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Head Insurance – SAS Institute Ltd

Wednesday, May 20, 2009

Category: Jobs. Tags: Business Development, Insurance, Jobs in India, Maharashtra - Mumbai, Sales - Sales Management, SAS Institute Ltd.

Head Insurance SAS Institute Ltd

SAS is the leader in business analytics software and services, and the largest independent vendor in the business intelligence market. Through innovative solutions, SAS helps customers improve performance and deliver value by making better decisions faster. SAS gives you THE POWER TO KNOW®. Visit us at www.sas.com.

Head Insurance

POSITION PURPOSE:

Contribute to the achievement of SAS’s strategic objectives through the implementation of sales and marketing strategy within the sectors, i.e. Insurance, building the primary revenue stream beyond software sales and license renewals to that of strategic business consulting. Also responsible for ensuring that SAS is a market leader, delivering innovative solutions to all clients and has a high profile in the industry/sector. Vertical experience in Insurance / Capital Markets would be preferred.

JOB RESPONSIBILITIES:

Business and Strategy Planning

Develop and implement marketing, sales and business development plans for assigned sector to achieve or exceed agreed levels of profitable sales.
Formulate the business plan for the sector, ensuring detailed and strategic account plans available to support the business planning process.
Monitor sector accounts, market segments and/or alliances performance.
Develop and review intricate proposals or marketing program results including cost and benefit analysis.
Liaise with Solution Managers and the sales force to target solution sales into accounts to support the revenue planning initiatives.
Ensure Partner strategy is included into strategic sector and account planning
Prepare sales reports and forecasts
Ensure Account Plans are consistent with the Industry sector growth plans.
Make recommendations regarding account and territory coverage based on research and company growth targets.

Generate New Business

Ensure SAS maximises brand exposure and positioning activities in the Sector
Identify current and potential clients, including business decision makers
Work closely with sales management to ensure that sales activity, focus, solutions expertise is maximised in the sector.
Ensure the Industry Data base is comprehensive and complete by ensuring a process is in place for sales account managers to follow.
Report against budget and target activities, explaining adverse variances and recommending actions
Elevate SAS exposure to C level staff (in conjunction with Sales) within organisations
Achieve Company budgeted revenue by indirectly managing key activities via appropriate distribution channel

SAS Industry Representation

Act as the Industry spokesperson for SAS
Promote Industry events that position SAS as the industry leader in target solutions

Knowledge Sharing

Ensure sales people are skilled in Industry and SAS Solution knowledge
Develop Virtual Industry Team expertise
Give presentations internally on SAS solutions, industry segments conveying customer perceptions and opportunities.
Be pro-active in self-development and learning opportunities to keep abreast of SAS technology/offerings
Ensure sales staff are pro-active in self-development and learning
Share case studies of successful and unsuccessful solutions sales in detail with other team members and key stakeholders.

Team Leadership

Assist in selection of qualified staff for the sector
Responsibility for ensuring sales force makes effective use of internal resources (Sectors, Solutions, Pre-sales etc) to assist in developing new business opportunities
Effective communication across the SAS business streams to ensure resource planning is optimised
Actively implements the SAS Performance Management and Improvement processes
Provide strong leadership and coaching to sales force though training and performance management

Build Internal and External Relationships

Operationalise relations with strategic Partners in accordance with country’s partner strategies.
Develop and maintain strong relationship with internal stakeholders

EXPERIENCE & KNOWLEDGE:

Bachelor degree in Finance, Commerce or Business or MBA or equivalent relevant business experience. 10-12yrs overall work experience.. With at least 8yrs prior experience in IT Solution selling and domain experience in Insurance / Capital markets.
Requires a broad understanding of clients’ business/industry issues, IT architecture and the interrelationships between SAS’s marketplace are required
Good understanding of business issues relevant to sites opportunities
Good time management, planning and organisation skills and understanding of sales cycle management. Can effectively apply and manage to the appropriate sales methodology
Strong sales aptitude and good grasp of the technology and its applications in one or more field
Excellent leadership/development/motivational skills with the ability to lead a team of sales professionals to succeed
Sound product knowledge and industry perspective
Excellent communication and presentation / demonstration skills at “executive” level
Effective listening and questioning skills and techniques to clearly determine opportunities (can engage at executive level)
Skilled at managing gross margins and profit centres

We offer competitive remuneration package to the successful candidate(s). Please email us your detailed resume, expected salary, contact telephone number and availability.

Information provided will be treated in strict confidence and used exclusively for recruitment and selection purposes.