Position: Lead - Sales Enablement (Associate Director / Sr. Manager)

Department: Sales

Experience: 3 to 8 years

Number of Positions: 1 in Gurugram

Job Type: Full Time

Job Description:

LOCATION: GURGAON (First preference) / BANGALORE / MUMBAI

Job Level: Associate Director / Sr Manager

ABOUT THE ROLE

We are looking for a Lead - Sales Enablement. We are looking for an enthusiastic, organized, proactive, creative and experienced professional who can own and drive Sales Enablement and Knowledge Management functions.

You will ensure innovative positioning of various client pitches and knowledge assets. We are looking for a professional with exceptional pursuit strategy, positioning and selling skills. Experience in creating proposals, bid management and stakeholder management are essential qualities too. Your enthusiasm and positive attitude will help you gain the trust of colleagues and external parties alike.

Primary responsibilities:

As Lead Sales Enablement, you will be primarily responsible for working closely with the business lines to acquire new customers and retain existing ones. This role is expected to contribute to our organization’s growth directly.

A. Sales Enablement (About 80% of the role)

• Create and implement pitch strategies, which uniquely and creatively position our brand in the marketplace

• Own and drive pursuit management plans and proposals for critical opportunities / RFIs / RFPs

• Understand and apply value propositions to occupy strongest market position

• Enhance market reputation by elevating pursuit deliverables, working on proposals/pitches with new ways to deliver/differentiate our offers

• Create and drive a strong working relationship with the sales team to enable them to become more efficient with an aim to drive revenue

• Establish and drive regular MIS reporting

• Assist in providing sales training to business teams

• Establish and drive win/loss analysis framework

• Monitor the competitive landscape across the industry

• Coordinate and collaborate with the required business lines and functions to obtain responses and clarifications for customer questions

• Create and regularly refresh sales materials and presentations

• Ensuring our responses are handled promptly and consistent with all client requirements

• Assist with managing internal processes that deal with responding to inbound sales activities

• Proactively identify areas of improvement in sales practices and suggest innovative solutions

• Establish ‘Voice of Client’ channels and capture, report and interpret to keep business informed of key issues and opportunities

B. Knowledge Management (About 20% of the role):

• Manage knowledge management platform

• Work with the business teams, BD teams, Marketing and other stakeholders to ensure relevant and updated content is available to the stakeholders

• Promote adoption of Company Knowledge Centre

• Establish governance and process to ensure data and information are effectively captured and housed centrally

• Plan and drive regular communication to the stakeholders regarding the Company Knowledge Centre

• Maintain a database of information with responses and content from all business lines and functions that can be easily accessed for providing answers to sales requests

• Regular review of knowledge management function’s performance and adaptation of strategy to ensure continuing usage and success of internal efficiencies

Additional Information:

Important to note:

"Lead - Sales enablement" is a Marketing role (Individual contributor) which is focussed on Pre-Sales support by interacting with several HODs to create a customized solution pitch deck and story telling. It requires prior relevant experience and excellence in Communication, Research, Pre-sales, Pitch preparation and presentation, Solutioning and Stakeholder management. This is NOT a Sales role and usually will NOT require travelling for client meetings / Sales.

REQUIREMENT:

• A post-graduation degree in Marketing / Sales from a premier / very reputed institute

• Around 8-12 years of relevant work experience with leading preferably in a multinational services firms, marketing or advertising agencies or professional services organisations

• Experience within Sales Support, Business Development / New Business, Knowledge Management and Account Management

• Excellent skills such as time management, interpersonal management, communication and customer service

• Experience in working closely with internal and external stakeholders and building networks to deliver results

• Exceptional communication skills, both verbal and written, demonstrating attention to detail

• An understanding of sales principles and customer service practices

• A strong sense of teamwork

• Ability to work independently and responsibly while managing multiple projects simultaneously

• Proficiency in all Microsoft programs

Skill Sets:

Marketing, Presales, Pitching, Pitch strategies, RFP,RFI, Value proposition, Governance, Sales Support, Stakeholder engagement, Knowledge Management, Account Management, Knowledge management, Storytelling capabilities, Communication skills, MIS reporting

Required Qualification / Education:

A post-graduation degree in Marketing / Sales from a premier / very reputed institute