Financial Software & Systems - Vice President/Head - Inside Sales/Major Account Management

Job Title : Vice President-Major Account Management

Reports To : Global Business Head

No. Of Direct : Reports 4

Team Size To be Handled : Around 10

Location Of Posting : Mumbai

Work Context :

Financial Software & Systems Pvt. Ltd is the payments technology leader with a suite of innovative products and services that powers retail delivery channels. FSS has offices in Chennai, Mumbai, Delhi, Kolkata, Hyderabad, Bangalore & Bhopal. FSS also has global footprints in USA, UK, Singapore, UAE, South Africa, Australia & Indonesia.

As the Vice President - Major Account Management, this role would have the strategic responsibility of leading, driving and managing all major accounts in FSS which includes implementing innovative solution and futuristic initiatives to effectively and efficiently generate revenues, as well acting as the primary spokesperson for all Major Account Management.

Role Purpose

- Head the Major Account Management team by providing expert advice and guidance on revenues, account management and business strategies to aid the achievement of organizational goals.

- Develop the Business, Strategize and innovate solutions to help achieve sales targets and generating numerous new accounts.

Key Responsibilities :

Strategizing business growth path :

- Formulate and implement business models to achieve organizational excellence through thorough understanding of the long- term company vision

- Develop business strategies and roadmaps to ensure the long-term viability of FSS business and sustainability of revenue streams.

- Strategize initiatives for sustaining unique selling proposition and brand equity. Lead strategic planning for continued partnership with clients.

- Seek out and develop new strategies for generating resources, ensuring future income streams, revenues and profits, optimizing costs, exploring and improvement in margins

Financial Management :

- Identify new business / potential prospects and provide revenue forecasts and achieve those for new and existing business

- Accountability for the collection and margin targets of all the accounts in FSS including transaction improvement of the account

- Ensure zero SLA violations and transgressions to minimize penalties incurred

- Monitor, Analyze, Schedule, Control & Optimize various internal and external cost

Maneuver Sales Strategy :

- Establish sales and revenue objectives by forecasting and developing sales quotas as well as projecting revenues for existing as well as new products

- Effectively forecast and communicate the annual sales numbers by implementing marketing strategies, analyzing trends and results

- Coordinate sales forecasting, planning and budgeting process within the organization

- Proactively identify opportunities for sales process improvement

- Monitor the accuracy and efficient distribution of sales reports and other intelligence essential for an organization.

- Meet and exceed all the assigned sales targets

- Implement enabling technology eg CRM

Account Management :

- Develop and enhance relationship/business with existing clients for further account growth and new opportunities

- Identify new clients/opportunities for business expansion

- Hands-on approach to problem solving using initiative and available resources

- Liaison between project team and customer for additional business operation from existing accounts.

- Primarily responsible for understanding clients usiness requirements and translate into functional specifications for the software development team

Customer Management :

- Effectively communicate, coordinate and collaborate with internal and external customers

- Ensuring customer satisfaction through front-ending responsibilities

- Identify and align with partners locally for positioning FSS solutions across various banks in the region.

- Anticipate customer evolution, i.e., to receive, discuss and anticipate new requirements from/with customers and propose - lowest effort- solutions or workarounds

Innovation driven solutioning :

- Support innovation by sharing feedback from customers to the Business and Technology organizations.

- Improvise and implement innovative solutions to enhance and improve the customer(internal and external) experience

Industry Research & Benchmarking :

- Perform market research to identify gaps/areas of improvement, best practices and ensure adoption of same at FSS

Stakeholder Management :

- Ensure clear, transparent and regular communication between the various stakeholders to ensure realistic expectation setting, timely updating of project status and provide feedback

Advisory to Management :

- Act as a subject matter expert and share inputs and insights to senior management on all aspects w.r.t. Major Account Management Group

Team and Resource Management :

- Manage, develop and guide team members to achieve professional excellence

- Analyze and effectively forecast the utility/requirement of various resources, the costs/expenses associated and control the same

Self-Management :

- Strive to continuously improve product and technology knowledge, Networks and professional standards

- Actively participate in pre-sales, marketing and business development activities

Critical Accountabilities :

Financial :

- Revenue

- Collection Target

- EBIDTA

- New Business from existing business

Strategic :

- Advice and share inputs to senior management to optimize processes/business

- Implement organizational development and strategic initiatives

Impact And Influence :

Internal :

- The Vice President-Major Account Management will be the representative/Head of MAM Functional Group and a member of the senior management team

- This position will be responsible for all the major accounts across all FSS locations in India.

External :

- Represent company in the external industry while liaising with external stakeholders

- Face of the company in the industry for exploring and leveraging new opportunities and business development

Geography :

- All FSS locations in India

Role Requirements :

Experience :

- 20+ years of relevant experience in handling sales in a reputed IT firms

Educational Qualification :

- MBA from premium colleges in India/abroad

Skills & Abilities :

- Excellent Communication and Interpersonal Skills

- Account Planning

- Decision making and Problem Solving

- Financial know-how

- Strategic Thinking

- IT Industry and payments domain knowledge

Personal Attributes :

- Result & Quality orientation

- Leadership

- Teamwork

- Displays vision

Working Conditions

- This role will follow the company prescribed work schedule, but being a strategic role may at times need to stretch and work on weekends

- This role requires the person to travel extensively to various office locations.

Physical Requirements

- This role will require the person to be physically fit to travel, work for extended hours when required, and effectively handle stress