Strategic Management

• Develop plans and strategies for developing business and achieving the Enterprise Business Unit’s goals and business objectives on year to year basis.
• Provide detailed and accurate annual sales forecasting along with gross margin and implementation of the approved forecast/ projection to overachieve it.
• Participate with other members of the Management Team to develop a strategy for the entire company in relation to the contribution from Enterprise Business Unit
• Manage the overall sales process, set an appropriate matrix for sales funnel management to track down the weakness in the process for immediate corrective action, and keep detailed records of lost accounts for further follow-up in future
• Ensure timely completion of installation for new and renewal processes for existing customers.
• Determine and monitor the Unit’s key performance indicators (KPIs) such as revenue vs. plan, booking closure rate, overall and service-wise revenue, etc.
• Monitor the service quality in coordination with other divisions and present weekly/monthly and quarterly reports (as per necessity) to the COO on the result.
• Anticipate and respond quickly to trends and changes in performance. Develop and manage Enterprise Business Unit’s Direct Cost budgets.

• Become a role model of the company’s culture in addition to directing and managing Enterprise Business Unit employees.
• Hire, develop, supervise and mentor Enterprise Business Unit staff appropriate as per company’s maturity and Enterprise Business Unit size and directly supervise/mentor Sales Managers, retention team, technical and collection team as well as defining roles and responsibilities of each staff
• Define and oversee incentive programs that motivate the sales team to achieve their sales targets.
• Develop operational goals for the division and individuals within the division which are aggressive, yet obtainable, and tied to the long-term goals of the company in coordination with the concerned stakeholders.
• Monitor division performance against performance goals to ensure progress is being made and corrective action, if necessary, is taken
• Identify incentive packages of subordinates when needed.
• Conduct performance appraisal analysis (as devised by the HR department) and recommend salary change/promotions to the concerned immediate supervisor
• Participate in corporate succession planning activities, manage employee reviews, carry out needful actions as decided to uplift employee morale, and a positive working environment

• Instruct/Guide/Supervise the team for the achievement of Yearly target both in terms of the Revenue and Number
  
• Define individual & group targets, monitor individual and group performance, initiate training & development activities for the team, give regular feedback on staff performance.
• Build and promote strong, long-lasting customer relationships by partnering with them and understanding their needs.
• Execute Enterprise Sales Strategy as defined by the organization.
• Prepare Enterprise Sales Roadmap, follow up its implementation and action plan, and take necessary actions when required.
• Analyze enterprise sales (Incl. regional/branch level enterprise sales) data and sales trends, forecast for next period, and prepare Weekly/Monthly Sales Reports / Plans. Prepare customer visit plans (collects and analyzes customer information), makes customer visits, and prepare visit report.
• Analyzes existing processes/policies involved under the Enterprise Sales Department, suggestions for changes if necessary. Update accordingly to the team and another department if necessary. Should be able to develop new processes if not existing but needed.
• Coordinate with the concerned department for the better client service experience
• Analyze corporate customer data and identify corporate segmentation profiles.
• Actively participate and support in solutions developed together with the Technology department.
• Collect customer feedback, complaints, requests and communicate them to related stakeholders, and follow up the resolution.
• New Product development in coordination with the technical team.
• Prepare & execute Standard Operating Procedures for the Company Sales team.
• Constantly work on the development and implementation of various tools and processes within the unit.
• Take market feedback on the services provided by the company. Monitors the market trends, competitor’s activities on corporate segments.

• Continually improve the effectiveness of the Enterprise Business Unit sales and enhance productivity, efficiency, and customer satisfaction.
• Oversee and drive adoption of sales technology including customer relationship management (CRM).
• 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
• Enterprise Business Unit function objectives continually
• Responsible for maintaining the highest degree of standards in all areas of work/operation of the unit/divisions