Responsibilities The individual is responsible for all client interfaces within the assigned account scope. He / She works together with internal & external partners and is responsible for client management based on the account plan. The individual has the following key responsibilities within the assigned account scope: o Client relationship management -managing relationships with client personnel - those directly involved with the client's presence o Business Development - responsible for building a portfolio - driving revenues within the assigned account scope by being the owner of the entire Opportunity Management cycle. This involves identifying business opportunities, selling concepts to the client where required and influencing the client to give additional business based on demonstrated capability and past performance. o Conduct research as well as competitor analysis, as well as conducting client presentations, estimation efforts and proposals and negotiations. o Client delivery assurance - assuring the client of the commitment and driving the delivery process by working collaboratively with the Delivery partners in the Business Unit o Collaborate with the Delivery partner to address all people or infrastructure related issues that may be affecting the delivery of the project vis- -vis the specific client. o Balance different projects running for the client that may involve different delivery partners or competency units' resources. o Taking Go-to-market solutions to accounts within the account scope -responsible for driving revenues from Go-to-market solutions being sponsored by the business unit. o Work closely with the Solutions Leader to build customized solutions pitches for the target account and driving the revenues and delivery of these solutions to the account scope o Account Planning and Governance - completely responsible for all Client Management processes - Plan-Sell-Deliver-Manage. o Build an Account Plan for the account scope - with details of the relationships required, the opportunities that have to be chased, and the revenue expected from such opportunities, as well as potential threats and weaknesses that need to be addressed o Pricing decisions within the scope of the Master Services Agreement o Provide necessary input for building future alliances with relevant product vendors Skills o 12+ years' experience, with strong sales/relationship management/account management experience o Significant Business Development & relationship management experience required o Must have experience in the Manufacturing services industry, with strength in one of the following: Automotive, Chemicals, Industrial, Aeronautics, Defence, etc o Knowledge of industry specific go-to-market solutions a plus o Good understanding of industry specific business issues and drivers a plus o Track record of interacting and building relationship with CXO level client contacts o Global Delivery Model experience desirable o Experience managing large multi-location consulting engagement teams desirable o Track record as Account Manager in a rapidly growing client relationship highly desirable o Hands-on experience with proposal creation and leading proposal presentations o Strong leadership, interpersonal, communication and presentation skills o Wide variety of IT and business consulting engagement experience Qualifications Bachelor's degree (must) and a management degree (desirable) Associated topics: administrative, branch manager, director of sales, manager, regional sales manager, sales executive, sales management, sales manager, shift lead, territory manager
* The salary listed in the header is an estimate based on salary data for similar jobs in the same area. Salary or compensation data found in the job description is accurate.