MEMG Walkins

May 23rd, 2014

Designation Zonal Sales Head. – 2 Opening(s)
Job Description
JOB DESCRIPTION

JOBTITLE/ POSISTION Zonal Sales Head.

Enterprise Sales-BFSI Vertical

REPORTING TO Head- Sales

FUNCTION CEE Sales- BFSI

ORGANISATION ENTITY MaGE

LOCATION Bangalore and Mumbai

About Manipal Global Education Services (MaGE)

Manipal Global Education (MaGE) is a leading India-headquartered International provider of high-quality higher education services. Its ambit includes a wide range of higher education services to institutions in India, corporate training programs in partnership with leading enterprises, vocational training across a number of sectors, as well as technology-driven services in areas such as education delivery. It also owns and operates university campuses in Malaysia, Antigua in the Caribbean, Dubai and Nepal. It services and supports over 200,000 students currently, many of them through its award winning technology platform, EduNxt

Corporate and Executive Education (CEE) Business at MaGE

Corporate and Executive Education (CEE) Business is the B2B go to market arm of Manipal Global Education Services (MaGE), and carries the charter of creating strong Industry-Academia Partnerships to provide customized education & organizational development solutions to businesses. MaGE works with many large corporate organizations on building purpose-build people development programs across entry / mid-levels, leadership training, as well as solutions that include masters-level qualifications in a number of areas. We have built robust practices, global alliances, and have made significant investments in creating various delivery platforms for offering campus based, online and blended programs suited as per clients requirements.

About Manipal Globals Enterprise Engagements in BFSI

Manipal Global offers learning solutions to over 15 of the top Indian banks and financial institutions. With a focus on developing necessary competencies and building domain knowledge, our solutions fulfill the human capital needs of the banking and financial sectors. In simple terms, we enhance productivity of banks by transforming their human capital.

About the Role

In order to further grow and manage this fast growing business, MaGE is looking to hire Zonal Sales heads to lead execution of the growth strategy in the assigned regions.

S/he will lead the sales organization and be responsible for developing and executing the market strategy focused on new Account Acquisition, deeper and stronger engagement with existing accouts, and expanding the addressable market/opportunities by working with Academic team to develop new solutions.

The role would demand working and collaborating with cross functional teams within the business with other related functions such as Technology, Marketing, Human Resources and the CEOs office.

Major Responsibilities

Revenue/Financial Goals

Manage complete business/sales ownership for the assigned Region/Territory and vertical. Achieve revenue and profitability targets for the assigned Region and Vertical/Accounts. Develop and execute a strategic sales plan to

1) Acquire new clients across the BFSI Vertical.

2) Increase revenue from existing Accounts through sales of new offerings/solutions to the Enterprise, its Employees and Alumni.

Client Engagement Goals

Enhance quality of Client Engagement: Engage at CXO level. Build strategic engagement with clients and establish comprehensive understanding of clients business imperatives and related training needs. Provide insights on changing customer needs and work with product/solutions team to develop new solutions in line with clients business requirements. Ensure new offerings are positioned to existing accounts to strengthen client engagement, and enhance engagement value.

Drive client satisfaction; Work with Delivery and Operations team to ensure that clients business objectives are being met through our engagement. Do structured joint reviews with client and Academic team to track and measure the outcomes being achieved by the client.

People Goals

Build further and Lead the Zonal Sales Team to deliver on this sales strategy.

Manage a team of 2-3 Senior Account Managers who will front end client engagements and will be responsible for driving client wise revenue and engagement.

Consolidate, retain, recruit and motivate the team and drive a performance culture.

Business Enablers

Drive vertical/client initiatives in the region- customer events, industry body events. Establish engagement with Industry bodies in the Region.

Personally drive key initiatives with large accounts / clients to manage relationships with major revenue-generating clients that open new avenues for business.

Sales Cadence: Execute Sales Strategy through metrics driven sales approach, End-to-End ownership of Business MIS/Reporting, Forecasting , Business reviews. Drive Quality of Proposals/Presentations being submitted to clients.

KEY OUTCOMES EXPECTED

-Significant Revenue Growth through new Accounts Acquisition.

-Revenue Growth through New Engagements in Existing Accounts.

-Deepening of existing client relationships, achieving at least 3-4 revenue line engagements in Identified engagements.

-Better client satisfaction, quality of relationship, quality of process being put in place to measure and track effectiveness and impact of our engagement.

– A well-structured and highly talented and motivated client engagement team.

SKILLS, KNOWLEDGE & COMPETENCIES

Enterprise Client Engagement at CXO level.

Architecting solutions to develop customized programs for clients. Experience of consultative, solution-led selling in new age technology/new media/new economy industries.

Experience of driving B2B sales engagement with both Private and Public Sector Enterprises/Banks would be an advantage.

People Management skills.

Ability to device and implement sales strategies.

Qualification and Experience:

MBA with 15+ years of experience in B2B/Enterprise sales.

Desired Profile Please refer to the Job description above

Role Head/VP/GM/National Manager -Sales

Keywords Zonal Head Sales Head Corporate sales lead

Exp (15-20), IT Jobs


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