Sales Specialist

Job description

Business Importance of the Role:

This is a business-critical role which will hone your Sales Leadership style, Team Leadership skills, KOL connect, Product Portfolio Maximization, P&L mindset and will transition you to grow up into bigger roles within Genworks.

You will have our trust and backing to take complete ownership for revenue and drive circle level execution of P&L strategy by working closely with HQ, Field Sales, Service, Product Specialists, Execution and Support Team in enhancing their engagement index with your team and customers.

You will have to be grounded and pay attention to details as the role will be responsible for day-to-day operations rigor of your team to sell and manage execution, drive initiatives in support of the people plan, develop, and deploy the people strategy in partnership with the GEO CEO/vertical Heads and Corporate teams.

• Key Responsibilities to deliver (Daily, Weekly, Monthly, Quarterly, Annual):

Effective Engagement with customer:

a) Relationship Building

• Demonstrating to build trust with customers by understanding the customers needs & expectations.
• Building strong relationships with multiple key influencers & maintains frequent interactions with the customers, leading to maintain customer relationship.

b) Sales Approach

• Ensuring to understand & present Genworks Value proposition and power of solutions in improving clinical outcomes, do initial product pitching and creates opportunity for cross-selling & upselling
• To have confidence to handle different sales scenarios, understand our Genworks Value proposition and power of solutions in improving clinical outcomes.
• Ensuring to achieve Annual and Quarterly revenue targets through accurate monthly and quarterly forecasting, by prioritizing selling time to generate sales volume, account penetration and market penetration in the assigned territory

c) Opportunity Management

• Ensuring to manage healthy sales funnel, & generating qualified leads through cold calling & converting to prospects, promoting Genworks Digital Marketing content to customers & demonstrating deal ingenuity

d) Negotiation & Pricing

• Ensuring to represent companys interest and achieve win-win situation for the customer and organization by promoting our pricing strategies to the proposed solutions, maintains confidentiality, leading to low frequency of requesting special pricing.

e) Objection Handling

• To have the confidence to handle competition, understand the pricing and risk challenges in each deal.
• Presenting responses to objections & gains customer acceptance to proposed solutions

Enabling with Customer

a) One Genworks Solution Approach:

• Ensuring to adopt One Genworks Solutions Approach” by promoting our customer care area focused solutions, identifying, and creating differentiation to the solution offered.
• Demonstrating to show intent & effort as true Genworks Champion to constantly take our newly added solution to the customer and provide feedback on the proposed solution

Guidance Matrix

• Ensuring to understand the customer’s workflow by following modality-based guidance matrix for product positioning.
• You should ensure to leverage our vast product portfolios to cater customer segments across all modalities

b) Collaboration:

• Initiating weekly product presentation discussion to promote new new technology and leveraging vertical teams in the organization to establish product grounding

c) Process Adherence:

• Ensuring to adopt the company policies & processes, and adhere 100% operational compliances, legal & statutory compliances & quality management process, identify and report any quality or compliance concerns to take immediate actions.
• Ensuring to adhere to sales, product demo & buy-back processes to drive efficiency in order processing

Energizing Customer Delight

a) Customer Champion:

Demonstrating as customer champion by understanding and empathizing with the customer, building trust, understanding the customers profile, expectations & challenges and proposing

Ideal Candidate Persona (Education, Work Experience, Skillset, Mindset) to be successful in the role:

• Bachelor or Master’s Degree from an accredited academic institution.
• Excellent presentation & Articulation skills; able to present ideas to customers in a way that produces understanding and impact
• Able to travel without boundary
• Proven ability to impact and influence at all levels within the company to achieve optimal outcomes
• Should adapt to an dynamic, fast paced and rapidly changing matrix environment
• Ability to effectively network across a variety of teams to build solid relationships.
• Capability and willingness to operate on both macro and micro issues.
• Sound analytical, problem solving and negotiation skills.

Key Competencies Ideal Candidate should demonstrate to be successful in the role:

• Sales approach & Objection Handling - Handles different sales scenarios, presents company value propositions, sets agenda, does initial product pitch & presentation, seeks opportunity for cross-selling & upselling. Handles competition, pricing and risk challenges in each deal, presents responses to objections, gains customer acceptance to proposed solutions
• Opportunity Management - Manages a healthy funnel across the responsible region, does cold calling/prospects - IB & competition users, promotes GW DM content to customers, demonstrates deal ingenuity.
• Negotiation & Pricing: Represents company interests, achieves a win-win for customer & company, maintains price book pricing in the market, has a low frequency of requesting special pricing & maintains confidentiality of the same, applies different pricing strategies to proposed solutions.
• Relationship building: Looks to build trust with customers, demonstrates understanding of the customer's needs & expectations, builds strong relationships with multiple key influencers & maintains frequent interactions.
• Genworks Solutions approach: Follows modality-based guidance matrix for product positioning by understanding customer's workflow, leverages vast product portfolio to cater to more customer segments across all modalities. Promotes customer care area focused solutions, identifies and creates differention to the solutions offered, constantly takes newer solutions added to his/her portfolio to customers and provides feedback, shows intent & effort as a true GW champion
• Discipline towards Internal processes: Adopts company policies, utilizes required digital tools - CRM/ERP/E-commerce/OKR systems, first-time right for documentation for order processing & revenue recognition, adheres to sales, demo & buyback processes, complies with legal & statutory requirements, closure of customer AR.
• Team Work: Initiates weekly product presentations/GTM discussions by solutions specialist to promote new technology & solutions, leverages support teams to establish product grounding & differentiation or overcome competition/challenges, requests for & leveraging travel support as required
• Strong Organization Citizenship & Integrity: Treats people respectfully, is direct and honest, yet sensitive while working with others, works together with colleagues to solve problems and provides support to any team, treats colleagues & customers with dignity and respect, and works without bias, is fully accountable for actions taken and ensures that they are in full compliance with the company's rules and regulations.
• Commitment to excellence: Is ambitious, pursues goals, maintains focus, demonstrates results in a variety of selling scenarios, is passionate about his/her role and continuous seeks to learn best practices and gain mastery.
• Customer Champion: Exhibits humility to listen, understand and empathise with the customer, goes over and beyond to delight the customer, putting the customer first for ALL decision making, understands the target customers profile/needs and pain points, has a strong pulse on competition, effectively prioritises the top customer problems that can have an impact in the market.