I&P GN - Song – Sales- Consultant - Process Excellence-PE

Job Description Template
Job Title - Consultant – Process Excellence
Management Level: 09 - Consultant
Location: Delhi, Gurgaon, Mumbai, Bangalore, Chennai, Pune, Hyderabad
Must-Have Skills
Strong understanding of B2B Sales processes and end-to-end Sales process steps, including Lead Management, Lead Qualification, Opportunity Management, Pipeline Management, Forecasting, Account Management, CPQ, Deal Management, Contract Management, Order Management, and Sales Operations.
Experience in process excellence, process redesign, process optimization, benchmarking, and data analysis.
Ability to analyze current-state processes, identify improvement opportunities, and support the design of future-state Sales processes and operating models.
Working knowledge of AI, GenAI, automation, and AI-assisted analytics and their application to business and Sales process transformation.
Ability to conduct research, analyze industry trends, and translate findings into actionable insights and recommendations.
Strong analytical and problem-solving skills with the ability to work independently and progressively take ownership of assigned deliverables.
Good-to-Have Skills
Experience with process mapping, process modeling, and visualization tools, including Microsoft Visio or equivalent applications.
Exposure to Sales platforms and applications, CRM (Salesforce, Microsoft Dynamics), CPQ (Salesforce, Conga, SAP), CLM (Icertis Conga), Sales Planning (Anaplan, Xactly), Forecasting (Clari, Aviso), Incentive Compensation (Varicent, SAP Callidus), Order Management (Salesforce, SAP), and Revenue Management (Salesforce, SAP) platforms.
Familiarity with AX Design and the application of AI-agent concepts within business processes.
Experience supporting Business Development (BD), proposal development, RFP/RFI responses, solutioning, and client presentations.
Client-facing consulting, workshop facilitation, and stakeholder management experience.
Exposure to change-impact assessment across people, process, technology, data, and operating model dimensions.
Knowledge of Power BI, Tableau, GenAI platforms, or other analytics and visualization tools.
Experience
4-9 years of experience in management consulting, process excellence, process redesign, Sales Operations, business transformation, or related areas, with increasing levels of independence.
Experience or exposure to B2B Sales transformation and Sales process improvement is preferred.
Experience supporting BD pursuits, RFP/RFI responses, proposal development, or solutioning activities is an advantage.
Educational Qualification
Bachelor's Degree or equivalent.
MBA/PGDM (Preferred)
Job Summary
As a consultant – B2B Sales Transformation & Process Excellence, you will support clients in analyzing, redesigning, and transforming their end-to-end B2B Sales processes. You will work across key Sales process steps, from Lead Management and Qualification through Opportunity Management, Pipeline Management, Forecasting, CPQ, Deal Management, Contracting, Order Management, and Sales Operations, helping identify opportunities for process simplification, automation, platform enablement, and AI-led transformation. You will conduct industry research, benchmarking, data analysis, and process assessments to develop insights that support transformation recommendations.
You will also contribute to Business Development and RFP/RFI activities, including research, solution development, process narratives, capability presentations, proposal content, and client-ready materials. The role will involve working with Sales platforms and enterprise applications, understanding how technology enables business processes, and supporting digital and platform transformation initiatives. You will use tools such as Microsoft Visio, Power BI, Tableau, and GenAI-enabled platforms to analyze, visualize, and communicate findings. You will also develop an understanding of AX Design, recognizing how AI agents can be embedded within redesigned Sales processes. This includes defining where AI can operate autonomously, where human intervention is required, and how AI-to-human handoffs should be designed. You will primarily support engagements across the Software & Platforms, High Tech, and Communications & Media industries, while developing broader cross-industry Sales transformation expertise.
Roles & Responsibilities
B2B Sales Process & Transformation
Analyze current-state B2B Sales processes and document process steps, activities, roles, systems, data, controls, and pain points.
Support the design of future-state Sales processes, identifying opportunities for simplification, standardization, digitization, automation, and AI enablement.
Develop process assessments across the Sales lifecycle, including:
Lead-to-Opportunity
Lead Qualification
Opportunity Management
Pipeline Management
Sales Forecasting
Account Management
CPQ and Deal Management
Contract Management
Order Management
Sales Operations and Revenue Operations
Identify process gaps, inefficiencies, manual activities, duplication, and opportunities for process improvement.
Support the development of Sales operating models, process standards, functional requirements, playbooks, and transformation of roadmaps.
Process Excellence & Analytics
Conduct process excellence, benchmarking, and maturity assessments to identify improvement opportunities.
Develop industry and functional trend assessments across Software & Platforms, High Tech, and Communications & Media.
Build analytical frameworks and data-driven assessments using AI-assisted analytics and visualization tools.
Analyze business and operational data and translate findings into structured insights and recommendations.
Conduct peer and industry benchmarking to assess client performance against relevant market practices.
Develop supporting materials, dashboards, presentations, and executive-ready recommendations.
Sales Platforms & Applications
Support assessments of Sales platforms and applications and their alignment with business processes and user requirements.
Analyze how CRM, Sales Cloud, CPQ, CLM, Forecasting, Sales Planning, Deal Management, Incentive Compensation, Order Management, and other Sales applications enable the Sales lifecycle.
Develop process maps and workflows using Microsoft Visio and other process modeling/visualization tools.
Support requirements gathering, functional analysis, process design, and platform transformation activities.
Identify opportunities to leverage technology, automation, AI, and GenAI across Sales process steps.
AI, GenAI & AX Design
Apply relevant AI and GenAI tools across research, analysis, process assessment, documentation, and deliverable creation.
Explore opportunities to embed AI and automation within Sales processes to improve productivity, decision-making, customer experience, and operational efficiency.
Apply AX Design principles when assessing AI-enabled processes.
Define how AI agents could operate within individual Sales process steps, including:
Activities handled autonomously by AI
Decision-making boundaries
Human intervention requirements
AI-to-human handoffs
Controls and governance
Support the development of AI-enabled process concepts, use cases, and transformation recommendations.
Business Development & RFP Support
Support Business Development, RFP/RFI, proposal, and pursuit activities.
Conduct client, industry, competitor, and market research to support pursuit strategies.
Develop RFP responses, solution narratives, process diagrams, capability presentations, case studies, and proposal content.
Translate client requirements into structured Sales transformation approaches and solution concepts.
Support development of value propositions, solution approaches, delivery models, and transformation roadmaps.
Contribute to client presentations, workshops, demonstrations, and pursuit discussions.
Collaborate with senior consultants and leadership teams to develop differentiated and client-relevant solutions.
Client & Engagement Support
Participate in client workshops and stakeholder discussions to understand business requirements, pain points, and transformation objectives.
Support interviews and working sessions with Sales, Operations, Technology, and Business stakeholders.
Develop clear and structured communication materials for clients and leadership review.
Conduct change-impact assessments covering people, process, technology, data, skills, and operating model changes.
Incorporate stakeholder feedback into process and transformation designs.
Professional & Technical Skills
Strong understanding of B2B Sales processes and Sales process steps.
Knowledge of Sales Operations and Sales transformation concepts.
Experience or exposure to process excellence, process redesign, benchmarking, and process optimization.
Ability to perform data analysis and AI-assisted analytics.
Working knowledge of how AI, GenAI, automation, an

Work arrangement
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