Head - Strategic Accounts

Grow Sales - New Customer Acquisition & Execution :

- Ensure achievement of assigned sales revenue and growth targets on defined margins from strategic accounts.

- Identify and ensure execution of cross sell opportunities for revenue growth.

- Ensure sales account planning for strategic accounts with focus on integrated solution selling

- For critical/ high value strategic accounts, be accountable and or be involved in account planning process

- Ensure sourcing/development of new strategic accounts

- Maintain a robust sales pipeline from strategic accounts

- Build integration between different business lines in developing solution offering and driving sales

- Develop solution offerings for new customer segments and generate sales

- Revisit and update solution offerings for existing customer segments to ensure competitive positioning

- For critical / high value deals, be involved or lead bid process including determining client requirement, designing solutions, estimating commercials, negotiating etc.

- Ensure support from Service Delivery and other stakeholders on critical/ high value bids

Keep : Customer Development & Retention Strategy & Relationship Building

- Develop strategies for client relationship expansion & retention

- Monitor accounts and provide advice to team on client management

- For critical and high value strategic accounts (where directly accountable) develop client relations & manage accounts by:

- Serving as a single point of contact for all commercial and operational issues with respect to strategic accounts

- Leading price increase process and ensuring recovery as per defined margins

- Coordinating with service delivery team to ensure quality of services as per defined standards

- Identifying selling opportunities including potential for cross-sell

- Identify issues with service delivery, price increase for all strategic accounts and discuss/ review with Sales head and Service Delivery Head

- CXO Engagement

Sales Management & Reporting :

- Annual planning for SAM team including revenues, growth, target segments, key accounts to get, cross-selling, etc.

- Cascade sales target to individual SAMs

- Monitor performance of SAM team on relevant parameters against budget and plan

- Take corrective actions to ensure meeting/ exceeding targets

- Ensure timely reporting on strategic account revenue and growth to leadership team

- Provide leadership to SAM team including career planning, performance evaluation, feedback, coaching and guidance

- Resolve performance issues for SAM team through interventions such as training, motivation etc.

- Define and drive incentive planning and performance management for team

- Conduct team building exercises/ meetings/ sessions

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