Manager - Sales & Business Development

4 days ago

Bengaluru, Karnataka, India NR Consulting Full time

Description:
Own the revenue engine for our Bengaluru office, win new enterprise and mid-market clients, grow key accounts, and partner with Delivery to convert demand into hires with speed and quality.

Key Responsibilities:

  • Acquire new clients in target sectors, product engineering, BFSI, captive GCCs, enterprise IT.
  • Build and run a predictable sales cycle, prospecting to close, including discovery, solutioning, proposals, commercials, and MSA execution.
  • Hunt MSP and VMS programs, respond to RFPs and rate cards, drive vendor onboarding and scorecards.
  • Grow existing accounts, expand into new lines of business, increase requisition share, and secure exclusives.
  • Partner with Delivery Leads, forecast requisitions, prioritize hot roles, improve submittal to interview to hire ratios.
  • Negotiate margins, payment terms, and SLAs, protect gross profit and DSO.
  • Create outreach campaigns with Marketing, events, webinars, and thought leadership.
  • Maintain CRM hygiene, pipeline accuracy, and weekly forecasts.
  • Track competition, bill rates, visa mixes, and local supply signals, adjust strategy quickly.
  • Represent the brand with clients, on calls and in room meetings across India and North America.

Outcomes and KPIs:

  • New logos per quarter, target set during onboarding.
  • Booked revenue and gross profit by month and quarter.
  • Win rate and average sales cycle length.
  • Requisition share in active accounts, interviews per role, hires per 10 submittals.
  • Average markup, payment terms, collections within agreed DSO.
  • CRM accuracy above 95 percent, forecast variance under 10 percent.

Required Experience:

  • 6 to 10 years in IT staffing sales in India, at least 3 years in a hunting and account growth leadership role.
  • Proven wins with enterprise or MSP and VMS environments, familiar with JobDiva or similar ATS, familiar with US and India markets.
  • Strong rate card and contract negotiation skills, comfort with legal and compliance basics.

Required Skills:

  • Prospecting and social selling, executive storytelling, commercial math, objection handling, competitive positioning.
  • Stakeholder mapping, multi thread deals, meticulous follow through, data driven decision making.
  • Team leadership, coach recruiters for demand clarity, run standups, and review funnels.

Preferred Tools:

  • CRM, HubSpot or Zoho or Salesforce.
  • ATS, JobDiva preferred.
  • LinkedIn Sales Navigator, Excel or Google Sheets, Slides.

Education:

  • Bachelor's degree required, MBA preferred.

Work Hours and Travel:

  • India business hours, travel within Bengaluru and occasional travel to client sites.

30, 60, 90 Day Plan:

  • 30 days
    , map target accounts, set territory and outreach calendar, align with Delivery, build a 3x pipeline, submit first proposals.
  • 60 days
    , close first new logo, expand two existing accounts, secure at least one MSP or VMS entry, reach weekly forecast rhythm.
  • 90 days
    , deliver repeatable GP, two plus steady requisition channels, tighten DSO with Finance, document a playbook for the BLR team.

Interview Scorecard:

  • Track record of new logo wins in IT staffing.
  • Command of MSP and VMS motions and RFP handling.
  • Commercial fluency, margin math, payment term control.
  • Executive presence, crisp writing, confident client calls.
  • Team fit and coaching mindset.

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