This career opportunity is with Client's Sales Group. The Business Development Manager (Hunting) is accountable for new business development and revenue from new clients. The role incumbent is responsible for new business development through direct sales, customer relationship management and coordinating the strategies of various business development teams to grow the order book from new clients.

Reports to the Head, Business Development

The role demands knowledge and experience of:

Financial

- Create and communicate the business development strategy at the vertical level

- New business development activities through direct sales.

- Support Business Development Heads in proposal development, negotiation and commercial terms for large deals.

- Regularly monitor sales trends around the target new clients, market dynamics and incorporate into existing business development strategy and plan.

- Developing strong relationships with the customer leading to deep understanding of their products and long-term business strategies.

- Building and maintaining a network of public and private customer contacts and partners in the region.

- Own and periodically review the accounts receivable status from the new accounts as per the cash-flow plan.

- Drive increase in deal signing margins through consultative selling, single source deals and a coordinated sales strategy.

- Increase market share and also share of wallet of the account with the customer.

Delivery/Customer Satisfaction

- Orchestrate internal resources in sales and delivery to give the customer an enhanced experience across touch-points.

- Build a trusted group of reference-able customers who can vouch for Client.

- Ensure a smooth hand-off of all new accounts to the account management teams.

- Drive resource forecasting for the account from both confirmed opportunities as well as the opportunities in pipeline.

Offering/Competency Development

- Support the solutions teams with customer perspectives and competitive intelligence to develop new vertical and horizontal solutions.

- Showcase Client's solutions as a strategic fit for the customer organization through workshops, boot camps and strategy meets.

- Push for higher value/value added services and solutions to the customer in line with Client's offerings.

- Capture and create integrated opportunities with end-to-end solution delivery requirements.

- Exemplify Client's leadership in conferences, meets and seminars, by presenting thought leadership and connecting with key customers.

- Drive implementation of sales process and CRM.

- Sales process adherence: Account plan, Reviews, Estimation, opportunity update, etc.

- Maintain touch points with the analyst and advisor teams to garner market trends and intelligence.

- Nurture key relationships with strategic partners and alliances in order to build leads into new business opportunities.

People / Eco system

- Mentor and nurture the next line of leadership in the hunting team.

- Build a top quality hunting sales team capable of consultative selling.

- Focus on people development, employee movement and career management.

- Work well with all the verticals in the BU and also service lines and domain groups in WI / WT to increase the sales effectiveness.

- Build a supportive environment and a motivated team to increase employee satisfaction and minimise attrition in the business development teams.

- Work closely with advisors and analyst community in spotting / nurturing opportunities and increasing the conversion rate.

Key Skills:

Must be Engineer & MBA. Must have worked in T-1 companies in similar roles. Must know the Indian IT services industry eco system. Must have dealt with C level executives in the client organizations. At least a reasonable exposure to manufacturing segment (minimum 3 years of selling to this segment with some top logos). Must be familiar with the global technology trends in the industry and their relevance to Indian IT services. Must have sold both infra and application services.

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