POSITION PURPOSE:

This position is responsible for developing new clients and growing and maintaining existing BFSI client/s for Wipro's standard services and products by researching and identifying opportunities in a market segment and developing an understanding of the concept of solution selling in order to achieve sales target objectives.

ACCOUNTABILITIES:

Plan for Success -

- Analyses trends to identify opportunities for new clients.

- Prepares and works with Strategic Opportunity Plans, Tactical Evaluation Plans for Strategic Enterprise Accounts

- Sets goals and objectives based on evaluation of account or industry potential or marketing program plans for specific products and/or industries.

Generate New Business -

- Undertakes customer visits on new business

- Visits prospects, follows up on direct mail campaigns.

- Uncovers customer's need to help them realise the need for a solution.

Manage Key Accounts -

- Ensures Customer Satisfaction to the highest level

- Increasing revenue with Upsales and Cross Sales opportunities

- Knowledge of Political Dynamic situation

Grow Domain Knowledge -

- Researches current client problems, or issues and specific market trends.

- Conducts customer research, ie, organisation structure, website, etc to identify opportunities.

- Research and gain knowledge on specific issues impacting industry

Knowledge Sharing -

- Speaks internally to colleagues to share and find information, reads white papers, uses the Intranet in order to present Wipro's products and services.

- Provides feedback to Wipro regarding its clients- perception of its services/products and of those of the competition.

- Build Internal and External Relationships -

- Provides advice and feedback internally.

- Knows and understands Wipro customers.

PERFORMANCE INDICATORS:

- Order Booking (Services) and Billing targets met

- New business sources identified - maintains at least 4 times quota of qualified business in pipeline.

- Quality of pipeline - kept up-to-date and accurate

- Accurate forecasting

- Plans implemented

- Client satisfaction

- Year on year account growth

- Research is collated in a timely fashion.

- Research/information placed in shared domain.

KNOWLEDGE, EXPERIENCE AND SKILLS:

- Sales/Account Management

- Communication skill in writing and presentation.

- Extensive work experience. With prior experience in IT Solution selling and domain experience in BFSI/ Banking/ Finance/ Insurance.

Wipro is an Equal Employment Opportunity employer and makes all employment and employment-related decisions without regard to a person's race, sex, national origin, ancestry, disability, sexual orientation, or any other status protected by applicable law

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