Position Details: Lead Regional Industry Sales

Regional Sales Lead- Manufacturing

The Regional Lead (Business Development) position is a key sales role within the TCS Manufacturing & Tech Unit sales team for the South Market. This position is a leadership role, responsible for executing regional sales and business development strategies for the targeted companies, alongwith the business development team. This unit includes the following industries: Automotive, Industrial Manufacturing, Aerospace & Defense, Chemical & Process, Agri & Paper, and Technology including Software Services.

The candidate will play a coach and hunter role, responsible for leading a team and acquiring new clients for TCS in the market. The candidate will drive consultative sales for the entire TCS’ portfolio of IT managed services, ERP Transformation, Business Consulting, Digital Services, BPO, ADM, IS and Engineering Services for the targeted firms. The position’s primary responsibility is to achieve sales quota (both TCV and Revenue) for the TCS’ services in the identified market. The candidate will develop sales and revenue-producing relationships with the decision-making CXOs (CEO, CFO, CIO, CPO, CDO, etc.) at these firms. The candidate will also drive the end-to-end sales cycle from initial prospect communication through contract execution. The candidate will also be responsible to ensure that projected revenue is recognized from the executed contracts, both as an individual contributor as well as for the unit. The role is supported by on-site and offshore large deal team, pre-sales & solutioning teams. 

Responsibilities 

• Achieve monthly, quarterly, and annual sales targets established by the Market Unit Head 

• Achieve lead generation, prospecting and other sales management goals designed to build an optimal opportunity pipeline

• Drive proactive deal creation process by aligning to the CEO’s agenda in the targeted companies

• Personally develop strong, long-term relationships and referrals with senior management at the targeted firms 

• Manage end-to-end sales process for all the opportunities including initial client communication, problem discovery, solution hypothesis development, on-site presentations, RFI responses, multi-day client workshops, RFP submissions, negotiations, and the deal signings. The candidate is the focal point for all communication and sales activities with prospects and newly acquired customers

• Work in close collaboration with TCS’ large deal team. presales team & delivery teams to ensure that proposed solution and services fully meet customers’ business and technology needs

• Provide support to customers during initial phases of an engagement. Follow up and ensure total client satisfaction throughout the life cycle of the relationship

• Support market research and competitive positioning analysis in partnership with regional presales, marketing, and product development staff

• Adhere to all the TCS sales, human resource, and corporate ethical policies, standards, and guidelines

• Demonstrate strong personal communication and presentation skills to establish interest, credibility, and trust

• Manage day to day progress of the sales team, comprising of individual contributors

• Improve the brand awareness & reputation of TCS in the market

Skill and Experience Requirements

• Strong hunter profile and a leader with a proven track record of success in selling large deals

• Demonstration of consistent over-achievement of client acquisition and sales revenue targets

• About 20 years of experience in selling IT services (10 years within the region), preferably working in a leading IT services & products firm with prior experience of working with offshore teams

• Strong local contact base and access to alumni, local associations, industry associations within the region

• Good understanding of the domain of Manufacturing and Technology industries

• Demonstrated ability to create proactive discussion led deals with the CXOs

• Experience with supplier selection processes including RFI and RFP issuance and response management

• Experience of working on opportunities run by Third Party Advisory Firms such as ISG, Avasant, and Management consulting firms like BCG, McKinsey, KPMG, etc.

• Understanding of customer’s buying process 

• Ability to maintain strong sales management focus during the sales cycles that are typically six to nine months long

• Demonstrated ability to manage complex negotiations with senior-level business and technology executives 

Travel Requirements

• The candidate is expected to travel regularly to regional prospect and customer locations to support lead generation, sales presentations, contract negotiations, engagement implementation, and ongoing relationship building