BDM - Industrial Manufacturing

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