Key Skills: Business Development, Key Account Management, Consulting, Product Management/Marketing, Farming, Hunting
Candidates from IIM/ISB/XLRI Only
Exp: 3 – 6 years (2+ years post MBA)
To farm opportunities by monitoring the level of business achieved and identify opportunities to generate more business from existing clients by providing the client organization with technical and budgetary information on planned, new or enhanced products and services. Utilize in-depth project management knowledge and skills for further account mining activities for growing the account.
Preparation of a detailed Account Plan by coordinating and engaging with the BDE team, Engagement Manager, and respective stakeholders. Review the final Account plan and ensure it meets the required standards of compliance
Resolve any disputes relating to agreement finalization and amounts invoiced. Follow up with the client for the release of payments to minimize revenue risk for the firm. Track CSAT and ELF to minimize revenue outflow for services delivered and enhance client satisfaction.
Customer Relationship Management:
Establishes productive, professional relationships with key personnel in assigned customer accounts. Identify and respond to opportunities for providing products and services to the customer, liaising with those responsible for creating revenue for our organization. Inform internal stakeholders regarding customer complaints relating to project execution, negotiations on MSAs/SOW etc. Set expectations and periodic reviews for the client before the presentation of Account Relationship document. Collaborate with the client through conferences and events for mutual benefit. Include speakers with whom the client can connect with for discussions and possible solutions to client the client problem. Position as a trusted partner that creates value addition for the customer and for whom the client can increase its spend by leveraging multiple services or increasing the current business.
Contract & MSA:
Work closely with internal and client stakeholders to ensure quick and amicable closure of contract / MSA with an acceptable risk of earned value.
Create a market and customer analysis with respect to the specific Account. Create and communicate the strategy based on the analysis to the Account team to utilize our services that benefit the client. Introduce information based on competitor analysis to track the changes in the industry and make us cognizant of technologies/processes/perspective that we should begin to integrate for remaining relevant in the market.
Provide the client with an in-depth analysis of the opportunities that can be explored for mutual benefit in a way that positions our relationship with the client strategically.
Provide respective internal stakeholders with account specific information pertaining to client competitor/s and opportunities being leveraged in the market to help in the logical validation of our proposal/business case.
Provide client overview and Account background to the internal stakeholders to create a united team which focuses its efforts to create maximum value for the client. Arrange well-timed meetings that involve sales, industry or horizontal specialists in order to demonstrate to client that L&T Infotech has credible expertise in other areas than the one currently being provided. Enable measures that increase client interaction with the diverse service lines creating opportunities for upselling, cross-selling, domain solutions, other services, and Intellectual property selling
Proposal – Review, Negotiation, and closure:
Review proposal created by internal stakeholders to formulate a win price for the business value being delivered. Anticipate client objections and identify clients who object to our services prior to handling negotiations so as to remain equipped with supporting data/reports/analysis to invalidate the objections. Negotiate with client representatives on SOW with a combined value defined by us and articulate business value to win the deal at a premium price.
Candidates will be given a training programme for 6 months in Mumbai and then based on that will be relocated to abroad to do sales over there.
Location can be either US, Europe or the Middle East.