Job Description

Roles And Responsibilities: - o Customer Prospecting The Business Development Manager will identify the right contacts in the client organization, secure meeting with the clients concerned, set appropriate agenda (client context and pain points, industry / competitive context, HLB HAMT value propositions, anchor meetings and pursue any opportunities generated with the help of pre-sales, partner units and external partners, research and provide analysis on all key accounts to attain an understanding of needs, develop organization charts / structures for all key accounts o Opportunity Identification and Qualification The Business Development Manager will identify the opportunities in the target accounts and get them qualified for pursuit, create an opportunity plan for top opportunities, ensure alignment with appropriate partner units, exec sponsorships etc. in order to create a healthy pipeline across the service mix o Business Planning - Organization / Unit Level The Business Development Manager will provide revenue and profitability numbers for target accounts. The person will market / segment analysis and needs / services / solutions identification to the HOS, in order to help setting revenue / margin goals at the unit level o Sales Planning and Review The Business Development Manager will, for the assigned target accounts (TAL), do customer profiling, A/C Planning and set revenue / margin targets by services line at the account level, in order to come up with a winning strategy to meet A/C opening and revenue targets o Proposal Development The Business Development Manager will identify the right team, right external partners (based on fitment, market presence, internal capabilities, price and prospect preference). S/He will provide intelligence on competition, Figure out the target price, help get the internal approvals, co-develop and provide inputs to the model / solution and provide content as is necessary in order to develop a winning proposal o Proposal Negotiation and Closure The Business Development Manager will set up meeting with the prospect to present technical proposal, discuss the commercials, identify the right team for the meetings, negotiate commercials, get LOE / SOW, and upload the LOE/SOW in the system, in order to ensure a win and sufficient and necessary document to start the work and negotiate teaming agreements and prices with external partners in order to get the best price. S/He will unsure effective handover of the project to delivery for execution (in case of the won projects) o Contracting and MSA The Engagement Manager will identify "MSA accounts", position HLB HAMT as strategic partner with presenting value proposition and create environment for signing an MSA (e.g. c.), negotiate MSA terms and conditions in order to create a long term relationship with the prospect. o Organization Initiatives The Business Development Manager will take part in the organization level initiatives as guided by the manager in order to contribute to the growth / success of the organization. Skills/Knowledge Requirement: - Knowledge: Knowledge of outsourcing business, cost and revenue drivers for an IT organization, Business case creation, Presentation skills, knowledge of legal and contracting issues, develop a high-level knowledge (including value proposition) of HLB HAMT (Technology) offerings. Knowledge of business processes of the client and the underlying Economics of the industry, competitive dynamics Skills: Effective and structured communication skills (consultative skills when combined with business case creation above), conflict resolution / consensus building skills, problem solving skills, negotiation skills, Commercial Acumen, identification of political land, sense of humor, leadership and networking skills. ? Qualifications & Skills: o 5-10 years in sales and customer success management, preferably in Professional Services, Supply Chain Solutions, CRM or related services. o Proven track record in driving sales and improving customer retention. o Strong leadership, communication, and interpersonal skills. o Ability to develop and execute sales and customer success strategies. o Familiarity with CRM platforms (Salesforce, Sugar CRM, HubSpot, etc.) is a plus.

Job Types: Full-time, Permanent