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 p