Business Development Manager - MFG

Overview

Role Business Development Manager Role Designation Business Development Manager/ Sales Manager;
Senior Business Development Manager/ Senior Sales Manager

Career Stream Global Markets Career Sub Stream Sales

Reports to Sales Head

Billable Role (Y/N) N Supervises Not specified

Incumbency (Single/Multiple) Multiple

Team Size & Dispersion TAL of 30-35 accounts; 7-10 being Class A/Must Win

Location Onsite / Offshore

• Senior Business Development Manager/ Senior Sales Manager Generate leads through meetings / presentations at conferences, partner contacts, client contacts, news reports, analysts, and deal consultants. Conduct customer profiling, account planning, and set revenue / margin targets by service line at the account level. Create or edit messaging around Infosys services and solutions as necessary. Identify and secure meetings with the right contacts in client organizations;
  
  anchor meetings and pursue opportunities with help of pre-sales, partner units and external partners. Research and provide analysis on key accounts to understand needs and map organization structures. Identify internal and external partners, provide competitive intelligence, determine target price, obtain internal approvals, co-develop solutions, and provide content as necessary. Negotiate teaming agreements and prices with external partners. Negotiate MSA terms and conditions.
  
  Handover projects to delivery for execution when won. Develop account plans and relationship maps; sign off on SOWs, submit invoices, and follow up on payments. Handover the account to the appropriate owner at the right time to pursue a winning strategy and revenue targets within the assigned accounts and policies.
• Account Planning and Review Develop the account plan with stakeholders (service line mix, revenues, profitability). Build relationships, analyze market share, and conduct periodic reviews with management to grow the account per an 18-month plan.
• Account Mining Identify contacts, secure meetings, align agendas, and close opportunities; ensure ongoing partner involvement and handover to appropriate person to move from hunt to farm stage.
• Account Operations Sign off on SOWs / contracts, follow up for payment, minimize revenue leakage, and ensure CSAT and ELF considerations are addressed.
• Relationship Management Manage client escalations, coordinate with Infosys executives, and plan client events and reviews to maintain a strong relationship.
• People Management Guide team members, plan career paths, conduct reviews, and support employee engagement.
• Organization Initiatives Participate in organization-level initiatives to contribute to growth and success.

• Engineering Graduate
• CA / Tier MBA*
• Non Engineering Graduate
• PhD
• Minimum No. of Years: 11 / 9
• Career Stream: NA
• * Categorical based on Infosys recognized list of colleges and courses

• Engineering Graduate
• CA / Tier MBA*
• Non Engineering Graduate
• PhD
• Minimum No. of Years: 14 / 12
• Career Stream: NA

• Knowledge: Knowledge of outsourcing business, cost and revenue drivers for an IT organization, business case creation, financial analysis, statistical analysis, presentation skills, knowledge of legal and contracting issues, general knowledge of Infosys offerings.
• Skills: Effective and structured communication, conflict resolution, problem solving, negotiation, commercial acumen, leadership and networking, and related professional capabilities.

• Sales Planning and Review
  • 18 month Revenue
  • Number of new accounts opened
  • Profitability
  • Service Line Mix
• Market Development Number of references provided
• Customer Prospecting Unqualified Pipeline
• Opportunity Identification and Qualification Qualified Pipeline
• Proposal Development Win ratio
• Proposal Negotiation and Closure
  • Win ratio
  • Revenue at risk
• Contracting and MSA
  • Time to close MSA
  • MSAs up to date
• Account Planning and Review
  • Account Revenue
  • HBU Revenue mix
  • Account margin
  • Number of large deals
  • Percentage of non-linear revenue
• Account Mining
  • Number of new buying centers
  • Revenue from new buying centers
  • Number of new service lines
  • Revenue from new service lines
• Account Operations
  • CSAT / ELF considerations
  • Revenue realization and process compliance
• Relationship Management
  • Number of client escalations
  • Number of CXO meetings
  • CSAT / ELF scores
• People Management 360-degree feedback score
• Organization Initiatives Number of organization-level initiatives

Work Location: Zurich

Country: Switzerland

State / Region / Province: Zurich

Company: ITL Switzerland

Interest Group: Infosys Limited

Role Designation: 2867

BBUDVM Business Development Manager