Arcolab - Manager/Senior Manager - Business Development

About the job

Job Title: Manager/Senior Manager Business Development Lead Human Capital Practice

Role Overview

The Business Development Lead Human Capital will be responsible for driving the end-to-end sales strategy and business growth of Arcolab Human Capital offerings across key areas, including Organization Effectiveness & Transformation, Talent, Performance & Rewards, HR Transformation, and People & Digital Services.

The role encompasses a diverse suite of HR Advisory Services, such as Organization Design, Job Evaluation, Strategic Workforce Planning, Organization Diagnostics, Performance & Rewards Consulting, Talent Acquisition, HR Transformation, and HR Digitization leveraging the Darwinbox Platform.

This position requires a results-oriented, sales-driven professional with an entrepreneurial mind set and a proven track record of engaging and selling to CHROs, CXOs, and senior HR leaders.

The ideal candidate will demonstrate the ability to independently identify opportunities, build and manage strategic relationships, and drive sustained revenue growth.

Responsibilities

Sales & Revenue Growth

- Own and achieve business targets, ensuring consistent revenue growth for Arcolabs Human Capital P&L.

- Identify, qualify, and convert prospective clients by leveraging industry knowledge, competitor analysis, and strategic outreach efforts.

- Lead business development efforts through cold calling, networking, prospecting, client meetings, and consultative selling to CHROs, HR Heads, and CXOs, ensuring a strong sales pipeline.

- Develop and execute sales strategies that align with Arcolabs business objectives, adjusting approaches based on market trends and customer needs.

- Drive Darwinbox (DB) promotion, positioning Arcolab as the preferred implementation and consulting partner by showcasing its unique value proposition and expertise.

- Engage with prospective clients to identify key HR challenges and deliver high-impact initial sales pitches, focusing on generating interest and driving business opportunities.

(The detailed sales pitch deck, proposal development, and solution scoping will be handled by the consulting team.) Secure client commitment, leading sales discussions, and ensuring seamless handover to the consulting team for execution.

Contract negotiation and pricing discussions will be done in collaboration with practice leaders.

Client Engagement & Relationship Management

- Manage the full sales cycle, from initial client outreach to proposal development, closing, and post-sale relationship management.

- Develop and maintain strong client relationships, ensuring repeat business, referrals, and long-term partnerships with HR leaders.

- Conduct regular check-ins and follow-ups with existing and potential clients to assess needs, identify cross-selling opportunities, and ensure service satisfaction.

- Collaborate with internal teams, including consulting, implementation, and HR experts, to align business development efforts with service delivery, ensuring seamless execution.

- Engage in consultative selling, understanding client challenges and providing customized solutions that enhance their HR functions.

Marketing & Brand Positioning

- Work closely with the marketing team to develop targeted campaigns, digital content, and lead-generation strategies to attract potential clients.

- Lead event planning and participation, including industry conferences, HR summits, networking forums, and corporate events to position Arcolab as an industry leader.

- Present thought leadership content, including webinars, whitepapers, industry reports, and case studies, to drive brand awareness and establish credibility.

- Manage end-to-end marketing collaboration efforts, ensuring sales and marketing efforts are seamlessly integrated to maximize impact.

- Leverage social media, PR, and digital marketing channels to enhance visibility, drive inbound leads, and strengthen the companys market positioning.

Process & Performance Management

- Track and report sales performance metrics, including lead conversions, pipeline growth, revenue generation, and customer engagement, ensuring targets are met or exceeded.

- Continuously refine BD processes, identifying bottlenecks, streamlining workflows, and implementing best practices for improved efficiency.

- Maintain and update CRM databases, ensuring accurate tracking of leads, prospects, sales activities, and client interactions for data-driven decision-making.

- Provide regular business development insights to Practice Leader, offering strategic recommendations based on market intelligence and sales performance analysis.

- Monitor industry trends, competitor activities, and emerging HR service demands, using insights to refine sales approaches and create competitive advantage.

Key Requirements

- 12-15 years of experience in B2B HR consulting sales, with a proven track record of selling to CHROs, CXOs, and HR leadership.

- Experience in HR solutions sales, including HR technology (e.g., Darwinbox), talent acquisition services, and human capital consulting.

Skills & Competencies

- Strong hunter mindset, with the ability to generate leads, manage outreach, and close deals independently.

- Results-driven and action-oriented, with a demonstrated ability to meet and exceed revenue targets.

- Strategic and consultative selling experience, understanding client needs and crafting tailored solutions.

- Excellent communication, negotiation, and relationship-building skills.

- Experience in event management, marketing collaborations, and brand positioning initiatives.

- Ability to work independently, with a high degree of ownership and initiative.

- Willingness to travel as required for client meetings and business development activities