Business Unit Head - Sales - BFSI

Job Purpose:

Business Unit Head is responsible for new business generation as well as for managing existing clients in BFSI vertical, developing, evaluating and implementing sales and customer management strategies and leading the Sales & Account Management teams to meet Vertical specific sales and profitability goals. Annual revenue target of USD 30M

Principal Accountabilities:

- Design business strategy and long-term vision for the BFSI Vertical and develop and adhere to a business plan to attain this vision

- Proactively hunt for target organizations in the BFSI vertical to provide solutions using services.

- Meet the Vertical's revenue targets as defined. Achieve profitability, contribution and collection norms.

- Develop plans to maximize business opportunities with each existing BFSI customers. The plans include revenue forecasts by offerings, resource requirements, and sales and marketing campaigns to meet revenue targets.

- Manage full end to end Bid Management process.

- Create suitable contents to the 'go-to market' and provide clear visibility on the advantages by collaborating team and create a Brand in the particular Sub-Vertical

- Ensure customer satisfaction by achieving delivery / service quality norms.

- Build credibility, gain market share in the vertical and build business that continually surpass overall expectations.

- Work with Delivery teams to generate Proposals and Bid Responses and nurture the relationship

- Establish an environment and foundation for future sales growth. Guide the team on how to sell value and solutions to the customers.

- Direct the selling activities within the sub vertical, inclusive of resource deployment and customer interactions. Prioritize effectively and in accordance with corporate objectives.

- Lead the Sales Territory Representatives and Specialists, inclusive of managing performance, coaching, mentoring, hiring and career development

- Responsible for the sub vertical 's forecasting and sales tracking.

- Manage and monitor execution of all marketing programs by working closely with the direct sales team Act as customer advocate to ensure that all departments understand customers' requirements and respond with the right quality of service

- Achieve Customer Satisfaction (CSAT) in conjunction with Delivery

- Maintain excellent relationships with key stakeholders

- Ensure the customer can become reference customer for the company

- Manage a team of Business Development and Account Managers to achieve targets - revenue, EBIDTA, inclusive of managing performance, coaching, mentoring, hiring and career development

Operating Parameters:

- Finance Processes

- Achieve targeted EBITDA

- Revenue growth

- Achieve target Debtor days

- Pursue longer term contracts

- Provide accurate forecasts to management

- Process Compliance and Improvements

Customer People:

- Achieve CSAT (in conjunction with Delivery)

- Manage and guide teams to achieve their targets: MCares score / Learning and Retention

- Excellent relationships with key stakeholders / Collaboration

Qualification and Experience

- MBA and/ or engineer with specialization in sales from an institute of repute

- 12 - 16 years of experience of selling software solutions and account management.

Belal Azmat