Manager - Business Development

Job Purpose

Drive DSC business and growth agenda through the proactive identification, assessment, pursuit and win of new sales opportunities in addition to effective management of RFQ opportunities.

Scope of Job

Develop and leverage constructive relationships within target accounts to gain access to key decision makers and establish coach network.

Continuously review business potential and identify potential business opportunities at Business Support Centre (BSC).

Conduct research meetings with the customers and leverage coach network to understand the customer's organization, requirements and business objectives.

Present BSC solution proposal and business fit to decision makers, engage in negotiations and close the deal.

Key Tasks

Draft vision and target for assigned target accounts.

Conduct research on strategically prioritized areas, sectors and target accounts to identify potential areas for business opportunities at BSC.

Pro-actively identify opportunities within target accounts and answer incoming RFQs.

Map and assess stakeholders within assigned target accounts.

Conduct internal + external research to identify customer's supply chain requirements pertaining to BSC and business objectives.

Conduct opportunity assessment for identified opportunities and develop recommendation on pursuit or cancellation based on financial attractiveness, risk and fit of customer requirements with DSC / BSC capabilities.

Identify DSC's value proposition and high level solution parameters based on customer requirements.

Develop a structured plan on how to win the opportunity (win-plan).

Identify and assess business fit of customer with DSC / BSC and develop convincing business fit presentation.

Present solution to customer demonstrating clear business value of BSC, engage in negotiations and close the deal within agreed timeline.

Collect customer feedback after opportunity and conduct internal Post Opportunity Review".

Maintain access to key target account stakeholders, position DSC / BSC and continuously review business opportunity potential.

Prepare, conduct and accompany handover to operations after closure, act as the customer's prime contact until handover to Operations/ Account Management is finalized.

To provide required support to the BSC management & key stakeholders at BSC including BCA preparation & Contract Database management.

Continually build a pipeline of high-quality opportunities to deliver against your sales metrics ensuring KPI’s are met.

Stakeholders

Collaborate with internal functions that support the sales process ( Solution Design, operations, HR, IT, Real Estate, Legal, Finance, etc.), gather required input and coordinate actions.

Work in close cooperation with customer operations teams ( ensure quality, improve performance).

Facilitate knowledge / best-practice sharing between DSC community within sector / geography.