Job Purpose:

To build market position by driving a focused Global Account (GA) Management strategy in identified set of Global Accounts to ensure New Business acquisition, continuity & growth in the GA at geography level by locating, developing, defining, negotiating, and closing business deals and maintaining healthy client relationship in the global accounts.

S No/Area of Responsibility /Description of Responsibility : 

1 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 award of the project

- Visualize different scenarios of negotiations and conduct negotiations independently

2 Client Relationship Management & Account Mapping Maintain and leverage on alliances and relationships, to further the organizations interest

- Develop and review strategies to enhance client retention

- Develops negotiating strategies, examining risks and potentials, estimating client's needs and goals.

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

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

- Relationship management @ account level Sales, Marketing, Procurement

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

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

Client escalation management

3 Sales Deliverables 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

4 Internal Alignments, Account Mgmnt 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 solution approach for the client

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

You can visit our Company Website at www.denave.com

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