Business Development Manager

Business Development Manager

Business Development Manager - IT Services

Location – Pune

 

The incumbent will be responsible to lead, drive and execute the overall services growth strategy in the region as well as creating and converting sales opportunities for their respective accounts and portfolios. The BDM will drive sales within the country / region, and work collaboratively and partner with the pre-sales / solutioning, delivery and functional teams.

 

The BDM is responsible to maintain the relationship with departmental and technical decision makers and where applicable, work in conjunction with Account Executives and Managers to gain access to C-Suite decision makers. The BDM is a technical and sales expert for his/her assigned services, solutions/services, and is expected to be able to differentiate solution/service offerings, convey compelling value propositions, lead the opportunity, qualify the customer needs, develop and present solutions proposals and quotations, and respond to customers’ high level technical/functional questions in order to successfully close sales.

 

 

Roles & Responsibilities

 

Territory & Account Management

• Create territory/account plans including opportunity development, competitive strategies and targets for the region/assigned accounts.
• Build strong business relationships and formulate account relationship plans within the assigned accounts/ territory. Identify & respond to key account technical and departmental decision makers’ needs and maintain customer contact records in the relevant CRM tools.
• Maintain a network of key opinion leaders within the assigned territory.
• Track and communicate market trends to/from the field including competitor data and develop effective counterstrategies.
• Build strong relationship in assigned accounts and explore/build up-sell strategy.

 

Understanding of market & related expertise

• Work collaboratively with marketing function to plan and execute on growth programs
• Maintain up to date detailed knowledge of solution/services. Be able to present and discuss the value proposition and benefits which are relevant to customers.
• Maintain up to date market and competitor knowledge related to their product/solutions/services.
• Develop their understanding of customer changing service needs & operational issues & challenges.
• Feedback on viable product/service configurations which meet customer needs effectively, while achieving optimum margin .
• Differentiate assigned product/service offerings during the various stages of the sales process, effectively using the resources and approved marketing and promotion materials to actively support the customer through their decision-making process towards a successful outcome for the company.
• Represent the company at relevant technology conferences and exhibitions/events to promote solution/services and company