SALES EXECUTIVE

SALES EXECUTIVE / BD EXECUTIVE

a. Lead Generation
a.1. Targeted Prospecting: Conduct rigorous daily research to identify prospective retail clients across India,
focusing on independent supermarkets, apparel chains, electronics stores, FMCG distributors, etc.
a.2. Stakeholder Engagement: Identify and build relationships with Store Managers, IT Managers and mid-
level decision-makers within the target market to establish product value.
a.3. Outbound Cadence: Execute high-volume outbound campaigns via cold calling, personalized emails
and professional networking platforms to engage retail owners and key decision-makers.
a.4. Target Attainment: Consistently meet or exceed monthly lead generation targets.

b. Lead Qualification & Solutioning
b.1. ICP Qualification: Assess inbound and outbound leads by evaluating their Ideal Customer Profile (ICP)
alignment, current software stack, store count and critical pain points (Ex.: inventory stockouts, GST billing
errors, poor omnichannel visibility).
b.2. Cycle Management: Independently lead transactional and mid-market sales cycles while shadowing
and assisting Senior Executives on multi-stage enterprise product evaluations.
b.3. Solution Design: Collaborate closely with the technical team to tailor the ERP solution to meet specific
and customised client requirements.

c. Prospect Demos
c.1. Tailored Demonstrations: Deliver highly customized, in-person or virtual demonstrations of the ERP
software, highlighting modules like POS, Retail Excellence, Warehouse Management System, Inventory
Management System, etc.
c.2. Objection Handling: Address common retail-specific objections such as implementation downtime,
hardware compatibility, staff training overhead, etc. with empathy and data-backed resolutions.

d. Proposal, Negotiation & Closure
d.1. Proposal Development: Draft compelling, accurate commercial proposals, software licensing
agreements and Annual Maintenance Contracts (AMCs) tailored to the specific scale of the retail
operation.
d.2. Contract Negotiation: Negotiate and finalize standard pricing and payment terms to successfully close
mid-market contracts while protecting company margins.
d.3. Target Attainment: Consistently meet or exceed monthly, quarterly and annual revenue targets.

e. Account Expansion
e.1. Account Growth: Drive upselling initiatives within existing accounts by introducing advanced modules.

f. CRM & Cross-Functional Collaboration
f.1. CRM Discipline: Maintain real-time, accurate records of all prospect interactions, pipeline stages and
follow-up activities within the company CRM.
f.2. Implementation Handoff: Coordinate seamlessly with technical teams to ensure smooth software
deployment, hardware integration (Ex.: receipt printers, barcode scanners, etc.) and a flawless transition
from contract signing to "Go-Live."
f.3. Market Feedback: Relay on-the-ground intelligence regarding competitor pricing and feature gaps
directly to the senior authorities and the technical team.