Department : Business Development

Reporting to : Head Business Development

Location : Across Locations

No. of Reportees : IC Role

Revenue Responsibility (if any) : Yes

Job Objective

To drive new large business development business, design sales strategy for strategic accounts and ensure its effective execution to achieve revenue goals of the company. Responsible for helping to grow businesses by finding strategic opportunities establishing relationships with potential clients.

Key Responsibilities

Customers

- Enable large deal development for various sectors

- Be part of TVS SCS India sales leadership and drive overall GTM agenda along with National Sales Head and COO's

- Leverage his/her relationships with clients across industry segments particularly Auto, industrial, FMCD / CG / EG, apparel , fashion to develop non-BAU and strategic opportunities that are > 10 Cr. ARR

- Create TCO opportunities that are proactive and non RFP linked

- Responsible to drive strategic engagements that are > 10 Cr ARR

- High focus on strategic and non RFP deals

- Develop and maintain strong existing corporate customer relations and loyalty

- Formulate and execute market-focused strategies for the regions to establish a strong position for TVS SCS, and new capabilities to be offered in the coming year.

- Developing an understanding of and staying current with the competitive landscape

- Identify relevant and potential geographies to expand business.

- Respond to corporate customer needs/enquiries/complaints

- Customer profiling and business forecasts to ensure continuous availability of business.

- Strategic Customer encirclement by adding all business opportunities available with customer with TVS SCS and with other group companies.

- Develop business plans and long term and short term strategies for penetrating into new markets and accounts.

Problem Complexity / Process :

- Partner with Sales Leadership to formulate and develop regional/segment business plans and constantly evolving go-to-market strategies

- Identify opportunities to improve go-to-market efficiencies and lead efforts to scale, align and invest in the business

- Analyze and present recommendations to Sales Leadership for alignment and investment in the desired state and opportunities for sales productivity improvement.

- Meeting the new large business and booking targets for the company by giving them first hand solutions.

- Develop Business Proposals in coordination with National Sales head as per the requirement of the large customers.

- Understand the customer's business requirements & position TVS services accordingly.

- Grow business based on the target set for each of the customer as per the strategy

People Management :

- Develop a high performance service culture within the functional department. Plan, organize and work with colleagues from product and customer service departments to deliver up to the customer's requirement.

- Ability to Drive CFT's and work with National and regional leaderships teams to drive deals.

- Use escalation to department heads judiciously to ensure service delivery

Budgeting :

- Prepare yearly budget based on the market survey.

- Preparing revenue budget and ensure strict adherence in achieving top line targets.

Key Result Areas (KRAs) :

Key Performance Indicators (KPIs)

Business Results :

- ARR and in-year revenue realization

Operational Excellence :

- Drive Strategic Sales

- Strategic Pipeline development

- Strategic growth objectives for the division including new capability development with respective sales heads

Qualification :

B.E graduate with MBA in operations management/Marketing/Business development

Experience :

10+ years of tenure in selling large deals across industries and has got a good exposure of 3PL industry in last 3 years. Has got a strong exposure to engaging with clients at CXO level.