Segment Head

Title : Segment Head Data CenterReports To : Business Unit 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 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.Goals1. 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. (ref:iimjobs.com)