Senior Manager/Manager - Business Development - Commercial Pricing - Presales & Solution Offshore BD Team

Presales & Solution offshore BD team:

The Presales & Solution offshore BD team is the Point of Contact for all kinds of business development activities (both farming and hunting) and supports the Onsite Sales / Account team in planning targets, identifying opportunities, preparing pitches / proposals, managing multiple stakeholders, organizing client visits, etc. We are currently looking for experience individuals in the field of commercials and pricing strategy.

Designation and Location: SDM / Manager BD Commercials; Gurgaon

Roles & Responsibilities

Core

- Thrive to deliver compliant, professionally produced, technically sound, and market representative commercial responses for RFI/RFP/RFQ and manage deal pricing independently

- Build and update various kinds commercial models for new opportunities, scope extension and renewals of existing contracts, scenario analysis, price walks and likewise

- Prepare pricing associated documents such as power point presentation, word files, emailers, use cases, leaflets, collaterals, etc. for internal evaluation and client submissions

- Liaise, mobilize and manage key stakeholders such as sales, marketing, finance, commercial, legal, delivery and external consultants at times during proposals to obtain necessary information and solution agreement

- Obtain necessary and timely approvals in order to meet corporate guideline and stringent timelines

- Take full ownership of the financial numbers and ensure commercial approach and pricing strategy are in tandem with sales pitch, solution and client ask

- Bring innovative ideas and financial prudency around revenue recognition, cost forecasting, capitalization & amortization, termination calculation and other similar activities

- Build / contribute in effort estimates, transition estimates, productivity & assessment matrices, due diligence & deal related questionnaires, contract terms, MSAs, SOWs and likewise

- Safeguard company's interest with foresight towards assumption risks, educating stakeholders on potential opportunity and pitfalls

- Validate costings provided by different teams through benchmark analysis and ROI assessment, highlight non-value adding and/or inappropriate costing to stakeholders

- Drive commercial discussions and meetings with convincing and accurate answers to the queries raised by stakeholders and leadership team through on-the-fly analysis and quick number crunching

Ancillary

- Plan and report sales/revenue pipeline on a periodical basis and flag potential shortfalls to relevant stakeholders in advance

- Help the broader BD and Solution team in ensuring high win rates, Facilitate and contribute in Deal Reviews, Business Research and Domain specific solution offerings Author proposals with independent insight on transition, technology fitment, delivery model, solutions, commercials and risk & mitigations, etc.

- Produce, update and maintain Bid management materials, Use cases and Collaterals, Support Bid Management initiatives to further enhance service capability and offerings

- Track industry, growing client requirements; Conduct competitive analysis and capability mapping; Leverage this knowledge in proactive proposals and client initiated bids

- Develop Go-To-Market strategy by understanding changing industry landscape and working closely with the senior leadership

- Mine existing accounts and identify opportunities for upsell and cross sell; Evaluate market potential through skimming relevant input from primary and secondary data sources




Qualification / Requirements

- An MBA from a reputed institute or an CFA with either CA (inter) / BBA / BE degree or a graduate in commerce / economics / business / finance / likewise

- 8 to 11 years of overall work experience, of which a minimum of four immediate years in executing similar role or in investment research / F&A / valuation / corporate finance / budgeting / likewise

- Good understanding of P&Ls, cash flows, provisioning / budgeting along with strong grasp of finance and numbers are critical to this role

- Excellent hold on Microsoft Excel and should be proficient with Power Points and Words

- Ability to work on multiple projects / tasks simultaneously; Must be able to perform under high pressure and stringent deadlines

- Must be a quick learner with strong number crunching and analytical skills

- Excellent communication skills (both verbal and written), ability to influence stakeholders

- Experience in leading and managing bids along with authoring proposals especially in a business outsourcing environment is a definite advantage

- Exposure to Communication, Media and Technology sectors and understanding of Outsourcing industry are preferable