Associate Director - FMCG Sector Business Development - Big4

SECTOR BUSINESS DEVELOPMENT MANAGER

Role Description

Role Name: Sector Business Development Manager

Designations:

Associate Director

Reporting Lead Sector Partner (Dotted line to Markets)

Role Purpose

The Sector Business Development Manager (Sector BDM) works closely with the concerned Sector Leaders/Partners and team in achieving the sales and other stated objectives for the assigned sector.

Operating Network

Contact Point

Internal Interactions Partners Sector Team

Service Line Representatives Key Account Manager

Research Team Regional Business Development Manager

External Interactions CXOs and Senior Management

Reportees

Designation of Direct Reportees Number of Reportees Purpose of Reporting

Sector Coordinator - TBD- Support Sector BDM in sales and associated activities

Education & Experience

Bachelors/Masters in any discipline.

Relevant account management experience (10 - 16 years: Associate Director - Executive Director)

Relevant sector experience (5 - 10 years: Associate Director - Executive Director)

Key Responsibilities

Time Spent

(in %age)

Sales & Client Relationship Management

The Sector BDM interacts with senior leadership and relevant stakeholders from the client accounts of the assigned sector on a regular basis. He/she is primarily responsible for lead generation and pipeline creation for the assigned sector across service lines and industry verticals. Sector BDM qualifies the lead with the help of internal stakeholders and supports lead pursuit. 50%

Internal Stakeholder Management Sector BDM actively engages with internal stakeholders such as - Sector partners, Sector team, Key Account Managers and Service team during the led generation to establish credibility and value proposition in front of potential clients in the assigned sector. He/she obtains relevant sector insights on priorities, opportunities and trends with respect to the sector and shares it with the team. 30%

Marketing and Branding Sector BDM markets services to assigned sector accounts, builds credibility and branding across clients in the sector. Sector BDM showcases sector specific thought leadership to enhance value proposition. He/she builds partnerships with key industry associations for sector development activities. 10%

Planning, Reporting & Monitoring The Sector BDM is responsible for developing, executing and monitoring the sector sales plan. He/She reports back on the progress of the sector plan to the Lead Sector Partner on a periodic basis.

10%

Total 100%

Key Performance Indicators

- Lead generation & lead qualification targets

- Sector specific revenue growth targets

- Contribution to Alliances

- Number of opportunities identified and qualified

- Service line leads split in the sector

- Media bytes

Competencies

Technical Behavioral

Post graduate in Marketing/ Finance with relevant experience in sales and business development

Existing connects at management level within the industry in relevant sector

Strong sector knowledge and industry experience within the identified sector will be preferred

Demonstrated experience of managing and executing large size deals

Experience in the services industry in a matrix organization is preferred

Strong analytical skills and logical ability Confident and self motivated individual who will represent the firm with the highest level of professional

Superior oral and written communication, ability to work in high pressure environments and in high performing teams

Excellent interpersonal skills with ability to manage multiple stake holders