establish systems to monitor competitor activity and market trends, and feed insights back into strategy.
Specific Responsibilities
- Understand the company's products in great detail and enable the team to pitch them effectively.
- Build and maintain databases of prospects, leads, and customers; ensure accurate CRM entries.
- Prepare and review personalized pitches, presentations, and sales collaterals.
- Interact and pitch with prospects, leads, and customers to convert and retain them.
- Provide support to customers to adopt and use the company's products effectively.
- Build and promote strong, long-lasting customer relationships by understanding their needs.
- Communicate with prospects and customers through phone, email, video, and in-person meetings.
- Study competition and competitive products, and report findings to management.
General
- Participate in and contribute to management meetings on strategy, operations, and business development.
- Provide management with short- and long-term market insights, special reports, and analyses.
- Prepare presentations and collaterals as required.
- Other roles and tasks as assigned from time to time.
Requirements
- 3+ years of experience in sales, preferably technology / SaaS sales, with at least some experience leading or mentoring a sales team.
- Experience in chemical sales and/or SAP/ERP sales is strongly preferred.
- Knowledge and experience in the commercial aspects of the chemicals business (sales or procurement) is essential.
- Good understanding of the chemical industry in India.
- Strong with numbers, figures, forecasting, and sales analytics.
- Excellent oral and written communication skills in English; knowledge of Hindi, Marathi, and Gujarati is an advantage.
- Proficiency in MS Office, CRM tools, and other regular computer applications.
- Graduate; MBA preferred.
Location
Company office at 530, Lodha Supremus Tower 2, Road No 22, Wagle Industrial Estate, Thane, Maharashtra.
Pay: ₹600,000.00 - ₹1,200,000.00 per year
Application Question(s):
- How many years of experience do you have in B2B SaaS Sales?
- Have you managed a team of Business Development/Sales professionals?
Work Location: In person
