Associate Director - Outsourcing - Business Development - BFSI Vertical

Role : Associate Director - Outsourcing - Business Development ( BFSI Vertical)

Location : Bangalore / Pune / Gurgaon

- Captive centers have grown steadily over the last decade. With changing economic conditions and rapid technological advances, parent organizations want their operations centers to move up the value chain.

- The focus is now to deliver more value added and complex services thus transforming from cost centers to globally integrated delivery centers / Profit Centers. With an expanded the scope of their services, staff with a high level of business understanding and analytical skills is required.

- This new complexity calls for less focus on incremental improvement and more on entrepreneurial leadership. To capture the full opportunity, managers must rethink their operating models so that they promote not only sustained value through efficiencies but also improve the customer experience and contribute to increasing revenue.

- The Practice would help drive cost control, optimize processes and productivity measures and help them provide more value to their parent organizations so that they remain relevant to their enterprises. Example can include - moving from traditional back-office technology/operations responsibilities to creating global centers of excellence in complex areas.

- This means improving capabilities, increase automation, provide analytics solutions etc, help in transforming operating models to integrate with the global organization etc.

- The primary focus will be in winning and delivering work for the Firm on pre-selected 1-3 priority clients in Financial Services space

- Reporting to the Group / Senior Partner for the respective priority accounts and to the India Financial Services Leader from an overall program perspective

- Assisting in the development of appropriate approach to build relationships and positioning the Firm favorable with key stakeholders at client/accounts

- Driving the business development process on clients / accounts right from opportunity identification to commercial discussions; developing opportunity pipeline and supporting the solution team in opportunity qualification

- Assisting internal teams to widen their relationship base and in early stage opportunity development

- Serving as the central point of contact and communication resource for all internal solution teams and overall - go to- resource on the client / account for the Firm

- In consultation with the GP / SP and global client account teams, developing and implementing client/account centric annual plans, providing a hands-on approach to ensuring that account management principles and best practices are implemented

- Being the interface with Line of Service and industry teams to ensure adequate representation in account teams and driving the go-to-market strategy for the respective clients /accounts

- Collating and sharing insights into competitive positioning, demand trends, client feedback and market opportunities. Also, developing internal and external communication material on the respective accounts such as - newsletters, value reports, account MIS etc.

- Driving participation in the client feedback process and accounts team to contribute to the annual planning process

- Role breakup: Business Development (75%); Account Management/ Program Management (25%)

- Business development :

- Should have a flair for business development in the space of services and solution selling. Should have a good understanding of Financial Services Client issues, Firm's solutions, and comfortable in making an elevator pitch to external stakeholders

Relationship management :

- Particularly strong people skills, people management, working with various internal and external stakeholders.

- Ability to quickly understand and translate account requirements to ensure successful delivery. Sensitive to cultural and organizational differences with the ability to build and manage relationships at a senior level which would include Partners, Promoters, C-Suit level etc.

Project management :

- Extremely well organised, efficient and proactive with the ability to deliver in a timely manner. Taking ownership, and working both, autonomously and as part of a team.

- Excellent influencing and communication skills and a proactive can-do approach. Should be strong on follow ups and have problem solving ability

Competency building :

- Should have strong problem-solving skills in one or more areas including -Risk, Analytics, Regulatory, Operations and Cyber. Can work with clients on transformation projects from strategy to execution and help to create value for clients

Flexibility :

- Given the nature of the job, maintaining personal flexibility to meet deadlines is key. Willingness to travel as required and manage many multiple tasks and client requirements simultaneously is required. A good sense of humor is an added advantage

- 10+ Years of experience in client and account management with focus on BFSI Industry . Experience of working with Captives would be added advantage.