Senior Manager/AGM - Sales - Corporate Services Segment - Integrated Facility Management

POSITION PURPOSE

Responsible for generating new business from companies operating in the sub-segment in line with the targeted revenue growth strategy for the Corporate Services Segment across key markets in the region.

ROLE DESCRIPTION

Take the ownership and lead the bids for opportunities and targeted accounts by

- Comprehensively understanding the need of the prospective client

- Developing the right solution in consultation with the Segment Directors, SMEs and Functional Heads

- Creating a Web of Influence with the CXOs Economic Buyer and Decision Makers / Influencers

- Compiling a P&L and defining the win strategy

- Articulating the value proposition through captivating presentations

- Negotiating the contractual terms favourably

- Winning deals to achieve the developmental business revenue and gross operating profit

RESPONSIBILITIES

- Establish the - BID - NO BID- on Request for Proposals (RFPs) received from large companies and key clients in the segment. Use the CRM System to manage the lifecycle from identification to closure of all opportunities that are pursued and bid for.

- Formulate the WIN strategy in coordination with the Sales Director and Segment Director with inputs from cross-functions such as Operations, Marketing, HR & Workforce Deployment, Health & Safety, Procurement, Finance and Legal to develop the right solution and put together a Bid P&L in line with the defined Right Client - Right Terms to achieve the desired profitability.

- Follow the defined process of seeking approvals for large revenue deals, CAPEX investments, deviations to standard / non-negotiable terms & conditions, if any.

- Compile and report information on specific accounts, sales pipeline, inputs for forecasting, information on competition and participate in periodic performance management reviews.

- 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 that segment.

- Responsible for identifying business opportunities in terms of new companies and new markets; analysing the competitive landscape and provide strategic insights to the Marketing department for developing new offers and strengthening the existing offers for the segment.

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

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

PROFILE OF THE IDEAL CANDIDATE

- Graduate in any discipline - MBAs preferable

- Exposed to the working culture in a B2B solution selling industry such as our own, or from the IT/ITES, Financial/Operational Car Leasing, etc

- Ability to connect at the CXO and Senior Management level to sell complex / large value deals

- Well versed with technology and computing skills

- Ability to work independently, collaboratively with strong influencing skills

- Good in numbers with an eye for detail

- Must be willing to travel and have knowledge of the industry segment that he/she is chosen to work for, markets, geography, etc