CAMS - Leader - Business Development

About CAMS :

CAMS is a platform based service provider for Mutual Funds, Insurance companies, Banks, NBFCs. It also offers IT services through its 100% subsidiary, Sterling Software Pvt. Ltd (SSPL) renowned for IT Products powering Mutual Fund Industry in India.The Company's products are used extensively by Asset management companies, CAMS (India's leading MF RTA), Distributors. The product range is extensive covering areas of customer acquisition, account set up, transaction processing, customer care services, Commission processing, reconciliations, online services, mobile apps, sms based services, call center services. CAMS technology platform and services to Mutual funds are mature and compare with international markets.

CAMS Insurance Repository Ltd and CAMS Investor Services Pvt Ltd are two other subsidiaries of CAMS.

Brief about CAMS : CAMS is 29 year old company which is professionally managed and owned by Institutions. HDFC Group, NSE Strategic Investments ltd and Acsys Investments are the major share holders of this company.

Purpose of the Role :

- The role of the Business Development Leader is to develop mutually beneficial relation between CAMS and Strategic Customers in Banking & NBFC.

- In this role the BDM will lead sales engagements, selling solutions to address complex business process requirements. Sell multiple BPO services (including, Banking & NBFC Operations, s Payment Services, Customer Care or Voice process,) Strategic Outsourcing Services and technology based solutions.

- To maximize revenue from acquired clients by identifying and developing solutions and offering value added services.

Responsibilities :

- Lead generation (hunting) and identification of new opportunities with existing, former and new clients, and strategic partners, in defined verticals. Leverage past relationships and references.

- Account planning, Opportunity Identification and ownership; validation and qualification of those opportunities through the solution-driven processes

- Establish relationships at various levels, demonstrate value, build and execute sales plans for strategic must-win accounts.

- Gather Information to identify and address deciding factors in the Sale.

- Creating RFPs/Proposal Presentations/Site-visits and convincing clients of the solution need

- Present CAMS credentials in the Indian Banking NBFC landscape and its value proposition and support clients business plans. Pursue till conclusion of contract.

- Planning revenue targets and ensuring on-track achievement and closing deals with a focus on margin protection.

- Elevating client satisfaction by collaborating with delivery, resource management and service lines to exceed customer expectations.

- Manage the customer relationship, establish financial and pricing strategies, which meet the client's business objectives while meeting business model, and lead the team to successfully close the opportunity.

- Keep abreast with industry best practices, market trends and market intelligence in the IT/ITES space across various industry domains.

- Review and monitor repository of Market Intelligence / Analytics across Banking and NBFC payment systems

- Participating in sales meetings, IT technology seminars, BFSI forums and trade shows.

Skills Required :

- Demonstrate ability to build, maintain and grow a sales pipeline that supports meeting sales objectives.

- Customer Relationship Management & Client handling skills with ability to present and articulate 'Points of View'.

- Fluent, Excellent communication skills, presentation skills

- Negotiation skills, Professional sales techniques and Employ consultative skills.

- Collaborate with and leverage CAMS's subject matter experts to close sales.

- Hunter - (New Customer Acquisitions) rather than - Farmer- .

- Familiar with relevant applications and technologies.

- Good network of contacts in the financial services (Banking and Capital Markets) Must be aggressive and go getter with a track record of consistently adding new logos and exceeding targets.

Professional Requirement :

- Banking services in general and high volume financial transactions in particular, amongst the various entities in financial & commerce arena

- Understanding of the Financial Services landscape, being aware of how these services are changing both in terms of technology and regulations - to come up appropriate services.

- The person should have done sales for a few years, at least, with a third-party service provider in the BFS domain. The experience should be either in services sale or service-product sales arena.

Educational Qualification :

Work Experience :

- 15 - 20 Years

- BFSI industry (Minimum 10+ years)

- Offshore model

Location : Mumbai Travel Time Expected: 30%

KRA :

- Meet or exceed sales targets by adding new customers.

- Profitable growth target

- Build Company brand