GTM
Small, Medium & Enterprise (SME) Business
Department
Sales
Technical Support: Pre-Sales & Post Sales
Business Category
Samsung EBT; Samsung Knox; HP PC Commercial; HP PC Consumer; Samsung Display Business
Cloud Services
BU
SME + Location
Location
Bangalore, Chennai, Hyderabad & Mumbai
Job Title
SME Sales
Technical Support
Designation
Sales Officer; Sr Sales Officer, Business Development Manager; Deputy Manager
Technical Support Engineer; Sr. Technical Support Engineer; Deputy Manager
Experience
Trainee; 3-5 Years; 5-6 Years; 6-7 Years
Level
Associate; Intermediate; Senior
Working Hours/ Days
48 Hours a week. Hours will increase during Large Scale Marketing Campaigns, Project Work and basis Business Seasonality
Salary Bracket
Qualification
Graduate
Languages Known
English; Local Dialect; Hindi (Optional)
Reporting to
Location Head/ Business Lead
Doc Drafted Date
9 th January, 2020
Doc Revised By
Doc Revised Date
For Every Revision Doc To be Approved By
Location Head; Accounts Head; Facilities Head; Business Head; Marketing Head; HR Head; SME Business Head; Management
Ideally this R5 document should be reviewed monthly during the first quarter; Monthly during the next half and subsequently once a year.
Rewards & Recognitions should be planned for minimum 6 months.
Role:
SME Sales
SME Sales personal positions IT World s (Company) SME Product portfolio to Enterprise/ SME Customers (Account) across their various departments (IT, Marketing, HR/ Admin, Plants, etc.) This job involves customer visits, strong liaison externally with Vendor & Supplier teams; & internally with Business, Service, Accounts/ Finance & Logistics team.
Responsibilities:
Revenue
Generate sales revenue with aim to over achieve Month/ Quarter Budget. Generate gross margin basis guidance.
Account Management
Building up relationship & trust across various stakeholders (Horizonal & Vertical) in the Accounts managed by sales personal.
To ensure Account escalations are responded & resolved in acceptable timelines.
Build account plan basis various product categories of our Company.
Plan and enable visit to accounts with Vendor members and Company officials (Business, Technical, Higher ups & Management). This will enable multiple stakeholders in the account and give company & customer more confidence on each other.
Target, plan and achieve addition of new accounts every month.
Maintain client contact database.
Sales - Order Life cycle Management
Sending quotations; Maintaining Sales pipeline (funnel report); Managing communications with Customer, Vendors, Suppliers and company departments; Maintaining Daily Call report (DSR/ DCR).
On receipt of order, coordinate with business team/ suppliers for delivery schedule & accordingly communicate delivery schedules to customers.
Work closely with Vendor/ Companies Marketing team for lead generation.
Adept and prompt follow up on payments and ensure payments are collected as per agreed schedule.
Sound knowledge of MS Outlook, MS Word & MS Excel required. Knowledge on MS PowerPoint (Optional). Sound knowledge of Companies ERP (Simplicity) For stock inward/ outward and invoicing.
Product knowledge updating
Up to date product/ technology on Company s product portfolio. Sources Vendor tech team and various Internet media.
Role:
Technical Support
Technical Support positions IT World s (Company) Cloud/ Service portfolio to Enterprise/ SME Customers (Account). This job involves customer visits/ calls, strong engagement with customer/ stakeholders; strong liaison externally with Vendor Technical & Sales Team; & internally with SME Sales Team. The job involves Pre-Sales Product positioning; Influencing monthly/ quarterly Sales revenue & Post Sales customer support. Once established the technical support personal should be influencing INR 25 lac revenue per month and ensuring post sales customer escalation resolutions resolved as per the norms of the vendor.
Responsibilities:
Revenue
Influence business to generate sales revenue with aim to over achieve Month/ Quarter Budget.
Relationship Management
Building up relationship & trust across various stakeholders in Vendor, Accounts & SME Sales Personal.
To ensure Account escalations are responded & resolved in timelines basis vendor norms.
Plan and enable visit to accounts with Vendor members and Company officials (Business, Technical, Higher ups & Management). This will enable multiple stakeholders in the account and give company & customer more confidence on each other.
Target, plan and achieve demonstration of Cloud/ Service portfolio to customers every month.
Maintain client contact database.
Sound knowledge of MS Outlook, MS Word & MS Excel required. Knowledge on MS PowerPoint (Optional).
Product knowledge updating
Up to date product/ technology on Company s product portfolio. Sources Vendor tech team and various Internet media.
Review-SME:
Review to be done by.
Daily : DSR/DCR (With Location Head/ Business Lead)
Bi Weekly : Accounts Receivable (With Location Head/ Business Lead & Accounts/ Finance Team Nominee); New Account Addition (Location Head/ Business Lead & Samsung Account Manager(s))
Weekly : Funnel (With Location Head/ Business Lead; Business Team & Tech Team), Week Commits & Budget (With Location Head/ Business Lead, Business Team & Accounts/ Finance Team Nominee); Business transaction margin (With Location Head/ Business Lead, Business Team & Accounts/ Finance Team Nominee).
Monthly : MBR (With Location Head/ Business Lead, Business Team; Accounts/ Finance Team Nominee; Tech Team; HR Team Nominee; Logistics Team Nominee; Marketing Team Nominee)
Review-Tech Support:
Daily : DSR/DCR (With Location Head/ SME Business Lead)
Bi Weekly : DSR/DCR (With Location Head/ SME Business Lead); New Customer Product Demonstration Report (With Location Head/ SME Business Lead & SME Sales Team); Customer Escalation Report (With Location Head/ SME Business Lead; SME Sales Team & Vendor Technical Team).
Reward:
- On achievement of above criteria, he / she will be eligible for 10 % on Gross Salary.
Recognition:
- On consecutive achievement of all 4 quarter as specified in the review criteria. The person will be eligible for Yearly theme-based award.
Recurrence : On quarterly basis
