Sr.Manager- Business Development for an International BPO

A renowned International BPO with worldwide operations is looking for Sr.Manager Business development. The details of the position is as mentioned :

Job / Position Title: AGM / Sr Manager Business Development
Function / Department: Sales & Solutioning
Designation: AGM / Sr Manager Business Development
Grade / Level in Org Structure: AGM / Sr Manager
Position reports to: Head - Sales, Solutions & Transition
Positions reporting directly to this position: Assistant Managers, Sr. Officers, Officers

Location : Gurgaon

Primary purpose of the position: Promote company’s business to prospective clients; Represent the organization in key external business relationships with major clients and joint venture partners; Assist the sales force in front-ending clients; Coordinate for client visits and assist in the tour of facilities of the company; Study and understand the International market for BPO Services; Documentation of collaterals, solution development; respond to proposals and information requests.

Essential duties / responsibilities of the position:

Routine:

 Understand client requirements and conceptualize solutions to meet them effectively
 Make Client specific sales presentations to prospective clients
 Lead Client teams on their visit to the company’s sites in India
 Participate in workshops/ pre-sales efforts onsite as and when required
 Assist the sales team in approaching prospective clients and generate business by doing background work on client information
 Work closely with customer & offshore teams (process transition, migration and delivery) in India and develop implementation strategies
 Ensure customer satisfaction & delivery as per SLAs (in terms of RFPs and RFIs)
 To be actively involved in pricing and contract negotiation
 Generate new leads and conducting prospect research
 Identify client business needs and business challenges, forecast requirements, and work on proposals for customized business solutions.
 Aggressively push the capabilities, credentials and project methodologies of the Company.
 Ensure adherence to client work and audit standards and compliance with legal requirements on requests received from clients
 Coordinate with the management team at Indian operations and ensure required information for the project is sent to the client.
 Compile RFI / RFP for all prospects.
 Responsible for conducting due-diligence and ensure aspects of business requirements are met.
 Support Sales & Marketing initiatives by ensuring pipeline at all levels of the sales cycle, and across verticals.
 Liaison with the Corporate Communications Team to ensure Company's visibility in India & in served markets (US & UK).
 To be well acquainted with processes, operations, strategy & financials of the company.
 Collect & collate information from required sources for initiating new proposals and ensure adherence to timelines
 Assist in maintaining and developing existing and new customers through appropriate propositions, ethical sales methods, and relevant internal liaison and optimize quality of service, business growth and customer satisfaction.
 Monitor market and competitor activities and provide relevant reports and information
 Responsible for complete sign-off with the front-end sales team on all documents to be sent to the client
 Update management on the status of all prospects
 Ensure targets and expectations are clearly communicated to team members.
 To have clear understanding of the functioning and hierarchy of each department.
 Adherence to norms specified by COPC certification and ISO 27001 specifications.

Team Management

 Measure performance of the team for e.g. performance appraisals, confirmation and ongoing feedback and training
 Build effective vertical and horizontal communication channels
 Provide efficient leadership to the team
 To be a role-model for the Team in terms of performance/ behavior/ attitude
 Formulate long term plans for the development and motivation of the team
 Groom and mentor subordinates in handing more responsibility

Client Interface

 Identify process gaps and collaborate with front-end sales team to formulate solutions.
 Act as an interface between the front-end sales team and the Senior Management.
 Update senior management with the goings on/ status of pipeline in the US and UK markets

Conflict Resolution

 Conduct timely meetings to ensure open communication and devise an action plan to address issues/ concerns raised.

Occasional / Other duties of the position: None

Knowledge/ Skills/ Abilities
POSITION REQUIREMENTS
EDUCATION: An MBA in Sales and Marketing from a reputed Institute, Exposure to Sales strategy and negotiation courses is preferred


MINIMUM YEARS OF EXPERIENCE:


6 to 8 years experience prior experience in Pre-sales/account management experience with IT/ ITES or business consulting industry preferred; Prior Sales & client servicing experience is preferred; Experience in selling to multiple levels within an organization will be an advantage; Exposure to International clientele/corporate business development would be advantageous
KNOWLEDGE Familiar with Operating Systems (Windows 98/95/2000/NT), Knowledge of Windows (Word, Excel, PowerPoint)


SKILLS Adept at communicating across business and cultural barriers to ensure customer satisfaction; Knowledge of writing proposals & documentation, Exceptional presentation skills, Capability to develop and maintain strong relationships, Potential to handle multiple priorities simultaneously, Thrive in a team-oriented & deadline driven environment, Aptitude for negotiating & bargaining.

Also strong Planning and Organizational skills, Confident and eloquent in written and oral communication, Analytical Skills, Self motivated, Focus on Quality, Target Oriented, High on Integrity, Crisis and conflict management, Decision Making, High follow up skills, Enthusiastic, Outstanding negotiation and persuasion skills, Proactive, Ability to handle stress, Take initiative, Team Player, Capable of leading a team, Ability to delegate responsibility, Comfortable work with numbers, Cooperative, Excellent rapport building skills, Ability to drive results
Core competencies required for the position: (Behavioral as per IGS competency framework) Critical Important
Business Acumen: Makes systematic and rational judgements based on information and relevant assumptions Strategic Perspective: Demonstrates clear planning skills. Translates business objectives into functional activities. Sets goals and processes and organises resources to ensure that the desired results are met.

Decision-making: Proactively seeks and accurately evaluates the available data. Anticipates outcomes and implications. Chooses the optimal solutions from all those available and implements the necessary actions in a timely manner.

Learnability: Understands technical and professional aspects of work and updates knowledge continuously.

Team Leadership: Is an effective team player and team leader. Guides and supports the efforts of team members towards the achievement of the team objectives. Is proactive in avoiding or resolving conflicts.
Quality & Improvement Focus: Is proactive in ensuring that learning is shared and that quality and other key matrices are improved upon.
Customer Focus: Is highly customer oriented. Makes serious efforts at understand internal customer needs and ensures customer expectations are met in every interaction.
Ownership & Accountability for results: Demonstrates ownership for goals. Drives himself and others to achieve desired results.
Communication & Networking: Produces clear and effective documentation and communication. Is able to make accurate interpretations of complex material.

Leading change: Maintains effective work behaviour in the face of pressure and setbacks. Successfully adapts to changing demands and conditions.

Enabling People Performance: Manages vendors effectively and ensures key performance measures are met.

Nature of experience: (In specific sector / position / role) BPO, IT or ITES background.

Should you be interested kindly forward me your profile at alpana@alevelplacements.com

Needless to mention references are more than welcome.

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