RTM & A&M Practice Sales Specialist, SA&I

Analytics Business Partner, Route to Market

• Mumbai/Delhi
• Full Time
• Sales

Responsibilities

1) What to Sell?

Accountable for RTM Solution portfolio:

• Define which products are core to RTM portfolio
• Articulate how each of the RTM products brings unique client benefits
• Ensure RTM portfolio profitability is understood & improved over time
• In addition the person would also be responsible for commercial activation of specific Merchandising solutions – Spaceman Software, Planogram Outsourcing and Category Management Workshops

Commercial ownership of RTM pricing rate cards & commercial policies

Close partnership with Global RTM Product Leadership function:

• Identify the solutions with the highest revenue opportunity
• Ensure India needs are met in product development roadmap
• Provide India teams visibility to product plans and timelines

Identify white space in the RTM portfolio / unmet client needs and seek partner / acquisition programs to meet those needs (where we will not build)

Accountable for RTM Operating Plan

2) How to Sell?

Build a strong India community around RTM portfolio:

• A community that is formed with Sales & Delivery teams
• Cross industry and client’s opportunities / Best practice sharing
• Create and maintain central Knowledge Management drives to enable the community

Build and execute the Go To Market plans for RTM solutions:

• Campaign calendar & content
• Commercial Decks / Proposal Decks
• Demo Scripts
• Create and coordinate TL, Webinars and Industry Events (with Inside Sales support)
• RTM product kit adaptation to India: Rate cards, Commercial Policies and Discounts, Communication kit (one-pagers, detailed product presentation, etc).

Ensure that India Sales teams are enabled with best-in-class training materials:

• Ensure sales decks & ‘pitch perfect’ examples are available
• Develop automated gift of content (in partnership with Inside Sales)
• Execute and coordinate the training plan

Be directly involved in sales pitches & keep a close touch with clients:

• Lead / heavy support to major RFPs
• Continuous support to India sales teams in the definition of the best solution for client specific needs

Connect with Commercial teams in other countries to identify opportunities to apply in India

3) How to Operate?

Strong alignment with Delivery/COE organization

• Connect with APAC Delivery team leader to define prioritizations (if necessary), delivery gaps & opportunities, define rules and ways of working

Accountable for new product activation

4) Financial Management

• Achieve key financial metrics: revenue, profitability, adequate pipeline coverage as well as other related business development objectives
• Understand the company’s financial guidelines such as forecast and pipeline management
• Monitor the actual financial performance against budget/forecast and ensure the implementation of actions that will lead to the achievement of the targets