Associate Director - Key Accounts Management & Business Development - Bank

Must have skill: Handling HSBC as one of the largest accounts in the candidate's career span.

Role Name: Global Account Relationship Manager

Designations: Associate Director, Director

Reporting to: Lead Partner

Internal Interactions:

- Lead Partners

- Service Line Representatives

- Research Team

- Global Account Manager

- Sector Business Development Manager

External Interactions:

- CXOs and Senior Management

Role Purpose:

The Account Relationship Manager works closely with the concerned Lead Partners in achieving the sales and other stated objectives for the assigned region.

Key Responsibilities

Sales & Client Relationship Management: 65% of work

- The Account Relationship Associate Director/Director interacts with senior leadership and relevant stakeholders from the client accounts of the assigned region on a regular basis. He/she is primarily responsible for lead generation and pipeline creation for the assigned region across the organization's service lines and industry verticals.

- Account Relationship Associate Director/Director qualifies the lead with the help of the organization's internal stakeholders, supports lead pursuit and plays an active role in lead closure.

Internal Stakeholder Management: 15% of work

Account Relationship Associate Director/Director actively engages with internal stakeholders such as - Lead partners, Global team, Global Key Account Managers and Service team during the lead generation to establish organizational credibility and value proposition in front of potential clients globally. He/she obtains relevant insights on priorities, opportunities, trends and shares it within the team.

Marketing and Branding: 10% of work

- Account Relationship Associate Director/Director markets services to accounts in the region, builds credibility and branding across clients.

- Account Relationship Associate Director/Director showcases global thought leadership to enhance value proposition. He/she builds partnerships with key industry associations for global development activities.

Planning, Reporting & Monitoring 10% of work

- The Account Relationship Associate Director/Director is responsible for developing, executing and monitoring the global sales plan.

- He/She reports back on the progress of the global plan to the Lead Partner on a periodic basis.

Key Performance Indicators:

- Lead generation, lead qualification targets

- Region specific revenue & growth targets

- Contribution to Alliances

- Number of qualified opportunities and closures

- Service line leads split in the region

- Media bytes

Competencies:

Technical:

- Post graduate in Marketing/ Finance with relevant regional experience

- Existing connects at management level within the industry in relevant region

- Demonstrated experience of managing and executing large size deals

- Good understanding in consulting and services field.

- Experience in the services industry in a matrix organization is preferred

- Strong analytical skills and logical ability

Behavioral:

- 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