Head - Strategic Accounts
Grow Sales - New Customer Acquisition & Execution :
- Ensure achievement of assigned sales revenue and growth targets on defined margins from strategic accounts.
- Identify and ensure execution of cross sell opportunities for revenue growth.
- Ensure sales account planning for strategic accounts with focus on integrated solution selling
- For critical/ high value strategic accounts, be accountable and or be involved in account planning process
- Ensure sourcing/development of new strategic accounts
- Maintain a robust sales pipeline from strategic accounts
- Build integration between different business lines in developing solution offering and driving sales
- Develop solution offerings for new customer segments and generate sales
- Revisit and update solution offerings for existing customer segments to ensure competitive positioning
- For critical / high value deals, be involved or lead bid process including determining client requirement, designing solutions, estimating commercials, negotiating etc.
- Ensure support from Service Delivery and other stakeholders on critical/ high value bids
Keep : Customer Development & Retention Strategy & Relationship Building
- Develop strategies for client relationship expansion & retention
- Monitor accounts and provide advice to team on client management
- For critical and high value strategic accounts (where directly accountable) develop client relations & manage accounts by:
- Serving as a single point of contact for all commercial and operational issues with respect to strategic accounts
- Leading price increase process and ensuring recovery as per defined margins
- Coordinating with service delivery team to ensure quality of services as per defined standards
- Identifying selling opportunities including potential for cross-sell
- Identify issues with service delivery, price increase for all strategic accounts and discuss/ review with Sales head and Service Delivery Head
- CXO Engagement
Sales Management & Reporting :
- Annual planning for SAM team including revenues, growth, target segments, key accounts to get, cross-selling, etc.
- Cascade sales target to individual SAMs
- Monitor performance of SAM team on relevant parameters against budget and plan
- Take corrective actions to ensure meeting/ exceeding targets
- Ensure timely reporting on strategic account revenue and growth to leadership team
- Provide leadership to SAM team including career planning, performance evaluation, feedback, coaching and guidance
- Resolve performance issues for SAM team through interventions such as training, motivation etc.
- Define and drive incentive planning and performance management for team
- Conduct team building exercises/ meetings/ sessions
Didn’t find the job appropriate? Report this Job