Manager/Senior Manager - Business Development/Hunting/Large Enterprise Accounts - Sales Enablement Service Provider Firm

Job Title : Business Development Manager/Sr. Manager Level

Function : Business Development

Department: Global Operations

Location: Noida

Job Purpose

To build market position by driving a focused Business Development Strategy to ensure :

- New Business acquisition, continuity & growth in the GA at geo level by locating, developing, defining, negotiating, and closing business deals and maintaining healthy client relationship in the global accounts.

Job Responsibilities:

- Area of Responsibility & Description of Responsibility

- Client acquisition & Business Development : Seek out and source new clients by developing networks and independently identifying and developing relevant resources for sales and business development.

- Should be well versed in Software Solution selling.

- Identifies trendsetter ideas by researching industry and related events, publications, and announcements.

- Locates or proposes potential business deals by contacting potential partners; discovering and exploring opportunities.

- Build the sales pipeline at all stages of the sales process and actively managing the pipeline to achieve success.

- Prospect, qualify, prove, and close stages of the sales process.

- Apply a consultative solution-sales approach and tailor presentations and conversations to the specific needs of the individual prospects.

- Continuous follow ups and keeping a touch base to bring out new opportunities within the existing clients.

- Initiate and lead negotiations( scope and commercial) in-line with protecting mutual business interests

- Identify possible alternatives basis price and scope requirements for award of the project

- Visualize different scenarios of negotiations and conduct negotiations independently

- Client Relationship Management & Account Mapping : Maintain and leverage on alliances and relationships, to further the organizations interest

- Develop and review strategies to enhance client retention

Develops negotiating strategies, examining risks and potentials, estimating client's needs and goals.

-To earn trust in relationships with others by consistently demonstrating integrity and professional competence.

Complete account mapping & Profiling wrt BU -wise Biz potential, competition mapping, procurement mapping

Relationship management @ account level- Sales, Marketing, Procurement

- engage with multiple stake holders for incremental / additional business opportunity within the same account

- Existing relationship management. Biz retention, continuity & ramp up
;
Client escalation management

- Sales Deliverables: Increase Retention rate, revenue growth, and relationship growth in Key accounts

- Business achievement as per plan( Revenue, Gross Margin, service-mix)

- Ensure business continuity & growth from the account

- Internal Alignments, Account Mgmnt : Ability to close deals and meet the targets independently

- Comply with documentation requirements to be an active supplier ( PO/ Agreement validity etc)

- Ensure timely redressal of issues between Client & Denave Delivery team and resolve escalations

- Devise strategies to improve on TATs on payments

- Create a project governance mechanism with business owners and internal review team

-Collaborate with internal stakeholders in defining solution approach for the client

o participate in planning proactive systems to manage various change levers in project delivery along with delivery team

o oversee alignment of client engagement strategy with business objectives

o create client and business impact through various innovative channels

o guide team members in change management and customer engagement techniques

-present and relay information to relevant parties

Job Requirements:

- Educational Qualification Bachelor's degree required, MBA preferred

- Required Skillsets - Minimum of 5 years of professional work experience in B2B sales, business development, Technology Sales and client relationship management.

- Exceptional relationship management skills and the ability to build and grow connections with people of all types and backgrounds.

- Exceptional verbal and written communication skills.

- Independent critical thinking and creative problem solving skills.

- Comfortable and confident using technology as an integral part of the sales process.

- Highly organized and detail-oriented, with the ability to keep multiple projects and client engagements active at once.

- Comfort with ambiguity and ability to navigate uncertainty.

- Dynamic and engaging.

Language Expertise English