Sales Activation Manager

Environmental Resources Management (ERM); New Delhi; On-site; INR 1,500,000 - 2,500,000; Full time

Job summary

Environmental Resources Management (ERM) is the world’s largest advisory firm focused on sustainability, delivering impact for clients and the planet. The Global Delivery Centre (GDC) in Gurugram supports ERM’s global operations across Finance, HR, IT and Commercial Operations to ensure seamless delivery.

As Sales Activation Manager you will lead campaign planning, enablement and execution for assigned Industry verticals, drive lead management, and collaborate with cross-functional teams to

Qualifications

• Bachelor’s degree or equivalent experience.
• Proven experience in sales activation, enablement and campaigns.
• Strong ability to articulate value propositions and collaborate across teams.

Responsibilities

• Develop collaborative relationships with Industry Leads and Account teams to position solutions.
• Work with marketing to assess and qualify leads for acceptance as Sales Qualified Leads.
• Manage assignment and execution of sales qualified leads within the org.
• Apply a clear sales campaign management process to accelerate new business and optimize time-to-close.
• Monitor pipeline accuracy and identify patterns to improve win rates.
• Partner with marketing and communications to execute the sales strategy and enablement plans.
• Analyze reports to assess health of pipeline, forecast, and bookings against goals.
• Identify opportunities for proactive intervention with account and solution teams.

Skills

Sales Activation

Sales enablement

Sales planning

Account management

Data-driven

Project management

Interpersonal communication

Salesforce familiarity

Industry knowledge

Education

Bachelor’s degree Preferred

Tools

Salesforce

Job description

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ERM is the world’s largest specialist sustainability consultancy, with over 50 years of experience helping organisations navigate complex environmental, social, and governance challenges. We bring together a global community of experts to deliver meaningful impact for our clients and the planet.

The Global Delivery Centre (GDC) in Gurugram is ERM’s global operating backbone. It delivers business enablement services in Finance, HR, IT, and Commercial Operations to ensure ERM’s global business runs seamlessly, efficiently, and consistently.

At the GDC, you will:

• Be part of a hub that ensures ERM’s business continuity worldwide.


• Collaborate with colleagues across geographies to support global operations.


• Drive consistency, compliance, and efficiency in core functions.


• Work with digital, automation, and AI-enabled tools to optimise how ERM operates.


• Work in shifts where required, depending on the role. As processes mature and automation increases, reliance on shifts will reduce.

Job Objective

A Sales Activation Manager leads sales campaign planning, enablement and execution activities for their assigned Industry vertical(s), including detailed market activation plans, lead management processes as well as setting and tracking measurable goals for the Industry/Solution.

What you’ll bring:

• 7-10 years direct sales / revenue generating experience, ideally in a consulting or professional services environment.


• Demonstrated success in driving sales management, sales planning, enablement and operations processes for complex consulting solutions.


• Strong understanding of client issues and ability to articulate value propositions internally and externally for assigned industry; experience of collaboration across service teams, industries and regions to address complex account efforts.


• In-depth knowledge of sales enablement best practices.


• Highly data-driven and able to leverage strong project-management and organizational skills to anticipate roadblocks and juggle competing priorities.


• An ability to operate at pace and with a high attention to detail.


• Exceptional interpersonal communication skills, as well as a demonstrated ability to cultivate business relationships and play a connective role in a global organization.


• Familiarity with sales methodologies, sales applications and assigned industry.


• Familiarity with Salesforce platform preferred.

Qualifications

• Bachelor’s degree Preferred, Or Equivalent Experience.

Key Accountabilities & Responsibilities

• Develop collaborative and trusted relationships with Industry Leads, Account Directors, Account Managers and their teams and communicate priority solutions and relevant positioning strategies for their clients.


• Work with marketing to assess Marketing Qualified Leads for acceptance as Sales Qualified Leads.


• Manage the assignment and execution of sales qualified leads within the commercial organization.


• Work within a clear and consistently applied sales campaign management process to increase new business as well as accelerate speed of capture time by thoroughly understanding the buying process.


• Monitor performance of sales activation and execution through pipeline accuracy, pattern identification and promotion of key wins to increase conversion rates.


• Partner with multi-disciplinary teams including marketing and communications experts to develop and execute the sales strategy and enablement plans.


• Analyze various reports to assess business health including pipeline coverage, forecast and achievement vs. pipeline and booking goals.


• Based on data and market analysis identify opportunities for proactive intervention with account and solution teams to generate additional sales opportunities and/or architect new sales campaigns.


• Influence And Decision Making Authority Operates within broad practices and procedures, with a degree of independence (provided within approved operating plans, objectives and functional policy).


• These jobs may determine how and when results are achieved and may set standards, and procedures for others to follow to achieve annual results.


• Works to influence others to accept job function's view/practices and agree/accept new concepts, practices, and approaches.


• Requires ability to communicate with executive leadership regarding matters of significant importance to the organisation.


• May conduct briefings with senior leaders within the job function.


• For example: Working with Industry and Service Line teams to prioritize campaigns.


• Working with commercial organization to assign and track leads, escalates to industry and campaign leaders when needed.


• Working with marketing to optimise an end-to-end campaign and lead management process.


• Capturing and sharing best practices and lessons learned within the Sales Activation team and with other core stakeholders.

Influence And Decision Making Authority

Operates within broad practices and procedures, with a degree of independence (provided within approved operating plans, objectives and functional policy). These jobs may determine how and when results are achieved and may set standards, and procedures for others to follow to achieve annual results. Works to influence others to accept job function's view/practices and agree/accept new concepts, practices, and approaches. Requires ability to communicate with executive leadership regarding matters of significant importance to the organisation. May conduct briefings with senior leaders within the job function. For example: Working with Industry and Service Line teams to prioritize campaigns Working with commercial organization to assign and track leads, escalates to industry and campaign leaders when needed Working with marketing to optimise an end-to-end campaign and lead management process Capturing and sharing best practices and lessons learned within the Sales Activation team and with other core stakeholders.

At ERM, sustainability is our business. We are the world’s largest advisory firm focused solely on sustainability, offering unparalleled expertise across business and finance. ERM partners with clients to operationalise sustainability at pace and scale, through our unique combination of strategic transformation and technical delivery capabilities. Our diverse global team of experts works with the world’s leading organisations to help them set clear sustainability targets, measure progress and operationalise strategy through deep implementation and business transformation. With more than 50 years of experience, our ability to integrate sustainability solutions and our depth and breadth of technical knowledge are why organisations choose to partner with us as their trusted advisor. Every one of us firmly believes in the potential to create value for our clients through an integrated approach to sustainability (because we have personally seen it and professionally achieved it). Our team members are passionate about client service. We work closely with our clients to help them operationalise their sustainability goals and meet their environmental, health and safety objectives while advancing ERM’s purpose through delivering tangible progress in what the United Nations coined The Decade of Action. Organising our people across globally integrated communities of technical and strategic talent positions ERM to be a "boots to boardroom" leader in bringing that value creation to our clients, partners, and the world. We recruit exceptional professionals with a personal and professional passion for sustainability and nurture them to even greater success as specialists. We prepare our consultants to bring integrated, innovative and sustainable solutions to our clients and provide opportunities for ongoing development across a variety of subject areas related to technical, business, and personal growth. At ERM, effort pays off and becomes career defining work that leaves a positive imprint on our planet.

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