Senior Sales Manager

Position Overview:

The purpose of this role is to lead profitable Sales acquisition, Client retention and expansion efforts for the TRS business (Business Travel) of the Company. The incumbent will also help in managing key external partner, supplier and vendor relationships. The position is a key member of the India TRS Leadership Team.

The position will be based in Delhi NCR.

Key Accountabilities

• Source and acquire new business for the company, and consistently deliver on sales targets. Personally lead the sales efforts for large / key clients.

• Develop business strategies and plans towards profitable customer retention and expansion of ITH share in shared accounts. Own the implementation of such plans.

• Maintain a strong pipeline of prospects and follow the sales process with the required rigour. Implement a robust sales governance framework, including regular review and feedback process.

• Upsell & Cross-sell various Products/ Service Offerings of the Company to new prospects and existing clients. Proactively assess, clarify and validate customer needs and priorities on an ongoing basis.

• Remain informed about Industry developments, RFI/ RFP opportunities, Competition activity and product knowledge.

• Build relationships and manage suppliers and vendors to deliver value to customers and meet company revenue objectives.

• Provide effective leadership to the Sales team and ensure Sales resources are fully aligned with the sales acquisition strategies, plans and targets. Ensure familiarisation of the sales team on new market / competitive developments, product and service enhancements.

• Develop, implement and effectively lead the strategic account planning process that promotes company objectives and achievement of critical milestones. Continuously explore and implement yield improvement opportunities with clients through tactical and strategic initiatives.

• Build & sustain productive relationships with existing clients, key influences and decision makers to drive client retention and expansion efforts. Personally lead Account Reviews with large customers.

• Implement a formal process for monitoring and measuring customer and client satisfaction and collaborate with relevant stakeholders for achieving continuous improvement in traveller satisfaction and client engagement and program value delivery.

• Optimise Customer Receivables in line with P & L objectives. Partner with Operations and Finance teams and provide required support, including internal client escalation to ensure adherence to payment terms and containment of loss provision.

• Collaborate with internal stakeholders to meet shared objectives around profitable client retention and expansion. Provide regular and constructive feedback on client and customer satisfaction and other issues to internal teams and support timely resolution as necessary.

Key Competencies

• Focus on Customer:

Foster a customer-centric environment where the customer perspective is central to the thinking, discussions, and decisions, and ensure delivery of exceptional value to the customer.

• Drive for Results:

Demonstrate and foster a sense of urgency, persistence, and accountability to take the actions required to achieve results.

• Lead Courageously:

Take principled risks to do what is right, achieve personal and organizational success, and support others who do the same.

• Promote Agility and Innovation:

Work resourcefully and model resiliency in the face of shifting priorities and demands, champion new ideas, and encourage new ways of looking at problems, processes and solutions to improve results.

• Demonstrate Commitment:

Model energy and optimism, and maintain composure under trying circumstances, continuously stretch oneself to grow, adapt, and adjust to meet new demands, navigate new situations, and improve results.

• Establish Collaborative Relationships:

Reach out to develop and maintain respectful, collaborative relationships within own workgroup and across organizational boundaries.

Key Skills

• Strong management, leadership, team building, consulting and negotiation skills.
• Experience in advising and interacting at an executive level, coupled with strong relationship management, communication and influencing skills.
• Should have an ability and past experience of successfully delivering in a fast paced dynamic environment.
• A well-organized and self-directed individual who is a team player.
• An excellent facilitator who is experienced in resolving conflicts between different parties to a dispute.
• Effective decision maker who is agile and capable of driving and embracing changes.
• A progressive individual who has good understanding of Technology and Analytics.
• An energetic, forward-thinking and creative individual with high ethical standards and an appropriate professional image.

Qualifications and Experience

• Bachelor’s Degree.
• 7-12 years relevant experience in Travel Sales and Client Management. Experience preferably in a traditional TMC will be preferred.
• A proven people leader with extensive experience managing teams is highly desirable.
• Familiar with Sales pipeline and forecasting CRM tools e.g. Salesforce.com