Business Development Manager

Brussels, Belgium / Experienced / Senior Management/ Salary Package as per experience / Permanent / Urgent / Job Ref: 811-IT002

Responsibilities:

Organization Initiatives: Takes part in the org level initiatives as guided by the manager in order to  contribute to the growth/success of the organization.

People Management: Guiding team members, career planning, mentoring, reviews, appraisals, salary input, promotion input, grievance handling in order to ensure an engaged employee

Relationship Management: 

With the clients: Handles customer complaints about project executions across IBU delivery and HBUs. Identifies and recommends the right Organisation executives with whom the client can connect. Sets up meetings and sets the right expectations. Recommends public engagements/ conferences/Organisation events that the client and Organisation can jointly benefit from. Gets the clients to participates in events and conferences of mutual benefit. Set up periodic reviews with important customer stakeholders per pre-agreed format. Expectation setting with individual clients (who can be influenced) before the Account relationship review document is presented formally. 

Publishing of action items and tracking to closure 3rd party: Develops relationship with third party vendors as is necessary.

Within Organisation:

Collaborates with Delivery management (HBU & IBU delivery), HoS, Finance/ Legal and IBU Leadership to resolve escalations. Identifies and sells to Organisation executives the specific client they should connect with. Prepares executive briefing documents. Coaches on high level messages that resonate with account context. Identifies the right speakers/ hosts (including self if applicable- higher proficiency) at the conferences with whom the client can connect/ address the audience. Incorporates internal feedback on the relationship review document to be presented. Allocates roles to Organisation participants in the review and track action items to closure in order to ensure a delighted customer.

Account Operations: Signs off on SOWs/ Contracts and follows up with the client to sign SOWs and upload into OMS. Submits invoices to client periodically and resolves any disputed amounts invoiced. Follow up with clients (at succeeding levels if necessary) for release of payments. Identify the right list of clients for CSAT and follow up with client if necessary for CSAT and ELF IN ORDER TO minimize revenue leakage for services delivered and enhance client satisfaction. Cimba related - creation of company, opportunity, contacts, proposal, proposal number, ensure creation of OM; ensure opportunity is kept up to date in terms of profile, start date, value etc. Schedule top 10 opportunity, pipeline and account review with HoS on defined periodic basis IN ORDER TO ensure discipline, availability of data (person independence), right projections at the org level and data driven decision making.

Account Mining: With Client: Identifies the right contacts in the client organization. Secures meeting with the clients concerned and sets appropriate agenda( client context and pain points, industry / competitive context, Organisation value propositions). Anchor meetings and close any opportunities generated.

Within Organisation/ partners:

Ensures active participation from HBUs/partners concerned. Provides account context(including topics to avoid). Allocates roles and responsibilities for ongoing client interactions. Reviews meeting material in order to grow the account by positioning Organisation strategically and as an existing trusted partner. Handover the account to the right person(mostly an EM) at the right time based on guidance from the manager in order to ensure account is moved from hunt to farm mode.

Account Planning & Review : Develops the Account Plan in conjunction with the other stakeholders (Service line mix, revenues, profitability. Develops relationship map, market share analysis. Owns, communicates and executes as per the A/c plan. Conducts periodic review of plan with higher Management in order to grow in the Account as per 18m plan

Contracting & MSA : Identifies MSA accounts. Positions Organisation as strategic partner with presenting value proposition and create environment for signing an MSA (e.g. empanelment.) Negotiates MSA terms and conditions IN ORDER to create a long term relationship with the prospect

Proposal Negotiation & Closure : Sets up meeting with the prospect to present technical proposal. Discuss the commercials, Identifies the right team for the meetings. Negotiate commercials, get LOE/SOW; upload the LOE/SOW in the system IN ORDER to ensure a win and sufficient and necessary document to start the work. Negotiates teaming agreements and prices with external partners IN ORDER TO get the best price.

Effective handover of the project to delivery for execution (in case of the won projects).

Proposal Development : Identify the right team (with help of HoS, if required) # Identify the right external partners (based on fitment, market presence, internal capabilities, price and prospect preference). Provides intelligence on competition, Figure out the target price, helps get the internal approvals. Co-develops

and provides inputs to the model/solution & provide content as is necessary IN ORDER TO develop a winning proposal Opportunity Identification & Qualification : Identify the opportunities in the TAL and get them qualified for pursuit. Create an opportunity plan for top opportunities. Ensures alignment with appropriate partner units, exec sponsorships etc IN ORDER TO create a healthy pipeline across the service mix.

Customer Prospecting : With Client -

Identifies the right contacts in the client organization. Secure meeting with the clients concerned. Sets appropriate agenda(client context and pain points, industry / competitive context, Organisation 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

Within Organisation/ partners: Creates a/c plan, Enlists executive sponsorship, ensures active participation from HBUs/ Partners concerned, provides account context( includes topics to avoid), allocates roles and responsibilities for ongoing client interactions, reviews meeting material IN ORDER TO penetrate the account by positioning Organisation strategically and as a trusted partner. Generates leads through - meetings/presentations at conferences, partner contacts, contacts in client organizations, news reports, analysts, deal consultants IN ORDER TO create a pipeline of opportunities (unqualified pipeline).

Market Development : Persuade clients to provide and commit to industry wide reference ,analyst references, case studies, joint webinars, and joint speaking engagements. Provide input on specific events/ sponsorships to corporate marketing. Create and/or edit messaging around Organisation services and solutions as is necessary. Participates in events and conferences; Identifies new alliances, participates in joint alliance marketing events, conferences IN ORDER TO support revenue growth and increase ROI on events.

Sales Planning & Review : Is assigned the target accounts(TAL) identified by HoS, does customer profiling, A/C Planning and sets 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.

Business Planning - Organization/Unit Level : Provides revenue and profitability numbers for TAL accounts.

Market/segment analysis & needs/services/solutions identification to the HOS IN ORDER TO help setting revenue/margin goals at the unit level