Denave - Assistant Vice President - Key Account Manager

We have an urgent opening for the role of Key Account Manager based at Noida.

Job Title: AVP Key Account Manager

Location: Noida

Job Purpose:

To build market position by driving a focused Key Account Mgmt. strategy to ensure :

- New Business acquisition, continuity & growth in the GA at geo level by locating, developing, defining, negotiating, and closing business deals and maintaining healthy client relationship in the global accounts.

Job Responsibilities:

Client acquisition & Business Development:

- Seek out and source new clients by developing networks and independently identifying and developing relevant resources for sales and business development.

- Should be well versed in Software Solution selling.

- Identifies trendsetter ideas by researching industry and related events, publications, and announcements.

- Locates or proposes potential business deals by contacting potential partners; discovering and exploring opportunities.

- Build the sales pipeline at all stages of the sales process and actively managing the pipeline to achieve success.

- Prospect, qualify, prove, and close stages of the sales process.

- Apply a consultative solution-sales approach and tailor presentations and conversations to the specific needs of the individual prospects.

- Continuous follow ups and keeping a touch base to bring out new opportunities within the existing clients.

- Initiate and lead negotiations( scope and commercial) in-line with protecting mutual business interests

- Identify possible alternatives basis price and scope requirements for the award of the project

- Visualize different scenarios of negotiations and conduct negotiations independently

Client Relationship Management & Account Mapping:

- Maintain and leverage on alliances and relationships, to further the organization's interest develop and review strategies to enhance client retention

- Develops negotiating strategies, examining risks and potentials, estimating clients needs and goals.

- To earn trust in relationships with others by consistently demonstrating integrity and professional competence.

- Complete account mapping & Profilingwrt BU -wise Biz potential, competition mapping, procurement mapping

Relationship management @ account level- Sales, Marketing, Procurement :

- Engage with multiple stakeholders for incremental/additional business opportunity within the same account

- Existing relationship management. Biz retention, continuity & ramp up

Client escalation management :

Sales Deliverable:

- Increase Retention rate, revenue growth, and relationship growth in Key accounts

- Business achievement as per plan( Revenue, Gross Margin, service-mix)

- Ensure business continuity & growth from the account.

Internal Alignments, Account Management:

- Ability to close deals and meet the targets independently

- Comply with documentation requirements to be an active supplier ( PO/ Agreement validity etc)

- Ensure timely redressal of issues between Client & Denave Delivery team and resolve escalations

- Devise strategies to improve on TATs on payments

- Create a project governance mechanism with business owners and internal review team

Collaborate with internal stakeholders in defining a solution approach for the client :

- Participate in planning proactive systems to manage various change levers in project delivery along with the delivery team

- Oversee alignment of client engagement strategy with business objectives

- Create client and business impact through various innovative channels

- Guide team members in change management and customer engagement techniques

- Present and relay information to relevant parties

Required Skillsets:

- Minimum of 10 years of professional work experience in B2B sales, business development, Technology Sales and client relationship management.

- Exceptional relationship management skills and the ability to build and grow connections with people of all types and backgrounds.

- Exceptional verbal and written communication skills.

- Independent critical thinking and creative problem-solving skills.

- Comfortable and confident using technology as an integral part of the sales process.

- Highly organized and detail-oriented, with the ability to keep multiple projects and client engagements active at once.

- Comfort with ambiguity and ability to navigate uncertainty.

- Dynamic and engaging.

Website at www.denave.com.