Relationship Manager - BFSI Domain - IT

Name of the Company Manipal Technologies Limited (MTL)

Role Title Relationship Manager Level:

Department Marketing Location: Any Metro

Functionally Reporting to VP -Marketing

Administratively Reporting to

External Liaison Customers (Existing & Potential), Vendors

Internal Liaison Regional Teams, Key functionaries in Marketing & production departments, etc

Purpose of the Job

Responsible for leading the selling Team comprising of Key Account Managers & Sales Support team. Accountable for achieving the Regional sales and profitability goals. Providing direction and leadership to the Key Account Managers while responsible for the customer satisfaction.

Roles & Responsibilities

1. Product Service Solutions:

a. Achieving the Sales target and collection target of the designated market segments. This includes working with the Business Development team to ensure correct pricing structures & strategies are in place to achieve agreed objectives

b. Develop sales strategies and plans, with concerned authorities to maximize the market penetration and develop new market opportunities.

c. Responsible to do sales forecasting, budgeting, and general planning activities for designated regions and market segments

d. Ensure collection of funds from outstanding customer accounts.

e. Foster strong, direct relationships with Key customers and prospects in all sales regions & play a lead role in major negotiations as required

2. People & Performance

a. Build effective professional relationships and communications that reflect the Core Values of the Company

b. Build the competent teams focusing on achieving exceptional results by leveraging individual ability and setting the targets

c. Set a periodic review with the Team to assess their performance. Motivate, train & guide the team to achieve the overall target of the Branch.

d. Fix up calendar for Key Account review for all accounts. Monitor & ensure that KAMs are conducting effective monthly Account review & sharing the report with segment heads & SBUs.

e. Contribute to a safe work environment by complying with the Company safety system and safe work practices

3. Market Development

a) Ensure the company plays a major role in emerging markets by assisting with market research/R&D team

b) Evaluate market trends and gather competitive information, identify trends that effect current and future growth of regional sales and profitability. Disseminate information to regional sales representatives, corporate marketing and sales operations.

c) Identify both current and future customer needs regarding existing or new product development

d) Develop and maintain relationships with key customers, stake holders, etc.

e) Prepare market share report, Sales analysis, strategy review report, competitive pricing analysis report

f) Responsible & accountable for achieving the Revenue and Margin targets from the assigned account.

g) Conduct timely meetings, make sales presentations and mentor the KAM to handle their role effectively

h) Regularly interact with clients to get more insights on the Product potentials and offer insights about product potentials to the concerned authority.

4. Customer Relationship Management

a. Set calendar for Quarterly review with Key Account & attend the review along with the KAM, Concerned authorities from the Head Office

b. Manage all aspects of the customer interface to ensure that communication is open and effective

c. Ensure Customer satisfaction

d. Complaint Response time & Re-dressal time

5. Submission of Monthly MIS

6. Handling any additional responsibilities as and when assigned by the Reporting Authority

Skills Required:

Behavioral Functional

Good interpersonal & communication skills, Negotiation skills, Problem solving, Result Orientation Market Research, Networking, Product Knowledge, Customer Orientation, Strategic thinking.