| Accountabilities |
Major Activities |
Key Performance Indicators |
| Key Account Management / Contract Management |
• Contract Management by negotiating & introducing risk mitigation clauses to minimise contractual risks. • Create account strategies for existing clients to guide account engagement activities & to grow account revenue in consultation with Regional Sales Heads. • Create & manage stakeholder register, engagement plan to strengthen relationships with key stakeholders. • Manage contracts throughout customer lifecycle: Onboarding, timely execution of supplies to ensure LD risk mitigation. • Contract lifecycle management tracking key dates, contract versions, approval workflows and central repositories. • Interface Key Customers, monitor needs, identify gaps, distill, and summarize feature requests, product manufacturing & delivery feedback for prioritization. • Revenue recognition ensuring clear and enforceable billing terms. • Lead contracts negotiation & closure & post closure contract administration & execution. • Customer Retention & increase of value-based services through and upselling activities. |
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| Business Development |
• Prospective client identification & communication with Regional Sales Heads, rolling out indicative pricing proposal, price negotiation and finalization, negotiating on payment terms finalization of the contract and delivery schedule. • Analysis of market trends, competitor analysis, and industry overview for incorporating into product roadmap, enhancing and finetuning sales & marketing strategy. • Market segmentation foraying into international geographies including US, Europe & APAC&ME. • Managing relationships with nodal agencies viz. SECI, MNRE, NTPC, SJVN, NHPC for business development & networking. |
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| Sales Operation |
• Standardization of data repositories SharePoint/Box with opportunity related data across stages of maturity. • Review and revise proposal template and pricing template for uniform consumption among sales team. • Manage demand funnel using Salesforce, for internal review, sales reporting, and overall demand planning. • Effective use of CRM portal, helping teams manage relationships, track interactions, and improve sales strategies. |
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