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HCL - Account Manager - Hunter (8+ yrs)
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Written by MBA Jobs
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Monday, 10 May 2010 |
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Job Code: 15070
Location:
Account Manager - Hunter.
Job Profile.
· Responsible for business development through new named accounts with no prior engagement with the defined level of profitability.
· This would include industry/ client prospecting/ mapping the target market vis-à-vis HCL’s capability & service propositions.
Business Management:
· Typically a business development manager will carry booking targets in the range of 5 to 10 M, pa with projected NM of 22-25% for ERS. He/ she would also carry billing targets from new accounts in the range of $ 2 – 3 mn USD for ERS.
· Ensure a good mix of booking & billing in the financial year, to ensure timely realization of revenue.
· Open at least 2-3 new accounts per team member per year classifiable in the Bronze, Silver, Gold or Platinum category.
· Participate in CXO/Industry meetings to establish & enhance HCL positioning.
· Ensure that the DSO (daily sales outstanding) should be within permissible limits though proper billing and invoicing as per terms of the contract. Collections in an integral part of the sales process as it directly impacts the profitability.
· Create connects with potential customers/influencers across levels in the organization, even in case of no deal status.
· Provide strategic inputs & market intelligence to sales enabling teams for sweet spot analysis, research, competitive benchmarking, trends, formulating events & campaigns.
· Develop account plans as per requisite templates and keep the same updated. Such templates will form the basis for structuring account strategy and will provide visibility to key stakeholders of the investments required to make the account grow.
· Compliance to systems & processes such as Sales Force Automation (SFA) to ensure management reporting and analytics for informed decision making and productivity norms.
· Continuously measure performance on the sales goal matrix including sales effort on the scale of productivity (revenue/ head), sales call effort (no of calls / day), opportunity movement (at various stages of SFA) and bid to win ratios.
· Ensure customer participation in HCL sponsored events like GCM, Analyst Meets etc.
Bid Management:
· Responsible/ Take charge manager for all aspects of the sales cycle including opportunity identification, opportunity analysis, proposaling, bid defense, commercials and finally winning the deal ( through SFA)
· Ensure bid to win ratios (30+%, calculated on value) by participating in creating Win Theme, solutioning, story board the solution, executive summary of the bid. Collaborate with the key stakeholders in solutioning, bid management, marketing, delivery teams. Maintain appropriate internal communication links to achieve same.
· Have the requisite commercial & business acumen & participate in contracting & commercial negotiation of the bid. Comply with HCL Business Rules for the same.
Funnel Management:
· Create a robust pipeline of accounts/ opportunities (evident in SFA) in sync with HCL capabilities and Sweet Spot analysis. Position HCL as a strategic partner to create opportunities with one or multiple services lines of HCL.
· Should be able to proactively establish & maintain all potential opportunities/ leads in the nominated accounts and create a robust funnel, evident in SFA. Guideline: 5 to 10 times billing target.
· Develop good understanding of the designate industry segment and update knowledge periodically on market indicators, IT Spend, outsourcing trends, top 20 customers, opportunities available.
· Develop good understanding of competition to be able to create differentiator for HCL offerings/ pricing.
· Interact/ Influence Analysts & Advisors and participate in thought leadership forums for knowledge updation and business generation.
· Participate in training programmes and refresh knowledge on what to sell & how to sell while remaining abreast with the trends & new propositions of the concerned vertical.
Prior Must Haves:
- Experience in handling the respective domain in large strategic accounts, with a revenue turnover of about $ 1-10 mil, Should have defended large bids to the tune of $5-25 mil TCV/bid in the past.
- Should have a good understanding of the current geography & have good connect in the market at CXO level.
- Should have the experience of handling minimum standard physical client/prospect calls/day and telephonic calls/day.
Candidates with experience in Engg/Telecom/Embedded Services only preferred.
Exp : 8-12yrs
Education: B.Tech,MBA
Location : Noida /Chennai - Position will be based at these locations for 12- 18 months ,later will be based at US/UK.
If interested please share your resume to sheelanm@hcl.in
Regards,
Sheela
CoE – Recruitment & Resourcing
HCL Technologies Ltd.
34 & 35,Haddows Road,Chennai
Tel: 044 -42209999 Extn. (1527)
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