Key Account Leader - IT - BFSI

Client- Global Software solutions provider in BFSI domain

The organization is looking for a Key Account Leader who can increase the product and services foot print by driving business growth from key account(s) so as to deliver top line revenue, profit and enhanced customer experience.

The person must have strong relationship management & business development skills and the ability to interact & influence at CXO level. Should have atleast 12-15 years of relevant exposure in Banking and IT domain.

We are looking for professionals from top tier institutes only.

Location: Mumbai

Leadership and Management Results

- Defining 2-3 year account penetration strategy in alignment with the overall sales- function strategy aiming at achieving sustained partnership and deliver the requisite revenue, profit margins and customer experience

- Translate the strategy into 1-yr and 2-yr account-level integrated operating plans –derive and achieve account-level priorities and actions from the same

- Explore possible avenues for customer engagement with the marketing counterpart to enhance quality of relationship as well as brand-recall; support marketing team in creating relevant case studies and testimonials

- Work closely with the Delivery counterpart to enhance collaboration in both the verticals by continuously identifying bottlenecks and impediments

- Work closely with Products counterpart to collectively think through areas where an existing product fitment can be engineered or a new product can be created to strengthen account penetration and enhance customer experience

- Periodically examine the account strategy and structure for efficiency and effectiveness through allocation/reallocation, focus enhancement; and through mapping the right individuals to the right roles

Business Results

- Scan the requirements, opportunities in the industry, region, as well as the account to identify visible and latent requirements

- Enhance footprint in the customer organization by driving the creation of multiple channels of engagement

- Develop and nurture C-level relations with multiple business and technology leaders within the existing customer organization in order to gauge customer experience as well as explore other areas of partnership

- Periodically review customer satisfaction trends – initiate necessary actions and mobilize improvements to plug customer-experience gaps in order to achieve exceptional customer satisfaction scores

KEY PERFORMANCE INDICATORS

1 Increasing Revenue through the key account

2 Increasing Proposed Margin %age

3 Increasing Customer Satisfaction Scores

4 On-time Collections

5 Quality of Customer Intelligence

6 Availability of Customer Mapping and 2-yr Customer Penetration Strategy Plan along with its achievement

7 Increasing customer’s share of wallet