Description:
Position Summary
The Business Development Director position is a key sales role
within the Our Client Retail Unit sales team for North America, responsible for
executing regional sales and business development strategies for target
companies within the Retail Unit.
The candidate will play a hunter role, responsible for acquiring
new clients for Our client The candidate will target sales of our client entire
portfolio of IT Outsourcing services including Consulting, BPO, ADM, IS
and Engineering Services for targeted firms. The position’s primary
responsibility is to achieve new sales results for our client services in the
sales regions identified above. The candidate will develop
revenue-producing relationships with decision-making CxO level
executives at targeted firms, as well as drive the sales cycle of all
assigned sales opportunities from initial prospect communication through
contract execution. The role is supported by on-site and offshore
Pre-Sales & Solutioning teams.
Responsibilities
•Achieve monthly, quarterly and annual sales targets established by
the Retail Sales Head and execute business development, offering
positioning and sales strategies as a member of the sales team for North
America.
•Achieve lead generation, prospecting and other sales management goals designed to build an optimal sales pipeline.
•Personally develop strong, long-term relationships and referrals with senior management at targeted firms
•Manage the end-to-end sales process for all opportunities
including initial client communication, on-site presentations, RFI
response, multi-day client workshops, RFP submission, negotiation and
deal signing. The candidate is the focal point for all communication and
sales activities with prospects and customers.
•Work in close collaboration with our client's presales team & delivery
teams to ensure that proposed offerings and services fully meet
customers’ business and technology needs.
•Provide support to customers during initial phases of an
engagement. Follow up and ensure total client satisfaction through the
life cycle of the relationship.
•Support the team’s market research and competitive positioning
analysis in partnership with regional presales, marketing and product
development staff.
•Adhere to all our client's Sales, Human Resource, and corporate ethical policies, standards and guidelines.
•Demonstrate strong personal communication and presentation skills to establish interest, credibility and trust.
Skill and Experience Requirements
•Strong hunter profile with a proven track record of success in selling technology outsourcing services into the Retail Industry
•Demonstration of a consistent over-achievement of client acquisition and sales revenue targets.
•At least 8 years of experience in selling IT services within the
region, preferably working in a leading IT services & products firm
with prior experience of working with offshore teams.
•Strong local contact base and access to alumni, local associations, industry associations within the region.
•Good understanding of the Retail industry.
•Experience with vendor selection processes including RFI and RFP issuance and response management;
•Experience of working on opportunities run by Third Party Advisory Firms such as TPI, Equaterra , etc
•Understanding of customer decision making criteria as it pertains to offshore services, consulting, enterprise solutions
•Ability to maintain strong sales management focus during sales cycles that are typically six months to one year in duration.
•Demonstrated ability to manage often complex negotiations with
senior-level business and technology executives at leading Retail
Companies.
•Thorough command of English, both written and spoken.
Travel Requirements
•The candidate is expected to travel regularly to regional prospect
and customer locations to support lead generation, sales presentations,
contract negotiations, engagement implementation, and ongoing
relationship building.
Education Requirements
•Bachelor’s degree required.