Job Description SALES DIRECTOR/ HEAD OF TERRITORY, MEDIA AND ENTERTAINMENT SERVICES Industry: Media and Entertainment
Employment Type: Full-time
Job Functions: Customer Service Management
Position: Sales Director (B4-1) / Sr. Sales Manager
Job Family: Sales
Location: London, United Kingdom.
As a sales director, your primary responsibility would be to increase the sales of Tata Communications products and services to Media/Sports customers in your allocated regions or accounts. This includes presenting the benefits of the Tata Communications global media network and supporting cloud-based services to help solve customers' critical business problems and add genuine value. Another critical part of the role is managing and growing existing customers' use of Tata Communications products & services by discovering additional use cases within a customer's organization. In order to do this successfully, this role requires an understanding of key technologies used for Media Broadcast, Terrestrial and Satellite, Contribution/ Events/ Occasional Use, Transmission, Content Acquisition/ Aggregation/ Management/ Distribution, OTT, Cloud-based media workflows, Network/WAN (IP, MPLS/GVPN, Ethernet), Hosting/Cloud computing, Unified Communication, and IoT.
A Day in the Life As a sales director, you will manage a small team of sales account managers to pursue business in your assigned territory. You will also be the business representative and relationship owner for Tata Communications Media and Entertainment business for your allocated accounts. This is a team manager and also hands-on sales role; you are not just selling solutions but you're actively working with customers, understanding their business objectives, growth strategy, pain points, and orchestrating the role Tata Communications can play in that journey.
Key Responsibilities: Maintaining and increasing sales of products and services in your assigned territory and set of accounts.Managing sales performance of account managers, forecasting, and pipeline management.Opening up and selling into strategic new logos/accounts.Identifying business opportunities, defining and executing the plan to closure, reaching your sales targets and goals.Establishing, maintaining, and expanding business with existing clients in your assigned territory.Increasing business opportunities through various routes to market.Collecting customer feedback and market research and reporting it back into the company.Keeping up to date with Tata Communications products and also with the rest of the market/new technologies.Taking ownership to understand, ideate, and create formal customer-facing proposals.Acting as the bridge between customers (understanding their contextual requirements) and other teams in Tata Communications like product management, solutions engineering, commercial deal architect, engineering, procurement, etc., with the ultimate aim to create winning proposals for customers.Supporting the needs of existing customers, including discovering additional use cases for Tata Communications products & services.Working closely with the internal team to align customer requirements to future versions of products/services.Gaining a deep understanding of Tata Communications product portfolio and a willingness to learn new technologies when needed.Being accountable for good customer experience from introductory meetings through to delivery.Educating prospects on the business value of Tata Communications' offerings.Focusing on customer satisfaction and success. Skills and Qualifications: Excellent sales and negotiation skills.Proven experience of managing a direct sales team.Along with English, fluency in any of the following languages: French, German, Spanish, Russian, Polish is desirable.Strong existing relationships in the media and entertainment industry in these markets.Knowledge of technologies for Media Broadcast (Terrestrial and Satellite), Production, Contribution/Events/Occasional Use, Transmission, Network/WAN (IP, MPLS/GVPN, Ethernet), Hosting/Cloud computing, Content Acquisition/Aggregation/Distribution, Cloud-based media workflows, Unified Communication, and IoT.Experience with performing customer-facing activities and giving presentations/demos.Good communication skills and confidence in working with customers and public speaking.Ability to switch context quickly throughout the day with numerous competing demands.15 years relevant experience and demonstrated success working in a customer-facing role.Hands-on, technical; should possess the ability to articulate the business problem clearly and solve it.Good with numbers, has initiative, and enthusiasm.The ability to motivate and lead a team of internal stakeholders with or without direct authority.Excellent communication and people management skills.Good planning and organizational skills.The ability to work calmly under pressure. This is a key role within Tata Communications Media Entertainment Services, and the right candidate in this role has an opportunity to make a significant impact and enable key business decisions. If you have the right skills and experience, we invite you to apply. Thank you for your interest.
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