GM/VP/AVP - Corporate Business Segment (Solution Sales)

Reports To : Director - Business Development, Corporate Segment

Span Of Control : India

Location : Mumbai / Bangalore / Chennai

Position Purpose :

- Responsible for generating new business from companies operating in the IT, ITES, BFSI, Telecom and Diversified Services industries in line with the targeted revenue growth strategy for the Corporate Services Segment, through a team of Business Development Managers located across key markets in India.

Role Description :

Strategic :

- Take the lead and ownership to drive revenue and profitability from a set of targeted accounts by establishing relationships with key decision makers and developing the strategy to win new business.

- Responsible to develop the overall business development strategy by identifying growth opportunities in terms of new companies and new markets, analyzing the competitive landscape and provide strategic insights to the Marketing department for developing new offers and strengthening the existing offers for the segment.

- Support the account management strategy of the organization by providing insights on existing and potential key accounts within the segment to increase market share of our organization in the segment.

- Establish and maintain strategic alliances with various industry forums within the segment.

Financial :

- Establish the BID - NO BID on Request for Proposals (RFPs) received from large companies and existing clients in the segment. Coordinating with cross-functions such as Operations, Marketing, HR & Workforce Deployment, Health & Safety, Procurement, Finance and Legal to develop the right solution, achieve the defined profitability and follow the process of seeking approvals for CAPEX investments, terms & conditions (and deviations if any) for all new proposals.

- Support the Head of Business Development in the formulation of the annual budget for the business development team, monitor performance of the segment (i.e sales growth and profitability) against targets

- Participate in the monthly / quarterly budget reviews to track and control adherence to the segment wise budget; formulate action plans to manage deviations, contract deviations with regard to account Profit & Loss, etc.

Operational :

- Work closely with the Operation Directors for the segment to design - Quality of Life - solutions for acquisition of large accounts by articulating and selling the Sodexo value proposition to them.

- Penetration in identified existing clients and work closely with National Account Directors (who report to Operation Directors) within the segment to overseeing the smooth and timely conduct of the sales management process for these accounts.

- Establish relationships with potential large clients within the segment through regular interactions with key decision makers.

- Build industry knowledge bases and constantly update the organization's understanding of customer's needs/requirements.

People :

- Ensure that the team is adequately staffed as per the budgeted manpower requirements, maintain high level of employee engagement and retain key performers.

- Ensure timely goal setting, monitoring and reviewing performance and give situational feedback to team members.

- Mentor and coach subordinates to develop their capabilities and build a strong succession pipeline.

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