Areas of Responsibility

Business Planning - Region Level

The Sales Head will aggregate revenue/margin numbers from reporting Business Development Managers/Sales Managers, compare against the aspirational target of the Region and provide realistic revenue/margin numbers from "new business". S/he will also provide inputs on market/segment analysis and needs/services/solutions identification to help Region Heads set the revenue/margin targets for the Region.

Sales Planning & Review

The Sales Head will own the sales plan- s/he will create it, review it along with the sales team and Regional Head and HBU partners. S/he will create the sales pipeline and the Target Account List (TAL), provide sign-offs on the TAL, and conduct pipeline reviews on a monthly basis to assess the shape, size and velocity of the pipeline and to ensure achievement of sales targets as per the plan.

Market Development

The Sales Head will bring in executive leadership by being present in key events/meetings/conferences as an executive representative and use different opportunities to influence clients to provide and commit to providing industry-wide references, analyst references, case studies, joint webinars, and joint speaking engagements. S/he will provide inputs on specific events/ sponsorships to corporate marketing and create and/or edit messaging around Infosys services and solutions as is necessary. S/he will contribute to other means of maximizing ROI on events and supporting revenue growth outside the account such as evangelizing service lines and routing different reference requests to the concerned Engagement Managers/Business Development Managers/Group Engagement Managers as required.

Customer Prospecting

The Sales Head will ensure that the sales plan appropriately addresses prospecting and lead generation through reviews of pipeline and necessary follow-ups. S/he will qualify the opportunity and get support from partner units and ensure that external partners and Senior Management pursue the opportunity.

Opportunity Identification and Qualification

The Sales Head will review the identified opportunities/opportunity plans to qualify the opportunities; and review the pipeline regularly to ensure a healthy pipeline across the service mix.

Proposal Development

The Sales Head will help identify the right team for proposal development including external partners. S/he will provide the required support like providing intelligence on competition, helping in getting the internal approvals and conducting regular reviews to ensure that a 'winning' proposal is developed.

Proposal Negotiation and Closure

The Sales Head will provide executive presence for meetings with the prospect and even rope in higher management if required. S/he will help identify the right team for the meetings and also negotiate commercials when required to ensure a win.

Contracting and MSA

The Sales Head will help identify "MSA accounts" and help his team of Business Development Managers/Sales Managers create positioning for Infosys as a strategic partner. S/he will negotiate MSA terms and conditions to create a long-term relationship with the prospect

Account Planning and Review

The Sales Head will review Account plan and execution of the account plan to ensure planned growth for the Region (in terms of revenue, margin, utilization, etc.)

Account Mining

The Sales Head will ensure internal support for Sales Managers/Business Development Managers (navigating with service lines, etc.), review their work plan and ensure growth of the account by positioning Infosys strategically and as a trusted partner. S/he will ensure handover of the account to the right person (Engagement Manager) at the right time based on guiding principles to ensure that the account moves from "hunt" to "farm" mode.

Account Operations

The Sales Head will follow up with Sales Managers/Business Development Managers in case of internal escalations to minimize revenue leakage for services delivered and enhance client satisfaction. S/he will ensure sales process compliance (Cimba-related) of direct reports by conducting regular reviews. S/he will schedule 'top 10 opportunity', pipeline and account reviews with Region Head on a periodic basis and ensures discipline, availability of data (person independence) to make the right projections at the org-level and data-driven decision making.

Relationship Management

The Sales Head will support the Sales Manager/Business Development Manager in getting internal buy-in and providing the required guidance. S/he will act as a first point of escalation from a Sales Manager/Business Development Manager. S/he will attend/speak in client conferences and lead relationship reviews, thereby contributing to maximizing 'Customer Delight'

Merger & Acquisition

The Sales Head will provide inputs to the organization on target/suspect M&A candidates thereby contributing to the growth of a geography.

People Management

The Sales Head will identify and recruit Business Development Managers/Sales Managers as necessary to help get and build local market expertise in company. S/he will also make recommendations for compensation reviews for the team. S/he will invest efforts on guiding, mentoring and career planning of his/her team members and get actively involved in processes related to appraisals, role-changes, grievance handling, etc. to build an engaged team with the required levels of local market expertise.

Organization Initiatives

The Sales Head will take part in the org-level initiatives to make his/her contribution to the growth/success of the organization.