BDM - Industrial Manufacturing

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