Current Openings

Head of Sales Strategy

Reporting to: Director Sales
Direct Reports: Sales Strategists
Location: Mumbai, India

Purpose
To assign accountability to one individual who will lead the charge in creating and managing deep expertise in key vertical categories

Having a clear vision for how to build a significant business in key vertical spaces. Creating, implementing and managing the strategy for each of the key vertical spaces to execute that vision. The strategy would include product needs, marketing objectives, sales support plans and the go-to-market strategy.

Responsibilities:

• Strategy:
  • Set the vision for key vertical categories
  • Create plans to build the business that will execute on that vision
  • Execute the plans for each category

• Marketplace and Customer Knowledge
  • Identify industry trends
  • Identify key marketing strategies, challenges and needs of the each vertical category
  • Identify new opportunities for growth and/or pending challenges for the industry
  • Assess how to secure revenue by complementing other media
  • Determine Yahoo! USP relative to the competition
  • Create the list of top accounts in each category and metrics for their businesses in their category
  • Evaluate the competitive USPs and SOM with Rediff, MSN and Google

• Yahoo! Product Knowledge
  • Develop a command of the solutions-oriented programs successfully executed for that customer base (case studies)
  • Work with the business units to identify and create the core opportunities across the Yahoo! network
  • Understand all new products and the role they play in the needs of the core customer base
  • Participate in discussions around new products and the relevance for the category and revenue potential associated

• Business Requirements
  • Develop and implement strategic plan for key categories
  • Implement a communications plan with your team members
  • Set category pricing with the Sales Director
  • Train the sales team with regards to industry expertise
  • Lead the ad sales forecasting process working closely with the Sales Director for each category based on market trends
  • Contribute to the BU forecasting process at year end
  • Create a collaborative environment between Sales Strategy, Sales, Sales, Sales production and Sales Operations.
  • Create strategic plans in conjunction with the account reps on the top accounts in their category

• Yahoo! Knowledge and Collaboration with the Business Units
  • Make recommendations on the development of category specific content in conjunction with marketing
  • Identify accounts with alliance potential
  • Partner with the BU to understand their business model to contribute where appropriate to discussions regarding their revenue model (i.e.:ad sales vs. reservations)
  • Drive the creation, in conjunction with the sales producers and marketing, customercentric programs vs. content centric packages that better meet the advertiser needs

• Marketing
  • Identify and prioritize the research studies to be fielded and purchased in conjunction with research and marketing
  • Become the Yahoo! Representative for vertical category expertise both internally and externally including providing the voice of Yahoo! at vertical events and speaking engagements
  • Identify key trade shows to attend and work with marketing to determine the appropriate resources allocated to them
  • Collaborate with trade marketing regarding sales presentations and collateral materials