An incumbent’s primary responsibility as a Senior Manager – RSBU (Retails Sector Business Unit) is to lead and direct the RSBU (which includes, Marketing Team, Pre - Sales Team, Post – Sales Team &Semi-Technical Team) to meet or exceed sales revenue, sales profitability and budgetary objectives of the business unit. Senior Manager- RSBU will be responsible for the direction and management of all sales and business development operations, including market competitiveness, pricing, compensation, and swift service delivery. The role involves strategic planning, managing people, selling, leveraging technology and improving processes.

Duties / Functions

Strategy & Measurement

• Develop plans and strategies for developing business and achieving the RSBU’s sales goals and business objectives
• Provide detailed and accurate annual sales forecasting along with gross margin
• Participate with other members of the Management Team to develop strategy for the entire company in relation to the contribution from RSBU
• Manage the overall sales process, set appropriate matrix for sales funnel management so as to track down the weakness in the process for immediate corrective action and to keep detailed records of lost accounts for further follow up in future
• Ensure timely completion of installation for new and renewal process for existing customers.
• Determine and monitors the Unit’s key performance indicators (KPIs) such as revenue vs. plan, booking closure rate, and overall and service wise revenue, etc.
• Monitor the service quality in coordination with other division and present quarterly report to the COO on the result.
• Anticipate and respond quickly to trends and changes in performance. Develop and manage RSB Unit’s Direct Cost budgets.

Leadership

• Become a role model of the company’s culture in addition to direct and manage RSBU employee.
• Hire, develop, supervise and mentor RSBU staff appropriate as per company’s maturity and RSBU’s size and directly supervise/mentor Sales Managers, retention team, technical and collection team as well as define roles and responsibilities of each staff
• Define and oversee incentive programs that motivate the sales team to achieve their sales targets.
• Performance goals tailored to each division 
• Develop operational goals for the division and individuals within the division which are aggressive, yet obtainable, and tied to long-term goals of the company 
• Monitor division performance against performance goals to ensure progress is being made and corrective action, if necessary, is taken
• Identify incentive package of subordinates when needed
• Conduct annual performance appraisal analysis and recommend salary change/promotions to the concerned immediate supervisor
• Participates in corporate succession planning activities, writes and delivers employee reviews, keeps close tabs on employee morale and creates a positive working environment

Selling

• Assists with complex sales negotiations, attends sales presentations and helps close sales deals.
• Directly manages very large, high profile customer accounts, as appropriate and assist develop sales proposals and responses to request for proposals (RFPs)
• Develops and oversees a sales training program for new and existing employees. Similarly ensures sales employees are equipped with the product, system and selling-skills training that are required to be successful
• Partner with Business Development to develop innovative product/packages and revenue generation programs, and to create high performing sales collateral/tools
• Develop pricing policies, including volume discounts and terms and conditions, for special packages & customers
• Compile information and data related to customer and prospect interactions. Travel for in-person meetings with customers and partners and to develop key relationships
• Monitor customer, market, government regulations and competitor activity and provide feedback to company leadership team and other company functions.
• Manage key customer relationships and participate in closing strategic opportunities for expanding the company’s customer base and execute lead programs
• Assist in creating and maintaining an image of Company as the country’s best Internet/IPTV Service Provider that every customers, and prospects vies to keep a business relationship with.
• Lead the sales teams, operations and resources to deliver profitable growth

Technology and Continuous Improvements

• Zontinually improve the effectiveness of the RSBU’s sales and enhances productivity, efficiency and customer satisfaction
• Oversee and drive adoption of sales technology including customer relationship management (CRM)
• Develop, document and enforce sales policies, standard operating procedures and best practices and also streamlines sales processes
• Monitor the network uptime in coordination with Operation and Technical Team and present quarterly report to customers on their uptime
• Partner with IT/MIS leaders to identify and implement new technology and improve existing technology based on business needs so as put in place infrastructure and systems to support the success of the RSBU sales function objectives continually
• Responsible in maintaining highest degree of standards in   all   areas   of work / operation   of   the  unit/divisions