Shruti Pandey

1. New Business Development (Hunting)

• Objective : Acquire new clients and generate net new revenue.
  Meet or exceed new client acquisition targets (e.g., 3-5 new clients/quarter).
  Pipeline growth: Maintain a qualified pipeline 3x the sales target.
  Revenue from new accounts (e.g., $200K+ per quarter).

2. Account Management & Retention (Farming)

• Objective : Maintain and grow existing accounts through strong relationship management.
  Client retention rate ≥ 90%.
  Upsell/Cross-sell targets achieved (e.g., $200K quarterly from existing clients).
  Consistently high CSAT/NPS from managed accounts.
  Renewal rate: ≥ 95% of expiring contracts.

3. Strategic Account Planning

• Objective : Drive strategic growth in key accounts.
  Account plans created and reviewed quarterly for top clients.
  Joint value creation initiatives with clients (e.g., pilot projects, innovations).
  Identify 2–3 new business opportunities per existing account per quarter.

4. Revenue Achievement and Pipeline & Forecast Management

Meet or exceed assigned revenue and margin targets.

• Key Results :
  Achievement of quarterly and annual revenue goals.
  Gross margin maintained or improved (e.g., ≥ 30%).
  Revenue contribution from new clients and existing clients clearly tracked.

Maintain a healthy and predictable sales pipeline.

5. Collaboration & Internal Alignment

• Key Results :
  CRM updated weekly with accurate opportunity data.
  Forecast accuracy ≥ 85%.
  Pipeline coverage of 3x–4x of quarterly quota.

Work effectively with internal teams (delivery, marketing, finance).

• Key Results :
  Zero internal escalations due to misalignment or miscommunication.
  Timely handoff to delivery teams for onboarding new clients.
  Joint client success plans in place with delivery and customer success teams.

Provide insights on market trends and competitors.

6. Market Intelligence & Competitor Analysis

• Key Results :
  Monthly insights shared with leadership and product teams.
  Competitive wins documented and shared internally.
  Value differentiation effectively communicated in pitches.

1. Client Relationship Management 2. Project Delivery & Quality 3. Revenue Growth & Account Expansion 4. Team Coordination & Resource Management 5. Risk & Issue Management 6. Reporting & Communication Innovation & Process Improvement

• Objective : Build and maintain strong relationships with clients.
• Key Results :
  Regular client meetings/catch-ups to ensure satisfaction.
  Client satisfaction score (CSAT) or Net Promoter Score (NPS) above target.
  Increase in client retention and account renewals.

Maintain and grow existing accounts through strong relationship management. Client retention rate ≥ 90%. Upsell/Cross-sell targets achieved (e.g., $300K quarterly from existing clients). Consistently high CSAT/NPS from managed accounts. Renewal rate: ≥ 95% of expiring contracts.

• Objective : Ensure timely and quality delivery of projects or services.
• Key Results :
  On-time delivery rate (e.g., 95% of projects delivered on schedule).
  Quality benchmarks met (e.g., Stakeholder feedback on project execution.
• Objective : Drive revenue through upselling, cross-selling, and new opportunities within existing accounts.
• Key Results :
  Revenue growth from existing accounts (e.g., 10-15% YoY).
  Number of new opportunities generated per quarter.
  Achievement of upsell/cross-sell targets.
• Objective : Effectively coordinate internal teams for client engagements.
• Key Results :
  Efficient resource utilization.
  Project staffing aligned with timelines and skill requirements.
  Internal team satisfaction and low attrition rate on engagement teams.
• Objective : Proactively manage risks and resolve issues that impact delivery or client satisfaction.
• Key Results :
  Timely identification and mitigation of risks.
  Reduction in escalations from clients.
  Documented incident response/resolution within SLAs.
• Objective : Maintain transparent communication and accurate reporting to stakeholders.
• Key Results :
  Timely submission of reports (weekly, monthly, quarterly).
  Accuracy and clarity of client and internal communications.
  Engagement dashboards maintained and updated.
• Objective : Continuously improve service delivery processes and add strategic value.
• Key Results :
  Implementation of process improvements or automation.
  Client recognition or awards for innovation.
  Cost savings or efficiency gains identified.

KRA: Managing and nurturing client accounts to drive retention and growth.

Description: Ensure client satisfaction and loyalty through effective account management.

• Client Retention Rate
• Revenue Growth from Existing Clients
• Number of Upselling Opportunities Identified
• Customer Satisfaction Score

Identifying and pursuing new business opportunities to expand the customer base.

Description: Drive business growth by acquiring new clients and partnerships.

• Number of New Clients Acquired
• Revenue from New Business
• Conversion Rate of Leads to Customers
• Market Share Expansion

Developing and implementing effective sales strategies to meet revenue targets.

Description: Drive sales performance through strategic planning and execution.

• Sales Revenue Target Achievement
• Sales Pipeline Conversion Rate
• Average Deal Size
• Sales Team Performance Metrics

Building and maintaining strong relationships with key clients for long-term partnerships.

Description: Foster client loyalty and trust through personalized relationship management.

• Client Engagement Score
• Client Feedback and Testimonials
• Repeat Business Rate
• Net Promoter Score (NPS)

Conducting market research and analysis to identify trends and opportunities.

Description: Stay informed about market dynamics to make informed business decisions.

• Market Share Growth
• Competitor Analysis Reports
• Market Penetration Rate
• Industry Thought Leadership Recognition

Monitoring and reporting sales performance metrics to evaluate effectiveness.

Description: Track and analyze sales data to optimize performance and strategy.

• Sales Revenue vs. Target
• Sales Conversion Rates
• Sales Team Productivity Metrics
• Sales Forecast Accuracy

Providing leadership and guidance to the sales team to achieve collective goals.

Description: Foster a high-performing sales team through coaching and support.

• Team Sales Target Achievement
• Employee Engagement and Retention
• Sales Training Effectiveness
• Team Collaboration and Communication

Developing deep product knowledge and expertise to effectively communicate value propositions.

Description: Be a product expert to articulate benefits and address customer needs.

• Product Knowledge Assessment Scores
• Product Presentation Effectiveness
• Customer Feedback on Product Knowledge
• Product Feature Adoption Rate

Leading negotiations and closing deals to achieve mutually beneficial agreements.

Description: Secure profitable deals through effective negotiation and closing techniques.

• Deal Closure Rate
• Deal Profitability Margin
• Negotiation Success Rate
• Deal Cycle Time

Identifying areas for improvement and implementing strategies to enhance sales performance.

Description: Drive continuous growth by adapting to market changes and feedback.

• Implementation of Improvement Initiatives
• Sales Process Efficiency Metrics
• Feedback Utilization Rate
• Adaptation to Industry Trends

Managing and nurturing client accounts to drive retention and growth.

Description: Ensure client satisfaction and loyalty through effective account management.

• Client Retention Rate
• Revenue Growth from Existing Clients
• Number of Upselling Opportunities Identified
• Customer Satisfaction Score

2. Business Development

Identifying and pursuing new business opportunities to expand the customer base.

Description: Drive business growth by acquiring new clients and partnerships.

• Number of New Clients Acquired
• Revenue from New Business
• Conversion Rate of Leads to Customers
• Market Share Expansion

3. Sales Strategy

Developing and implementing effective sales strategies to meet revenue targets.

Description: Drive sales performance through strategic planning and execution.

• Sales Revenue Target Achievement
• Sales Pipeline Conversion Rate
• Average Deal Size
• Sales Team Performance Metrics
• 4. Customer Relationship Management

Building and maintaining strong relationships with key clients for long-term partnerships.

Description: Foster client loyalty and trust through personalized relationship management.

• Client Engagement Score
• Client Feedback and Testimonials
• Repeat Business Rate
• Net Promoter Score (NPS)
• 5. Market Analysis
• Conducting market research and analysis to identify trends and opportunities.

Description: Stay informed about market dynamics to make informed business decisions.

• Market Share Growth
• Competitor Analysis Reports
• Market Penetration Rate
• Industry Thought Leadership Recognition

6. Sales Performance Reporting

• KRA: Monitoring and reporting sales performance metrics to evaluate effectiveness.

Track and analyze sales data to optimize performance and strategy.

• Sales Revenue vs. Target
• Sales Conversion Rates
• Sales Team Productivity Metrics
• Sales Forecast Accuracy

7. Team Leadership

Providing leadership and guidance to the sales team to achieve collective goals.

Description: Foster a high-performing sales team through coaching and support.

• Team Sales Target Achievement
• Employee Engagement and Retention
• Sales Training Effectiveness
• Team Collaboration and Communication

8. Product Knowledge and Expertise

• KRA: Developing deep product knowledge and expertise to effectively communicate value propositions.

Description: Be a product expert to articulate benefits and address customer needs.

• Product Knowledge Assessment Scores
• Product Presentation Effectiveness
• Customer Feedback on Product Knowledge
• Product Feature Adoption Rate

9. Negotiation and Deal Closure

• KRA: Leading negotiations and closing deals to achieve mutually beneficial agreements.

Description: Secure profitable deals through effective negotiation and closing techniques.

• Deal Closure Rate
• Deal Profitability Margin
• Negotiation Success Rate
• Deal Cycle Time10. Continuous Improvement
• KRA: Identifying areas for improvement and implementing strategies to enhance sales performance.

Description: Drive continuous growth by adapting to market changes and feedback.

• Implementation of Improvement Initiatives
• Sales Process Efficiency Metrics
• Feedback Utilization Rate
• Adaptation to Industry Trends
• Real-Time Example of KRA & KPI
• Client Retention and Growth