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Description
The Regional Lead (Business Development) position is a key sales role within the Firm's Manufacturing & Tech Unit sales team for the South Market. This position is a leadership role, responsible for executing regional sales and business development strategies for the targeted companies, along with the business development team. This unit includes the following industries: Automotive, Industrial Manufacturing, Aerospace & Defense, Chemical & Process, Agricultural & Paper, and Technology including Software Services
The candidate will play a coach and hunter role, responsible for leading a team and acquiring new clients in the South East market. The candidate will drive consultative sales for the entire portfolio of IT managed services, ERP Transformation, Business Consulting, Digital Services, BPO, ADM, IS and Engineering Services for the targeted firms. The positions primary responsibility is to achieve sales quota (both TCV and Revenue) for the firm's services in the identified market. The candidate will develop sales and revenue-producing relationships with the decision-making CXOs (CEO, CFO, CIO, CPO, CDO, etc.) at these firms. The candidate will also drive the end-to-end sales cycle from initial prospect communication through contract execution. The candidate will also be responsible to ensure that projected revenue is recognized from the executed contracts, both as an individual contributor as well as for the unit. The role is supported by on-site and offshore large deal team, pre-sales & solutioning teams.
Responsibilities
Achieve monthly, quarterly, and annual sales targets established by the Market Unit Head
Achieve lead generation, prospecting and other sales management goals designed to build an optimal opportunity pipeline
Drive proactive deal creation process by aligning to the CEOs agenda in the targeted companies
Personally develop strong, long-term relationships and referrals with senior management at the targeted firms
Manage end-to-end sales process for all the opportunities including initial client communication, problem discovery, solution hypothesis development, on-site presentations, RFI responses, multi-day client workshops, RFP submissions, negotiations, and the deal signings. The candidate is the focal point for all communication and sales activities with prospects and newly acquired customers
Work in close collaboration with he firm's large deal team. presales team & delivery teams to ensure that proposed solution and services fully meet customers business and technology needs
Provide support to customers during initial phases of an engagement. Follow up and ensure total client satisfaction throughout the life cycle of the relationship
Support market research and competitive positioning analysis in partnership with regional presales, marketing, and product development staff
Demonstrate strong personal communication and presentation skills to establish interest, credibility, and trust
Manage day to day progress of the sales team, comprising of individual contributo
Skill and Experience Requirements
Strong hunter profile and a leader with a proven track record of success in selling large deals
Demonstration of consistent over-achievement of client acquisition and sales revenue targets
About 20 years of experience in selling IT services (10 years within the region), preferably working in a leading IT services & products firm with prior experience of working with offshore teams
Strong local contact base and access to alumni, local associations, industry associations within the region
Good understanding of the domain of Manufacturing and Technology industries
Demonstrated ability to create proactive discussion led deals with the CXOs
Experience with supplier selection processes including RFI and RFP issuance and response management
Experience of working on opportunities run by Third Party Advisory Firms such as ISG, Avasant, and Management consulting firms like BCG, McKinsey, KPMG, etc.
Understanding of customers buying process
Ability to maintain strong sales management focus during the sales cycles that are typically six to nine months long
Demonstrated ability to manage complex negotiations with senior-level business and technology executives
Travel Requirements
The candidate is expected to travel regularly to regional prospect and customer locations to support lead generation, sales presentations, contract negotiations, engagement implementation, and ongoing relationship building
Education Requirements
Bachelors degree (required)
MBA (preferred)
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