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Designation: Senior Strategic Sales Leader
Business Unit: Hoovers
Location: Mumbai
Job Overview:
The Senior Strategic Sales Leader will drive revenue growth, market expansion, and strategic client engagement across India. This leadership role will oversee sales and account management teams, ensuring business targets are achieved through consultative selling, strategic account development, and CXO-level relationship management. The role will lead sales for D&B Hoovers - a prominent business research and sales intelligence platform. It requires a commercially driven leader with strong B2B sales experience, business acumen, and the ability to execute growth strategies while building long-term client partnerships.
Key Responsibilities:
Sales Strategy & Business Growth
Own and deliver overall revenue, profitability, and business growth targets across India.
Develop and execute a national sales strategy aligned with organizational goals and market opportunities.
Drive business development initiatives to expand market share across key industry verticals, including BFSI, Technology, Manufacturing, Telecom, Healthcare, Government, and Large Enterprises.
Establish sales objectives through revenue forecasting, pipeline management, territory planning, and annual business planning.
Analyze market trends, customer requirements, competitive intelligence, and industry developments to identify and execute growth opportunities.
Build and maintain a robust sales pipeline to ensure consistent revenue generation and achievement of business targets.
Identify and pursue new business opportunities, strategic partnerships, and high-value enterprise accounts.
Client Relationship Management (CXO-Level Focus)
Build and maintain strong relationships with CXOs, Business Heads, CMOs, CTOs, CIOs, Procurement Leaders, and other senior decision-makers.
Act as a trusted advisor by understanding client business challenges and recommending integrated solutions that deliver measurable business value.
Lead strategic negotiations, commercial discussions, and complex deal closures.
Drive account growth through consultative selling, cross-selling, and upselling of the organization's solutions portfolio.
Serve as the executive escalation point for key customer relationships and critical business issues.
Solutions & Portfolio Leadership
Drive sales and market adoption of D&B Hoovers, Data Intelligence Solutions, Research Solutions, and other organizational offerings.
Ensure effective positioning, promotion, and adoption of new products and services in the market.
Act as a product and industry subject matter expert, providing strategic guidance to clients and internal stakeholders.
Represent the organization at industry conferences, summits, roundtables, forums, and customer events.
Performance Management & Business Reporting
Develop, monitor, and improve KPIs, sales metrics, and business performance dashboards.
Drive forecasting accuracy, pipeline hygiene, and revenue visibility across regions.
Conduct regular reviews of business performance against targets and implement corrective actions where necessary.
Present business reviews, growth strategies, and market insights to senior leadership.
Identify business risks, market opportunities, and emerging trends to optimize overall performance.
Collaboration & Cross-Functional Alignment
Collaborate closely with Product, Marketing, Operations, Customer Success, Finance, HR, and Technology teams to ensure seamless customer delivery and satisfaction.
Drive cross-functional collaboration to maximize cross-selling opportunities and business growth.
Ensure adherence to organizational processes, compliance requirements, governance standards, and best practices.
Team Leadership & People Development
Lead, mentor, and develop a high-performing national sales team.
Foster a culture of accountability, customer centricity, innovation, collaboration, and performance excellence.
Set clear goals, KPIs, and performance expectations for team members.
Conduct regular coaching sessions, performance reviews, and talent development initiatives.
Promote an environment of trust, transparency, continuous learning, and professional growth.
Key Requirements:
MBA or Postgraduate qualification in Business Management, Marketing, Sales, or related discipline.
12-18 years of experience in enterprise sales, business development, account management, or sales leadership roles.
Proven track record of consistently delivering large-scale revenue targets in B2B sales environments.
Strong experience selling SaaS, business information services, marketing solutions, media solutions, sponsorships, consulting, or technology-based offerings.
Demonstrated success in managing large enterprise accounts and engaging with CXO-level stakeholders.
Experience leading geographically dispersed sales teams and driving national business growth.
Strong strategic planning, forecasting, negotiation, and business management capabilities.
Excellent communication, presentation, and stakeholder management skills.
Ability to operate effectively in a fast-paced, highly competitive, and target-driven environment.
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