Senior Deal Management Consultant

EY; Mumbai; On-site; INR 2,000,000 - 3,200,000; Full time

Job summary

EY in Mumbai seeks a Senior Consultant for AMI SaT SaT Deal Management to drive Sales Acceleration and Commercial Excellence. You will design GTM strategies, optimize pricing, and lead cross-functional client engagements to improve revenue and profitability.

The role requires MBA, strong analytics, and hands-on experience with CRM tools like Salesforce or Dynamics. You will work on-site with diverse client teams across industries in India.

Qualifications

• MBA required from a reputed institute.
• Experience in Sales Acceleration and Commercial Excellence roles.
• Strong analytical skills, Excel, PowerPoint, and CRM familiarity (Salesforce, Dynamics).
• Ability to work in client-facing, on-site environments.

Responsibilities

• Drive Sales Acceleration and Commercial Excellence programs end-to-end, delivering measurable revenue improvements.
• Redesign GTM model including segmentation, territory design, and coverage plans.
• Build Sales Playbooks and deal qualification to enable cross-sell and upsell.
• Establish Sales Ops cadence with funnel governance and weekly performance reviews.
• Implement pricing governance, discounting guardrails, and deal desk processes.
• Define KPIs and dashboards; oversee CRM/CPQ integration and adoption.
• Lead client workshops with CXOs and senior commercial leaders.
• Manage project teams and deliver board-ready outputs.

Skills

Sales Acceleration

Commercial Excellence

GTM & Channel Strategy

Pricing Excellence

Data-driven problem solving

Operating Model & Change

Excel analytics

PowerPoint storytelling

CRM familiarity

Education

MBA

Tools

Salesforce

Dynamics

Job description

Job Summary

The opportunity: Senior Consultant-AMI-SaT-SaT - S&E - Deal Management - Mumbai

The Advanced Manufacturing, Mobility & Infrastructure (AMI) Industry Market contains the following industries: Aerospace and Defence, Chemicals, Infrastructure, Industrial Products, Automotive, and Transportation that includes Mobility-as-a-Service. We help our clients to address the rapidly changing needs of our business world on not only how goods and services are bought and sold, but also on how they are designed and created. AMI builds and shares resources across sectors facing common challenges and aims to drive more effective cross-sector collaboration while enabling greater resource-pooling and developing more cohesive market responses. AMI also presents an opportunity to connect regional sector communities with a more robust, global priority sector infrastructure.

SaT - S&E - Deal Management

Strategy and Transactions enables clients to reimagine ecosystems, reshape portfolios and reinvent for a better future. Using our Capital Agenda framework, we work with clients to find answers to todays toughest strategic, financial, operational and commercial questions. We help corporates, private equity, governments, sovereign wealth funds, private and family businesses, and educational institutions with their key financial issues. From portfolio review and capital allocation processes to financial planning analytics and decision support, we have the people, analytics and tools to better allocate capital. Our team helps clients manage their risk/return trade-offs to support them with better decision-making around financing and capital efficiency.

Whether clients are preserving, optimizing, raising or investing, our Connected Capital Solutions (CCS) are our five go-to-market offerings that help drive competitive advantage and increased returns through improved decision-making. The CCS include Strategy, Corporate Finance, Buy and Integrate, Sell and Separate and Reshaping Results, and are underpinned by our Connected Capital Technologies.

Our key focus areas are - Investment Banking Advisory, Valuations, Modeling and Economics, Transaction Diligence, Restructuring and Turnaround Services, Project Finance and infrastructure, EY Parthenon - Strategy and EY Parthenon - Execution.

Your key responsibilities

Technical Excellence

• We are seeking a high-impact consultant to drive Sales Acceleration and Commercial Excellence programs end-to-enddesigning and delivering measurable improvements in revenue growth, margin expansion, and EBITDA improvement. The role spans Sales Transformation, Go-to-Market (GTM) optimization, pricing & discounting excellence, channel/ecommerce strategy, performance management, and cost optimization across sales & commercial functions. Key Responsibilities Sales Acceleration (Primary Focus)
• Diagnose revenue levers (pipeline health, conversion, win-loss, sales cycle, forecasting accuracy).
• Redesign GTM model (customer segmentation, territory design, coverage, key account plans).
• Build Sales Playbooks: customer value propositions, deal qualification, solution bundling, cross-sell/upsell motions.
• Set up Sales Ops cadence: funnel governance, weekly performance huddles, A/B tests, and field enablement.
• Implement Pricing & Discounting Guardrails, Deal Desk, and approval thresholds to protect margin.
• Deploy Incentive/Com Plan redesign aligned to growth and profitability; define KPIs & scorecards.
• Stand-up Sales Tech stack recommendations (CRM hygiene, CPQ, pipeline analytics dashboards) and adoption. Sales Transformation
• Re-architect sales processes (lead-to-order), clarify R&R between marketing, inside sales, field, channel.
• Design inside sales and partner/channel models; align governance and performance metrics.
• Build capability uplift programs: sales skills, coaching, and frontline manager playbooks.
• Identify cost-to-serve drivers across sales & distribution; reduce SG&A without hurting growth.
• Optimize trade spends, promotions, channel margins, and sales productivity.
• Improve pricing architecture and mix management to expand gross margin.
• Create zero-based commercial budgeting approaches where relevant.
• Define growth thesis and priority battlegrounds by segment/region.
• Size opportunities and build GTM blueprints for new products/channels/geographies.
• Develop 35 year value creation plans with clear milestones and ownership.
• Lead cross-functional client workshops with CXOs and commercial leaders.
• Own work-streams, manage analysts/consultants, and deliver board-ready outputs.
• Quantify impact with robust baseline ? target ? realized tracking and value assurance.
• Must-Have Skills
• Sales Acceleration & Commercial Excellence: pipeline design, sales ops cadence, playbooks.
• GTM & Channel Strategy: segmentation, coverage models, KAM, partner/e-comm strategy.
• Pricing Excellence: price/mix, discount governance, deal desk, promo ROI.
• Data-driven problem solving: funnel analytics, cohorts, drivers & sensitivity analysis.
• Operating Model & Change: incentives, org design, capability uplift, adoption management.
• Advanced Excel/Analytics & strong PowerPoint storytelling; CRM familiarity (e.g., Salesforce, Dynamics).
• Comfortable working in a client-facing, on-site environment to drive alignment, execution rigor, and sustained impact.

Skills and attributes

To qualify for the role you must have

Qualification

• Master of Business Administration

Experience

• sales acceleration
• Commercial Excellence:
• GTM & Channel Strategy:
• Pricing Excellence:
• Data-driven problem solving
• Operating Model & Change
• Advanced Excel/Analytics & strong PowerPoint storytelling

What we look for

People with the ability to work in a collaborative manner to provide services across multiple client departments while following the commercial and legal requirements. You will need a practical approach to solving issues and complex problems with the ability to deliver insightful and practical solutions. We look for people who are agile, curious, mindful, and able to sustain positive energy, while being adaptable and creative in their approach.