Tata Consulting - Head - Sales - Hydrocarbon Business (20-30 yrs)

The incumbent is a Head of Sales and is responsible for the expansion of international and domestic footprint of the organization by maintaining the existing customer base and creating new business opportunities over and above the existing account

The Head collaborates with BU Head, HOD & IMG within the organization in terms of lead generation, new business opportunities, working on RFQ, technical assessment of the job etc.

Business:

- The incumbent is responsible for generating leads and creating business opportunities for the organization (Domestic & International)

- Responsible for the growth of existing business ensuring business continuity

- Responsible for new customer acquisition in the region / markets

- Incumbent is responsible to access the viability of the project from internal capability aspect and from the client aspect in terms of ability to pay back and existing liabilities

- Responsible for RFP, bidding process, proposal submission, effort estimation, scheduling, costing, technical and commercial assessment and after project is awarded. handover the agreed contract to the technical team for the delivery of the project via job commencement meeting

- Responsible for new business development and seeking new business opportunities in international and domestic markets

- Responsible for gathering and understanding new regions/markets and customer base

- Responsible for new logo acquisition

- Responsible for preparing business plan of the function

- Responsible for preparing proactive proposals, physical meets with the client to create new business opportunities

- Responsible for international spread of the business and insulate the business from regional / global shocks

- Responsible for gathering market intelligence about the customer and competitors existing in the market

- Conducts market research and market sizing for business acquisition and areas from where the revenue can be generated

- Make proposals to RFPs and ensure pricing is competitive

- Build a strategy on how projects can be secured

- Support / advice the delivery team for execution in the initial stages of the project such as expected skillset of critical resources, client brief and expectation of client etc.

- To support IMG team to get enquiry from international markets and submit proposals with the support from delivery team

- Risk analysis of customer and opportunity (RFQ) on whether to go or no go for proposal submission

- Before RFQ, preforms thorough client background check, relationship with the client, earlier experience with this client and understands internal capability / skillset available

Customer/ Local Partners:

- Collects prompt and accurate feedback from customers regarding the services provided on the sales team performance during bidding stage and on-going project deliverables

- Identifies service gaps and establish programs to address the same resulting in improved client satisfaction

- Ensure prompt resolution of customer complaints and review feedback to continually improve services and internal processes

- Customer feedback / CSAT score and number of customer complaints is a key aspect of incumbent's KRAs

- Regular meets with the existing and new prospective clients for securing any business opportunities

Brand Advocacy:

Builds rapport with customers/key stakeholders/local partners to increase renewals, referrals, and cross-sell and upsell opportunities

People:

Responsible for talent development and growth opportunities of team members by providing on the job training, skill development trainings, client interaction trainings and other key opportunities to enhance / boost career aspects

Responsible for maintaining low attrition within team

Responsible for effective succession planning of the team by maintaining robust talent pipeline ensuring availability of talent throughout the project life cycle and avoid any knee - jerks pertaining to unavailability of resources