Business Development Director ( Retail, Logistics, Travel )

Job Description

Role : Business Development Director
FUNCTION : Sales
EXPERIENCE : 10 + years with 5 + years of ITO Sales
VERTICAL : Retail, Logistics, Tours & Travel
REPORTS TO : Divisional Manager
REPORTEES : Pre-Sales support team

Position:
The position is that of an individual contributor and will be supported with a dedicated pre-sales team.

Key Responsibilities:

• Lead the sales and new client acquisition effort in defined markets and geography
• Identify opportunities, present capabilities and gain commitment from prospects leading to current and future revenue
• Analyze market trends, implications and develop strategies to participate in resultant opportunities.
• Act as a coach and partner to CXO’s in helping them develop strategies leveraging global sourcing and establish Client as a though leader and preferred partner to their organizations
• Deal and contract management; develop and negotiate contracts; and pricing models
• Stay tuned to market and competition, participate in trade events, conferences, customer forums and provide inputs to the practice teams towards developing contextual offerings that will help differentiate Client in the market place
• Meet and exceed sales revenue and future revenue targets

The Portfolio:
The candidate will be selling a rich basket of services across technology and operations designed for the entire services spectrum.

• Digital Transformation, IOT, Application outsourcing
• Business process outsourcing – with special emphasis on the middle and back office of financial institutions
• Business and Technology Consulting
• Systems integration
• Product Implementations
• Project based application services
• Testing solutions
• Analytics, BPM, EIS, BI\DW

The Person:
Client facing Strong result orientation with the ability to positively affect outcomes

• Ability to develop coaches across the client and prospect organizations that can guide Client’s sales pursuit
• Ability to influence decisions by leading sales presentations and articulating Client’s positioning, value proposition and relevant experience
• Consultative approach while investigating client needs,demonstrating capability and obtaining commitment
• Strong ability in developing and delivering presentations and proposals
• Establish thought leadership position with key stakeholders and long term relationships with key clients – resulting in trusted partner status and repeatable revenue streams
• Extensive industry networking and influencing deals via relationships

Internal Expectations:

• Must have the capability to understand client expectations and translate to internal teams clearly establishing client expectations, reviewing outcomes/proposals toward fitness for client purpose and articulating Client’s value proposition in collaboration with the delivery and practice teams
• Lead initiatives and orchestrate activities to a single purpose of exceeding client expectations
• Provide inputs to practice and delivery teams on market and customer trends towards creating new and unique service offerings
• Ability to efficiently manage time and leverage a global team
• Requires domestic and limited international travel
• Timely updates to internal CRM systems and sales reporting
• Protect Client's IP and deliver profitable growth

Personal Characteristics:

• Excellent team building skills with the ability to orchestrate activities across practice, delivery and sales and achieving goals through collaboration
• Self-starter and achievement oriented. Takes initiative and has an entrepreneurial spirit.
• Takes ownership and has a positive, results oriented style
• Ability to think out of the box, take ownership and aggregate internal and external resources to address client needs
• An extremely high level of energy, sense of urgency, creativity, and decisiveness coupled with the ability/willingness to work hard and well under pressure
• Unquestionable integrity, credibility, and character who demonstrates high moral and ethical behavior
• Strong interpersonal /communication skills with professional staff, senior level executives, and the business community at large