Segment Head - Data Center

Description:

Job Title : Segment Head Data Center

Reports To : Business Unit Head

Objective:

Drive strategic growth and client success within the Data Center Business Unit by managing key customer accounts, developing long-term partnerships, and ensuring high-quality delivery of EPC solutions that meet client expectations and enhance profitability.

Educational Qualification:

- Bachelors degree in engineering (Civil, Electrical, Mechanical), or equivalent technical discipline required.

- Masters degree in business administration (MBA) or relevant postgraduate qualification preferred.

Total Experience:

- Minimum 15 years of overall experience, including at least 7 years in key account management, business development, or client-facing leadership roles within the Data Center, EPC, Infrastructure, or allied sectors.

- Demonstrated track record of delivering major projects and managing complex customer relationships.

Responsibilities:

1. Strategic Account Management

- Develop and implement account strategies aligned with the Business Units goals and revenue targets.

- Nurture strong, long-term relationships with key clients in the Data Center sector.

- Identify cross-selling and up-selling opportunities across infrastructure, MEP, and value-added data center services.

2. Business Development & Growth

- Lead customer engagement initiatives to expand business opportunities with existing strategic accounts.

- Collaborate with the leadership team to identify new areas of growth, partnerships, and alliances in the data center ecosystem.

- Support bid and proposal development processes, ensuring alignment with client requirements and commercial objectives.

3. Project & Delivery Coordination

- Work closely with project managers and technical teams to ensure the successful execution of client projects in terms of scope, cost, and schedule.

- Monitor project progress, proactively mitigate risks, and ensure consistent communication with clients regarding milestones and deliverables.

- Drive post-project reviews to capture lessons learned and opportunities for continuous improvement.

4. Financial & Performance Oversight

- Manage account-level P&L, ensuring revenue targets, payment milestones, and margin objectives are achieved.

- Support timely billing, collections, and financial reporting for assigned clients.

- Analyze key account performance metrics to inform business decisions and improve overall profitability.

5. Client Experience & Retention

- Serve as the single point of contact for major clients, ensuring swift resolution of concerns and exceptional service delivery.

- Conduct regular client review meetings to assess satisfaction, discuss ongoing requirements, and identify future needs.

- Maintain a high client satisfaction index through proactive communication and value-driven engagement.

6. Collaboration & Leadership

- Work cross-functionally with engineering, procurement, execution, and commercial teams to deliver integrated EPC solutions.

- Mentor and guide junior account executives or business development staff to strengthen client management practices.

- Represent the Data Center Business Unit in key client negotiations, strategic discussions, and industry interactions.

7. Market Insights & Competitive Intelligence

- Track industry trends, emerging technologies, and competitor activities in the data center domain.

- Provide strategic insights and market intelligence to guide business unit planning and account strategy.

8. Sustainability & Compliance

- Promote sustainable EPC practices and digital innovation in project delivery.

- Ensure compliance with industry standards, safety norms, and environmental commitments across client accounts.

Goals

1. Revenue Growth

- Achieve a minimum XX% year-on-year revenue growth from managed accounts.

2. Client Satisfaction

- Maintain a client satisfaction level above XX% through effective relationship and delivery management.

3. Account Expansion

- Secure at least two new project or service opportunities per key account annually.

4. Cash Flow Efficiency

- Ensure XX% adherence to billing and collection cycles across assigned accounts.

5. Strategic Alignment

- Contribute to quarterly business planning and align account strategies with BU profitability and market positioning goals.

Reviews to Conduct:

- Monthly Account Reviews: Assess financial health, operational progress, and client relationship metrics for each key account.

- Quarterly Business Reviews (QBRs): Conduct joint QBRs with clients to align expectations, performance, and future opportunities.

- Annual Strategic Review: Present strategic account performance, lessons learned, and revenue forecasts to the BU Head.

- Client Feedback Analysis: Collect and act on client feedback to strengthen relationships and address service gaps.

- Team Development Reviews: Support skill enhancement and knowledge sharing across the business development and account management team.