Head - International Government Sales/Business Development - Travel

Job description : 

- Must be from Travel Industry with experience in E-governance and Visa/ Consular Services

Job Purpose : 

- Drive profitable growth by identifying, engaging and collaborating with prospective clients to deliver winning techno-commercial responses to bids/ opportunities to ensure increased market penetration and improved conversion.

Key Roles & Responsibilities : 

Strategic and financial : 

1. Create a Business Development strategy including future plans, account planning, operating model, targets, capability building, bid management and Presales activities

2. Identify market potential and target customer segments as per the signed-off BD plan

3. Drive win-loss analysis of bids to ensure higher conversion ratios

4. Lead new business pitches, client visits and workshops and generate a positive recall for client

5. Review pursuit plan and business pipeline with leadership to ensure target achievement

6. Create/review partner ecosystem model to drive differentiation globally across focus countries/domains/functions for tendering requirements

7. Assist the leadership in pricing / commercial decisions regarding bid response

8. Update the leadership on compete intelligence and latest developments in the market (on technology, trends on ministries)

Stakeholder :
 
1. Create an opportunity pipeline by connecting with businesses, local government, ministries across the globe to communicate client 'svalue proposition on outsourcing

2. Establish and maintain connects with key government officials in the target markets/ geographies to sense early opportunities

3. Assist the senior leadership and functions across regions in taking appropriate decisions on account strategy

4. Evangelize client 's solutions in relevant global forums to enable strong brand recall

5. Maintain and expand relationships with key/ all customers to tap opportunity areas where client 's services offerings and solutions can be positioned

6. Guide the Presales team to collate data for periodic updates and provide visibility on pipeline, ongoing pursuit responses, status, etc.

7. Handle any major client issues or escalations given the relationship built with clients

8. Collaborate with the operations teams in assigned geographies to create a market penetration plan for target markets/domains/functions

Operational :

1. Manage overall budgets for the BD team through periodic reviews to achieve cost optimization, profitability and utilization

2. Define a framework for effective pursuit management - to enable effective bid opportunity assessment, qualification, developing bid response strategy and proposal development

3. Drive the creation of differentiated bid response collaterals such as technical demos, about the organization and its competitive advantage, case studies, etc.

4. Drive the team to adhere to the risk management, financial and business compliance framework of client

5. Drive analysis of customer satisfaction results and take necessary steps in collaboration with operations team

6. Forecast market trends and drive the team to adopt new solutions / strategy / interventions to create impactful bid responses

5. Key Business Interactions : 

Internal :

1. CEO

2. Presidents of E-governance and Visa/ Consular Services

3. Operations Heads of same

4. Marketing and Corporate Communication

5. Technology team

6. Corporate Planning

7. HR & Finance

External : 

1. Embassies of various countries

2. Government officials

3. External organizations whom client can partner with across geographies

Qualifications & Experience :

MBA/ Any post-graduation

- 15+ years of strong sales/ relationship management/ account management experience in the service industry

- Strong track record of solution selling based on business value principles

- Prior experience of having worked in geographies across the globe Business Development/ Sales experience of having translated opportunity into winning bid responses, both in hunting and farming scenarios