The Master Sales Coach proactively mentors and coaches the Sales Leaders as part of the deployment of the Wipro Selling System and roll-out of Sales Transformation Program initiatives, focusing on areas such as Sales & Sales Unit Review Processes (Opportunity / Account / Funnel / Pipeline / Operations / Sales Performance) and Sales Coaching processes (Deal / Win Strategy / Account Growth / Encounter / Power Messaging).
The Master Sales Coach provides coaching & consultation to Account, Business Development and Opportunity teams during the various sales cycle stages and during account planning with the emphasis to create and uncover opportunities, to advance the position to win deals, to plan valuable customer sales encounters, to identify growth and business entry strategies for existing and targeted accounts, to identify and articulate differentiated sales messages.
The Master Sales Coach uses multi-dimensional coaching models, such as Revenue Storm Deal Coaching, in coaching sessions and calls, in clinics and workshops.
The Master Sales Coach further plays a role re-enforcing the adaption of sales & sales governance processes, methodologies, systems and tools; in capturing feedback and improvement suggestions on the same from Sales Leaders and field sales force and providing these to the Core Sales Enablement Leadership team; and in building up a sales coaching and reviewing culture.
1. Mentor & Coach-the-Coach
Focusing on the Wipro sales leaders, the key responsibilities of the Master Sales Coach are:
mentoring of the sales leader to help him / her adapt new elements of the Wipro Selling System and Sales Transformation Program Initiatives in his / her unit or team
acting as a coach-the-coach to the sales leader helping him / her build up and improve
coaching proficiency in various types of structured coaching
reviewing proficiency in various types of structured business and performance reviews
help sales leaders build and deploy personal Sales Management Calendars and time management models
The Master Sales Coach will be assigned to named sales leaders in a specific geography and will be expected to interact regularly with the sales leaders in in-person meetings and over phone/VCONs.
2. Coach & Consult
Focusing on the Wipro field sales force, the Master Sales Coach will also assist the Wipro Sales Leaders by directly facilitating some coaching sessions, such as Win Strategy, Account Growth and Power Messaging coaching with their sales teams.
Focusing on the Sales Enablement SPOCs and Sales Operations teams in the business units, the Master Sales Coach will re-inforce the adaption of sales & sales governance processes, methodologies, systems and tools.
Proven ability to work in a matrix collaborative environment
Strong skills in nurturing & developing individuals, in communication and executive relationship building
Willingness to travel (domestic and international) – the position may involve 25% to 30% travel
Desired Skills and Experience
Minimum 10+ years’ experience in
Sales & Sales Management of IT-enabled enterprise solutions and transformation programs with emphasis on large deals
Establishing trust and building relationships with Sales Leaders and Sales Executives, focusing on their success as a priority
Interfacing comfortably and driving collaboration with customers and internal organizations and management at all levels, including senior executives.
IT Outsourcing, BPO market and IT Consulting market with a strong understanding of the competitive landscape
Managing Sales Managers with combined revenue responsibility of at least 150-200 MUSD
Multi-dimensional and structured Sales Coaching (Deal / Win Strategy / Account / Encounter coaching) of teams and individuals
Mentoring Sales & Business Unit Leaders
Evangelizing the value of sales management & sales performance systems, sales methodologies & processes
Driving organizational transformation in a complex corporate environment
Different global/multi-cultural geographies (Americas, Europe, and Asia)
Source: Aaren Jobs