Sodexo - AGM - Business Development (10-15 yrs)

AGM - Business Development (Mumbai. Gurgaon, Bangalore & Hyderabad) B2B sales. Food sales.

Business Development

Reports To: Head Sales

Role Description :

Responsible for developing and ensuring execution of the annual business development strategy for the Corporate Services Segment i.e IT/ITES/Telecom/BFSI driving revenue growth from new large accounts and existing clients (i.e. other than those identified as large accounts) within the segment. Also responsible for establishing relationships with potential large clients and increasing market share of the organization in the segment.

Key Responsibilities:

Strategic:

- Develop the business development plan for the segment in line with the overall business development strategy. Set business development targets from key and other accounts within the segment

- Identify new growth opportunities for the organization within the segment in terms of new sectors, companies, regions, etc to be tapped

- Together with the Head of Business Development, support the Strategy and Technical Advisory team in development of strategy for tapping new growth opportunities within the segment effectively

- Support in the preparation of the account management strategy or the organization by providing insights on possible existing and potential key accounts within the segment to be targeted every year for developmental sales

- Analyse the competitive landscape and provide strategic insights to the Marketing & Communications department for development of new offers and customisation of existing offers for the segment

- Establish and maintain strategic alliances with various industry forums within the segment

Financial:

- Support the Head of Business Development in the formulation of the annual budget for the business development team

- Undertake monthly/quarterly budget reviews to track and control adherence to the segment wise budget. Formulate action plans to manage deviations, if any

- Monitor performance of the segment (i.e sales growth and profitability) against targets

- Monitor all contract deviations with regard to account P&L, adherence to the minimum GOP targets, etc for all new proposals and getting the necessary approval

Operational:

- Drive acquisition of large accounts within the segment by guiding design of Quality of Life solutions for such clients and aggressively marketing Sodexo value proposition to them

- Drive growth and penetration in new and existing clients (other than those identified as key/large accounts) within the segment by overseeing the smooth and timely conduct of the sales management process for these accounts

- Establish relationships with potential large clients within the segment through regular interactions with key decision makers

- Build industry knowledge bases and constantly update the organizations understanding of customers needs/requirements

People:

- Ensure that the team is adequately staffed as per the business requirements

- Ensure timely goal setting, monitoring, review of performance parameters and feedback to team members

- Ensure high level of employee engagement and retention of critical employees

- Oversee capability building for the team

- Mentor and coach subordinates to develop their capabilities and build a strong succession pipeline for the role

Qualifications:

- Should have 10+ yrs of sales exp

- Ability to tie business value to process efforts

- Change management

- Should have worked FM industry or Food Service or Project management & Retail expertise