Business Development Manager / Senior Business Development Manager
Role Designation: Business Development Manager / Sales Manager
Career Stream: Global Markets
Reports to: Sales Head
Financial Size: 2-3 new accounts per half (US$1-2M per half)
Team: TAL of 30-35 accounts (7-10 Class A/Must Win), 1-2 direct reports
Areas of Responsibility
* Business Planning – Organization / Unit Level – Provide revenue and profitability numbers for TAL accounts, market/segment analysis, set revenue/margin goals at unit level.
* Sales Planning and Review – Perform customer profiling, account planning, set revenue/margin targets, develop winning strategy to meet AC opening and targets.
* Market Development – Persuade clients to provide industry reference, case studies, joint events; create and edit messaging, support revenue growth and ROI on events.
* Customer Prospecting – Identify key contacts, secure meetings, design agendas, generate pipeline of opportunities.
* Opportunity Identification and Qualification – Identify and qualify opportunities, create opportunity plans, align with partner units, secure executive sponsorship.
* Proposal Development – Build winning proposals, assess competition, target price, gain approvals, integrate internal and external resources.
* Proposal Negotiation and Closure – Present proposals, negotiate commercials, secure LOE/SOW, handover project to delivery.
* Contracting and MSA – Identify MSA accounts, negotiate terms, establish long‑term relationships.
* Account Planning and Review – Develop account plan, relationship map, conduct periodic reviews, drive 18‑month growth.
* Account Mining – Engage key contacts, anchor meetings, close opportunities, transition to farm mode.
* Account Operations – Sign SOWs/Contracts, follow up on invoices, manage cash flow, maintain CSAT/ELF metrics.
* Relationship Management – Resolve client complaints, recommend executive connections, schedule client reviews, track action items.
* People Management – Mentor team members, conduct reviews, manage career planning, address grievances.
* Organization Initiatives – Participate in organization‑level initiatives to contribute to growth.
Knowledge, Skills & Qualifications
* Knowledge – Outsourcing business, cost and revenue drivers, business case creation, financial ratios (IRR, NPV, ROCE), statistical analysis, presentation skills, legal & contracting issues, Infosys offerings.
* Skills – Structured communication, consultative skills, conflict resolution, problem solving, negotiation, commercial acumen, political savvy, leadership, networking.
* Experience – 9‑11 years (Engineering Graduate: 11‑14 years; Non‑Engineering Graduate: 9‑12 years) in Global Markets; proven sales, business development, and account management in IT services.
* Education – Bachelor’s degree (Engineering or non‑engineering). MA/MBAs or equivalent preferred; CA/Tier MBA acceptable.
* Other – Ability to work onsite or offshore, strong stakeholder management, ability to generate and manage pipeline, negotiate complex MSA agreements.
Performance Measures
* Sales Planning and Review
* 18‑month revenue target
* Number of new ACs opened
* Profitability
* Service line mix
* Market development metrics (references provided)
* Customer prospecting (unqualified pipeline)
* Opportunity qualification (qualified pipeline)
* Proposal development (win ratio)
* Proposal negotiation & closure (win ratio, revenue at risk, time to close MSA)
* Contracting and MSA ( up‑to‑date MSAs)
* Account planning & review (account revenue, margin, large deals, non‑linear revenue)
* Account mining (new buying centers, new service lines)
* Account operations (DSO days, CSAT, ELF score, sales process compliance)
* Relationship management (client escalations, CXO meetings, CSAT, ELF scores)
* People management (360‑degree feedback score)
* Organization initiatives (number of initiatives)
Additional Criteria for Higher Proficiency
Bigger portfolio, a team of ABDM/BDMs, and organization‑level initiatives.
#J-18808-Ljbffr