Business Development Director, Manufacturing Industry Unit-CPG :

Description :

BusinessDevelopment Director, Manufacturing Industry Unit-CPG

Position Summary

The Business Development Director position is a key salesrole within the Our Client Manufacturing Unit sales team for North America,responsible for executing regional sales and business development strategiesfor target companies within the Manufacturing Unit.

The candidate will play a hunter role, responsible foracquiring new clients for Our Client. The candidate will target sales of OurClient’s entire portfolio of IT Outsourcing services including ERPTransformation, Consulting, Digital Services, BPO, ADM, IS and EngineeringServices for targeted firms.

The position’s primary responsibility is toachieve new sales results for Our Client’ services in the sales regionsidentified above.

The candidate will develop revenue-producing relationshipswith decision-making CxO level executives (CEO, CFO, CIO, CPO, CDO) at targetedfirms, as well as drive the sales cycle of all assigned sales opportunitiesfrom initial prospect communication through contract execution.

The candidatewill also be responsible to ensure that projected revenue is recognized fromthe executed contracts. The role is supported by on-site and offshore Pre-Sales& Solutioning teams.

Responsibilities

• Achieve monthly, quarterly and annual sales targetsestablished by the Manufacturing Sales Head and execute business development,offering positioning and sales strategies as a member of the sales team forNorth America.
• Achieve lead generation, prospecting and other salesmanagement goals designed to build an optimal sales pipeline.
• Personally develop strong, long-term relationships andreferrals with senior management at targeted firms
• Manage the end-to-end sales process for all opportunitiesincluding initial client communication, on-site presentations, RFI response,multi-day client workshops, RFP submission, negotiation and deal signing.

Thecandidate is the focal point for all communication and sales activities withprospects and customers.

• Work in close collaboration with Our Client’ presales team& delivery teams to ensure that proposed offerings and services fully meetcustomers’ business and technology needs.
• Provide support to customers during initial phases of anengagement. Follow up and ensure total client satisfaction through the lifecycle of the relationship.
• Support the team’s market research and competitivepositioning analysis in partnership with regional presales, marketing andproduct development staff.
• Adhere to all Our Client Sales, Human Resource, andcorporate ethical policies, standards and guidelines.
• Demonstrate strong personal communication and presentationskills to establish interest, credibility and trust.

Skill andExperience Requirements

• Strong hunter profile with a proven track record of successin selling technology outsourcing and ERP consulting services into theManufacturing Industry
• Demonstration of a consistent over-achievement of clientacquisition and sales revenue targets.
• At least 8 years of experience in selling IT serviceswithin the region, preferably working in a leading IT services & productsfirm with prior experience of working with offshore teams.
• Strong local contact base and access to alumni, localassociations, industry associations within the region.
• Good understanding of the Manufacturingindustry.
• Experience with vendor selection processes including RFIand RFP issuance and response management;
• Experience of working on opportunities run by Third PartyAdvisory Firms such as ISG, Avasant, Pace Harmon , etc.
• Understanding of customer decision making criteria as itpertains to offshore services, consulting, enterprise solutions
• Ability to maintain strong sales management focus duringsales cycles that are typically six months to one year in duration.
• Demonstrated ability to manage often complex negotiationswith senior-level business and technology executives at leading ManufacturingCompanies.

TravelRequirements

The candidate is expected to travel regularly to regionalprospect and customer locations to support lead generation, salespresentations, contract negotiations, engagement implementation, and ongoingrelationship building.

EducationRequirements

Bachelor’s degree required.

Locations : 1) Illinois

1) Illinois

2) Ohio