Business Development Manager - Consulting

Business Planning

- Handles multiple territories within the market

- Responsible for setting and executing the sales strategy for the aligned market

- Leads the development of a sales plan for Service Delivery opportunities focusing on targeted organizations where a Service Delivery opportunity is likely to exist

- Demonstrates strong sales strategy ability, crafting and presenting client offers and helping the HRO team identify and navigate alternative paths to making the sale

- Create demand and generate interest in existing and new markets, and listen for opportunities to create new or improved products

- Developing/ managing a pipeline of future outsourcing business opportunities across the market to achieve market business development objectives/ targets

- Supporting the market and regional business leaders in determining targeted opportunities and developing accurate and timely business forecasts.

- Key Account Management support and on-selling to existing clients in the market.

Sales Forecast

- Responsible for developing and implementing sales strategy to achieve business objectives for multiple territories. Would be responsible for assigning territories and setting targets for the sales team.

- Leading and managing the market sales team, with specific focus on:

Large local (Market) HRO sales opportunities

Pro-active and/or opportunistic regional HRO sales opportunities

- Working with the RSL for

Sales forecasting, pipeline management and allied planning and executing frameworks in the market

Market specific deals and market expectations from regional deals

Market group pipeline management and aggregation

- Progress Review on a periodic basis and reporting on key matrices.

Process Management

- Responsible for activities regarding researching new business opportunities in the market as well as customer research

- Researches current client problems, or issues and specific market trends, along with guiding the junior members of the team

- Speaks internally to colleagues to share and find information, reads white papers, uses the Intranet in order to present products and services, along with managing medium size teams

- Engages with the top management of clients

- Responsible for thorough understanding of the local marketplace, marketing management and strategy, sales strategy for the assigned territory

- Requires a good understanding of different services offered by the company

- Working with BDL to ensure

Consistency - Sales processes, targeting, prospecting, branding, collaterals and sales support materials

Setting, reviewing and taking joint responsibility and ownership of sales targets

Monitoring, planning and executing - guiding and coaching - around Key Account Management and Cross Selling

Endorsing and ensuring use of appropriate client development tools, processes and systems for client planning, monthly forecasting, CR

- Continuously build on existing domain expertise in sales function

Develop scope and technical solution in conjunction with Operations & technology

Support the RFP process. Develop and deliver product demos

Negotiate skills, SLAs/SOW finalization.

Contracting facilitation and protection of Hewitt's interests.

Financial Management

- Manages and optimize cost of sales - people, marketing, travel etc.

- Lead pricing efforts in conjunction with Finance for current/new products in the market

- Provides inputs on pricing decisions striving to sell at the highest possible profit margin.

Market Intelligence

- Works closely with regional marketing manager on

collection and communicating market intelligence on products/services and incorporate it into sales client planning process

sharing the above with the BDL, other BDM and delivery teams

validation of our capabilities against scope

drafting competitive strategy and market share enhancement plans

Branding

- Works closely with regional marketing manager in

setting the brand and communication strategy for the market

formulating marketing and brand building initiatives in the market

creating the - pull- factor for Hewitt service offerings.

liaison with other Hewitt Business segments to ensure harmonization of process and approach in the market

New product development

- Participation in developing new services

- Support transition to Implementation Team

- Works closely with regional marketing manager to

assess market demand for existing Hewitt Suite of products

conduct feasibility study basis market needs and internal delivery capability

formulate - go-to-market- strategy for launch of products

convey market needs to RSL, Product, Solution and Technology groups

People Management

- Leads the creation of sales culture

- Shares responsibility with the RSL on sales team staffing decisions

- Managing the team's performance and development with specific accountability for associate engagement, productivity and retention objectives

- Clarifies accountabilities and priorities and eliminates barriers that get in the way of achieving results

- Ensures experiences and learnings are shared across team members and broader client development group

- Lead a team of professionals engaged in selling different types of services

- Responsible for building team capabilities

- Monitors and improve conversion rates, productivity levels, staff strength, product mix, cost of sales and profitability at the territory level

- Assigns sub territories and accounts to team members.

- Provides assistance and/or escalation with different customer problems, account conflict, and participates in important negotiations

Posting Qualifications

Formal Education & Certification

- Bachelor's degree in related field or equivalent professional level work experience.

Knowledge & Experience

- Must reside in, and have strong, current relationship with, prospective clients in the defined territory

- Strong domain expertise

- Excellent selling and sales strategy skills, including ability to close deals

- 4-7 years, minimum, demonstrated selling success/track record selling similar benefits to the large market (5,000+ employees)

- Ability to determine good business opportunities for the organization

- Excellent communication and negotiation skills required when dealing with client top management and CEO's

- Proven experience in building and developing client relationships among senior level decision makers

- Ability to apply the firm's positioning and brand strategy to all aspect of business development efforts

- Experience prospecting/cold calling to large market prospects

- Internal and external communication and presentation skills - ability to articulate and sell value

- Negotiation skills

- Project management skills

- Should have very high interpersonal skills

- Excellent people management and leadership skills are required to motivate and retain a diverse set of sales professionals

Work Conditions

- Office work environment.

- Requires the ability to interact with others in multiple locations globally. This may require flexible hours.

- Occasional evening and weekend work to meet business needs.

- Frequent computer use at a workstation for extended periods of time.

- Travel as necessitated by business needs.