We are seeking a talented and ambitious BDM to join our Enterprise team. The successful candidate will play a pivotal role in developing and executing sales strategies for the Industrial Manufacturing sector. This position offers an exciting opportunity to shape the company's growth trajectory and expand strong industry connections.
BDM – Sr. Business Development Manager/Director
Role Description
Responsible for onboarding new logos and manage & maintain a healthy NN (Net New) sales pipeline for accounts and grow new logos to sizeable revenues
Primary client-facing field representative; to own, drive the continuity and profitability of NN revenues
Specific knowledge and experience selling IT solutions/ services in the Industrial Manufacturing Vertical
Job Specifications & Requirements
Minimum 12+ years’ experience, with at least 5 years’ experience in Sales in the IT-sector
Well networked with customer organizations
Experience of handling larger outsourcing engagements within the IT-Service industry (pre-sales or sales phase)
Proven track record of sales successes. Project Management experience
Willingness to travel. Open, communicative and team-oriented
Self-reliant and compelling, Analytic and conceptual frame of mind
Goal oriented, resilient
Key Responsibilities
Lead generation and onboarding new logos
Collaborate with Vertical Leaders, Practitioner Sales, Client Delivery Leads to identify services/ offerings / value proposition to take to the customer based on client requirement
Forge relationships with buying offices of potential client, gather relevant vertical and market knowledge
Learn, know and bring the best of Black Box to customer (offerings, use cases, etc.)
Define overall pursuit strategy incorporating feedback from past customer experience; develop client proposal and pricing along with bid manager and Solution Architects
Generate leads through secondary research and pursue leads identified by marketing teams and leaders
Drive leads to closure
Own actual negotiation; also coordinate inputs / participation from different stakeholders
Develop negotiation strategy & negotiate contract / agreement; oversee bid manager in drafting SoW for contract; participate in win/loss review
Collate & communicate learnings from pitches, proposals, customer feedback to Sales team
Oversee account handover to Vertical AM
Identify customer needs and facilitate account setup to commence delivery operations along with the Client Delivery Lead/Delivery Manager
Create robust transition plan for account handover to Vertical AM
Coordinate and act as conduit for overall delivery and operational excellence for the account including financial planning & tracking
Coordinate with Delivery team to ensure high quality delivery – conduct joint discussions for implementation, delivery and contractual obligations
Own cost metrics for an account - with inputs from Client Delivery Managers of individual projects
Identify margin improvement initiatives and coordinate with Delivery Managers/ PMs to execute and implement these initiatives
Key Interfaces
Collaborate with Bid Manager/proposal team for proposal writing
Collaborate with Practitioner Sales to identify services/ offerings/value proposition to take to the customer based on client requirement & with bid manager to draft RFI response
Work with Sales Ops team to create a repository of leads, clients, buying offices, reason for drop-outs etc.
Orchestrate account performance reviews, status update, timeline adherence, SLA adherence etc. along with Client Delivery Manager
- Develop and implement a comprehensive sales strategy for the Industrial Manufacturing vertical.
- Identify and target key decision-makers and influencers within the industry to establish strong relationships.
- Generate new business opportunities and maintain a robust pipeline of potential clients.
- Conduct market research and stay updated on industry trends to identify potential partnerships and collaborations.
- Collaborate with the marketing team to create targeted campaigns and promotional materials for the Industrial Manufacturing sector.
- Attend industry events, conferences, and trade shows to network and promote our company's offerings.
- Provide regular sales reports and insights to the management team, highlighting achievements and areas for improvement.
- Work closely with the product development team to ensure our offerings align with market demands and industry standards.
- Negotiate contracts and close deals, ensuring a positive and professional representation of our company.
- Maintain a high level of customer satisfaction and build long-term relationships with key clients.
- A proven track record of success in business development or sales, preferably in the Industrial Manufacturing sector.
- Excellent networking skills and the ability to build strong relationships with key decision-makers.
- Strong industry knowledge and an understanding of market trends and dynamics.
- Exceptional communication and presentation skills, with the ability to articulate our value proposition effectively.
- A strategic mindset and the capability to develop and execute sales plans.
- Experience in market research and analysis, with the ability to identify new business opportunities.
- Proficiency in using CRM systems and sales enablement tools.
- A results-driven and proactive approach to work, with a strong desire to achieve sales targets.
- Excellent organizational and time management skills, with the ability to prioritize tasks.
- A bachelor's degree in business, sales, or a related field is preferred.
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