AVP/VP - Sales/Business Development - Solutions Sales - BFSI

The Key Clients :

- Sales Leader will manage a team of 5-6 relationship managers and clients to drive sales progression and close business.

- This role will have the responsibility to work with clients to help them understand and articulate how solutions can drive business value in their organizations.

- The candidate should have experience organizing and extracting insights for cross industry clients through client engagement, market trends analysis, competitive analysis, and client research.

- The candidate must establish and maintain relationships both within & with external clients.

- The candidate will evaluate client needs and communicate with internal stakeholders, and as such is expected to have demonstrated excellent written and verbal communication skills, an ability to work independently with minimal supervision, confidence in addressing complex issues, readiness to employ critical thinking, and exhibit professional business conduct at all time.

- Should have high sales & revenue management orientation to manage team cadence, forecasts and follow a disciplined sales effort. This profile is expected to build and deepen relationships with key stakeholders within client organization and is responsible for stakeholder management & Is responsible for customer experience management and fully accountable for all aspects of business.

The candidate must possess :

- Good understanding of key banking processes within Banks & Financial institutes (for e.g. retail lending process, risk and collections, or marketing & acquisition related processes)

- Minimum 12-15 years of work experience in a bank and/or financial services institution

- Strong revenue management & team management capabilities

- Help establish value proposition with deep domain understanding and articulating this to our clients

- Must be able to communicate with all areas of the company especially work closely with product and technology teams

- Based on market knowledge provide inputs to both product and technology teams to productize solutions which can be taken across clients

Essential Job Functions :

The essential functions/tasks associated with the role :

- Ability to interact with client's management team to quickly understand "as is" processes and pain points

- Broad awareness of value propositions that can be applied to improve client's business

- Detailed knowledge of banking processes including use cases and value stories

- To conduct and analyze client Line of Business Executive interviews

- To develop high-level Solution Strategy Roadmaps

- To create Day-in-the-Life scripts that can illustrate Solution capabilities

- To work with Technology & Product organization to realize solution demos

- To develop qualitative and quantitative business cases that will show the ROI (Return on Investment) and of the proposed solutions

- Deep product knowledge to successfully position our solutions and differentiators effectively in the marketplace.

Knowledge Areas :

Products :

- Detailed knowledge of banking products and services and use of analytics in the lending world

- Understanding of lending products and data capture realities within the Indian Banking and MFI environment

Processes :

- Knowledge of credit risk/operational processes within a lending institution is a definite plus

Legislation :

- Impact of the RBI and implementation of RBI directives

- Understanding of the CICRA (2005). Not essential but needs to be learnt on the job

Professional Competencies :

- Problem Solving

- Understands and interprets stakeholder and client requirements and makes recommendations that best support their strategies

- Works with various teams and individuals in the business to develop appropriate solutions based on capacity, available resources and technological capability

- Interfaces with sales and development teams to ensure problem resolution of business and client requirements/solutions

- Can switch between tactical and strategic thinking

- Communicates Effectively

- Can persuade internal and external stakeholders to make client solutions a priority

- Presents solutions and propositions to audiences

- Effective written and oral communication.

- Manages Relationships

- Anticipates market needs and stakeholder requirements

- Listens to and incorporates requirements of internal and external clients.

- Works effectively with a team of people with varying degrees of knowledge (internal and external)

- Leadership and Management

- Is able to assess people needs and hire effectively

- Builds a learning conducive environment

- Resilient and demonstrate confidence in extremely challenging circumstances

- Learning on the Fly

- Learns quickly when facing new problems

- Analyzes both successes and failure for clues to improvement

- Experiments and tries unconventional approaches to find solutions

- Enjoys the challenge of unfamiliar tasks

- Quickly grasps the essence and the underlying structure of anything

Experience Requirements :

- Experience in sales management, revenue management and solution selling capabilities.

- 12-15 years of overall experience, with 8-10 years with Banks and/or Financial services institutions

- Successful implementation of strategies and supporting operational plans with or as part of senior leadership