Job Description
The role demands knowledge and experience of:
Financial
Create and communicate the business development strategy at the vertical level.
Periodically review collections status from the new accounts as per the cash-flow plan.
Support Business Development Heads in proposal development, negotiation and commercial terms for large deals.
Regularly monitor sales trends around the target new clients, market dynamics and incorporate into existing business development strategy and plan.
Drive increase in deal signing margins through consultative selling, single source deals and a coordinated sales strategy.
Increasing the market share in the account and also share of wallet of the account with the customer.
Delivery/Customer Satisfaction
Orchestrate internal resources in sales and delivery to give the customer an enhanced experience across touch-points.
Build a trusted group of reference-able customers who can vouch for Wipro.
Ensure a smooth hand-off of all new accounts to the account management teams.
Drive resource forecasting for the account from both confirmed opportunities as well as the opportunities in pipeline.
Offering/Competency Development
Support the solutions teams with customer perspectives and competitive intelligence to develop new vertical and horizontal solutions.
Showcase Wipro’s solutions as a strategic fit for the customer organisation through workshops, boot camps and strategy meets.
Push for higher value/value added services and solutions to the customer in line with Wipro’s offerings.
Capture and create integrated opportunities with end-to-end solution delivery requirements.
Exemplify Wipro leadership in conferences, meets and seminars, by presenting thought leadership and connecting with key customers.
Maintain touch points with the analyst and advisor teams to garner market trends and intelligence.
Nurture key relationships with strategic partners and alliances in order to build leads into new business opportunities.
People
Mentor and nurture the next line of leadership in the account team.
Build a top quality account sales team capable of consultative selling.
Focus on people development, employee movement and career management.
Build a supportive environment and a motivated team to increase employee satisfaction and minimise attrition in the business development teams.
Desired Skills and Experience
Experience selling into the Minerals , metals and mining industry. Good relationship at the CXO level.
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