Head Sales Effectiveness

Position: Head – Sales Effectiveness

Location: Hyderabad

Reports to : MD

Background to the role: This is a new role within the organization, and the need for this role has been evolved because the MD of the organization wishes to have an independent view of the organization’s Sales Operations, and to implement measures to improve the overall Sales Effectiveness in the team in terms of improved productivity, better team bonding, initiation of a continuous learning culture, design and implementation of better systems and processes for deciding targets and monitoring sales performance (both at the Company and the individual level), design, implementation and monitoring of incentive schemes for the Sales Team to optimize Sales Performance.

This role requires the incumbent to work very closely with not only the MD, but also the National Sales Head (NSH), Regional or Zonal Heads, Branch Heads, as well as “feet-on-street” to understand their challenges which inhibit performance, and design measures to address these challenges. The incumbent will have to act as a confidant of the Sales Team as well as the MD for seamless implementation of the desired changes. S/He will also have to identify competency gaps, and suggest / organize training programs for the Sales Team.

Key responsibilities:

• Help create performance metrics for measurement of sales and distribution team performance
• Effectively communicate metric and parameters to all sales team
• Manage conflict between people. Provide coaching and counselling
• Help fill vacancies, identify top talent for elevation and weak performers for training
• Plan and execute training plan and schedule. Coordinate all travel, logistics etc.
• Collect feedback from sales team on issues related to system, policies etc.

Candidate Profile:

·        Graduate with 8-12 years of Sales experience – preferably across a couple of regions, and in a Distributor / Dealer-driven market

·        MBA from a reputed institute would be an added advantage

·        Experience of having designed and implemented OR using good systems and processes for measuring Sales Performance, and incentive schemes

·        Passion for training and counselling

·        Good communication and presentation skills

·        High integrity