Business Development Manager
3 weeks ago
Job Description Business Development - Enterprise Role Description - Responsible for onboarding new logos and manage & maintain a healthy NN (Net New) sales pipeline for accounts and grow new logos to sizeable revenues - Primary client-facing field representative; to own, drive the continuity and profitability of NN revenues Job Specifications & Requirements - Minimum 12+ years experience, with at least 5 years experience in Sales in the IT-sector - Well networked with customer organizations - Experience of handling larger outsourcing engagements within the IT-Service industry (pre-sales or sales phase) - Proven track record of sales successes - Project Management experience - Willingness to travel - Open, communicative and team-oriented - Self-reliant and compelling - Analytic and conceptual frame of mind - Goal oriented, resilient Key Responsibilities Lead generation and onboarding new logos - Collaborate with Vertical Leaders, Practitioner Sales, Client Delivery Leads to identify services/ offerings / value proposition to take to the customer based on client requirement - Forge relationships with buying offices of potential client, gather relevant vertical and market knowledge - Learn, know and bring the best of Black Box to customer (offerings, use cases, etc.) - Define overall pursuit strategy incorporating feedback from past customer experience; develop client proposal and pricing along with bid manager and Solution Architects - Generate leads through secondary research and pursue leads identified by marketing teams and leaders Drive leads to closure - Own actual negotiation; also coordinate inputs / participation from different stakeholders - Develop negotiation strategy & negotiate contract / agreement; oversee bid manager in drafting SoW for contract; participate in win/loss review - Collate & communicate learnings from pitches, proposals, customer feedback to Sales team Oversee account handover to Vertical AM - Identify customer needs and facilitate account setup to commence delivery operations along with the Client Delivery Lead/Delivery Manager - Create robust transition plan for account handover to Vertical AM Coordinate and act as conduit for overall delivery and operational excellence for the account including financial planning & tracking - Coordinate with Delivery team to ensure high quality delivery conduct joint discussions for implementation, delivery and contractual obligations - Own cost metrics for an account - with inputs from Client Delivery Managers of individual projects - Identify margin improvement initiatives and coordinate with Delivery Managers/ PMs to execute and implement these initiatives Key Interfaces - Collaborate with Bid Manager/proposal team for proposal writing - Collaborate with Practitioner Sales to identify services/ offerings/value proposition to take to the customer based on client requirement & with bid manager to draft RFI response - Work with Sales Ops team to create a repository of leads, clients, buying offices, reason for drop-outs etc. - Orchestrate account performance reviews, status update, timeline adherence, SLA adherence etc. along with Client Delivery Manager Key Metrics KPIs - Revenue - Order book - % gross margin delivered - Pipeline size - New logos won (# of logos, INR) - Client satisfaction (CSAT) KRAs - As-sold margins - Number of new deals : Win rate / close rate - Lead mortality rate - % Variance in forecasted Vs. actual rev. - % Variance in forecasted Vs. actual GM
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