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| 部署・役職名 | Auto/Mfg Sales Manager |
|---|---|
| 職種 | |
| 業種 | |
| 勤務地 | |
| 仕事内容 |
Role Purpose The purpose of the role is to manage accounts within a vertical and drive the Innovation （Digital） and New Age Ecosystem charter within own vertical in a geography by driving sales, profitable growth, synergistic project and delivery management and capability development. Do 1. Develop and execute Account level strategy aligned to the overall business strategy of the Vertical a. Develop the business strategy for accounts aligned to the vertical strategy in own geography Analyze the current account portfolio to assess quality of portfolio by looking at the opportunities and risks Use the client network and market intelligence to identify and set priorities for competitive offerings and solutions for the key accounts Interact with Service Line leadership and Geography leadership to develop specific client/ market or solution insights Incorporate and drive key initiatives and priorities in the account strategy such as Digital etc. Execute the strategy by developing the roadmap via annual business plan related to key accounts Execute the sales plan along with hunting and farming targets for the year as per the vertical strategy Communicate the strategy and the plans to the teams to drive focus and achieve defined targets Develop resource / manpower plans for the account aligned to the growth strategy and confirmed / pipeline opportunities b. Review and drive the execution of the strategy and business plan for the key accounts in own geography Conduct regular cadence calls with the team to drive sales focus and resolve client servicing issues Conduct cadence calls to review delivery and people metrices for own accounts Connect with the client servicing teams across geographies for own accounts to review progress, issues or escalations Interact and engage with the client leadership to communicate and update progress against account plan, project delivery etc. Set direction, review progress, course correct and resolve issues/ escalations to keep the team focused on execution as per plan Participate and provide accurate information for review with the Vertical, BU and leadership Share data, information and progress with other key stakeholders such as Service Line and Geography leadership c. Develop, manage and leverage relationships and networks in the client organization Identify key stakeholders/ decision makers in client organization and industry and develop and strengthen relationships with them to become a trusted advisor for them Deepen and manage relationships and engagement across the multiple stakeholders such as Business / IT/ CXO/ Management/ Operations Drive and attend Steering Committee meetings or Client Review meetings to regularly review project dashboards, discuss and resolve escalation points and course correct as required for high customer satisfaction and better quality of experience Network to gain access to new contacts and deepen personal connects in client organization 2. Drive the Innovation （Digital） and New Age Ecosystem charter for own vertical in a Geography a. Understand the New Age Ecosystem and Digital technology deployment in own vertical b. Leverage the industry/ domain and technology knowledge to identify upcoming disruptions c. Identify and develop opportunities for New Age Ecosystem and Digital deployment across accounts within own vertical in a geography d. Develop capabilities within the New Age Ecosystem and Digital in the geography within own Vertical Provide inputs and support the ecosystem leadership to develop solutions/ competencies as required by market either organically or by leveraging niche partners or startups in the geography Provide customer perspectives for developing new GTM solutions and positioning and presenting the same Develop relevant case studies, proof of concepts and presentations to showcase solutions and competencies in the vertical Develop business cases to justify effort and monetary investment required for IP creation e. Drive growth and deployment of New Age Ecosystem and Digital in the geography within own Vertical Leverage Ecosystem leadership and partner with alliance partners to conduct events （Innovation Day etc）, develop presentations or other materials to present thought leadership in the vertical Conduct demos for relevant stakeholders in client organization （CIO/CEO） to showcase capability in these futuristic solutions 3. Drive focus on revenue growth and management a. Lead and drive pipeline development for the accounts in own geography Plan and drive the branding and account－based marketing activities in own geography such as round table sessions, networking events etc. Conduct and lead campaigns to build new age perspective and innovation opportunities for client organization Conduct workshops, presentation and executive meetings at client organization to shape their thinking around a potential opportunity and persuade them to initiate formal buying process Participate actively in industry or solution－related networking community （present a paper, serve on a committee, etc.）. b. Focus and drive revenue growth in the New Age Ecosystem and Digital in the geography within own Vertical c. Qualify and prioritize the opportunities for the accounts d. Leverage differentiated value propositions to shape sales opportunities and drive for a higher share of client’s wallet e. Structure high value/ strategic deals for accounts Engage across multiple capabilities/ ecosystems and leverage Service Lines to structure the solution and the deal Engage with advisors to seek input and strengthen the deal with differentiated and value－added offerings Interact with client to keep them engaged in the development of the solution and the deal Lead negotiations on commercial terms for them to ensure revenue flow and profitability f. Monitor and review the execution of deals in the accounts as per defined quality and process standards g. Define and drive profitable revenue growth to achieve agreed targets h. Drive and track revenue across stages from order booking to order fulfilment to invoicing to revenue realization for own accounts 4. Delivery Management across the accounts in a geography as well as New Age Ecosystem and Digital technology deployment within own vertical Review the delivery plans and partner with the GCP/ CP/ Account Delivery Head （ADH）s to ensure alignment with the project charter Monitor and review delivery dashboards/ MIS and key metrices （utilization, onsite/offshore billing, billing efficiency etc） across client projects in own geography to track progress and identify potential red flags Manage and support resolution of client escalations related to delivery for projects in own clients Plan and drive initiatives and actions to be taken up at an account level to achieve cost optimization and improve service standards Lead quarterly demand forecasting and resource planning aligned to requirements of the accounts/ projects Leverage BU Delivery/ Ecosystem Leadership to resolve critical fulfilment challenges or for support required from outside the vertical Drive assembly of the right team for the deliver on an account by providing clarity and support to delivery/WMG team in identification of appropriate resources for client interfacing roles as required Drive delivery led growth across projects by leveraging differentiated value propositions and value add offering for a higher share of client’s business 5. Team Management a. Resourcing Hire adequate and right resources for the team b. Talent Management Ensure adequate onboarding and training for the team members to enhance capability ＆ effectiveness Build an internal talent pool and ensure their career progression within the organization Manage team attrition Drive diversity in leadership positions c. Performance Management Set goals for the team, conduct timely performance reviews and provide constructive feedback to own direct reports Ensure that the Performance Nxt is followed for the entire team d. Employee Satisfaction and Engagement Lead and drive engagement initiatives for the team Track team satisfaction scores and identify initiatives to build engagement within the team Sales Identify opportunities of growth in new and existing accounts and lead account strategy and planning. Develop and strengthen relationships with decision makers and influencers in the customer organizations and drive penetration in various functions including outside CIO. Leverage unique value proposition to shape opportunities for the customer and increase share of revenues from single source deals. Lead proposal development, negotiation and commercial terms for large deals. Regularly monitor sales trends, market dynamics and incorporate into existing account strategy and plan. Also drive collections. Increase market share and also share of wallet with the customer. Offering/Competency Development Support the solutions teams with customer perspectives and competitive intelligence to develop new vertical and horizontal solutions. Showcase solutions as a strategic fit for the customer organization through workshops, boot camps and strategy meets. Push for higher value/value added services and solutions to the customer in line with offerings. Capture and create integrated opportunities with end－to－end solution delivery requirements. Exemplify leadership in conferences, meets and seminars, by presenting thought leadership and connecting with key customers. |
| 応募資格 |
【歓迎（WANT）】 Bachelor in Technology, Computer Science or Engineering.Master or Post Graduate education in Management / Finance / Business preferred. Minimum 10 years of progressive experience in the Information Technology services space, with prior background in the Automotive industry. Experience in sales, pre－sales, delivery management, transition management Proven track record within IT Business 2 Business （B2B） solution sales （responsibility minimum 7－8 million USD annually）. Account Management experience as well as strong expertise in the areas of project management, contracts management and project financial management Strong client expectation management and advisory skills in complex client organizations that are undergoing transformation and ability to smartly navigate a multi－vendor competitive environment. Should be bilingual with strong English and Japanese proficiency. Stakeholder Interaction Stakeholder Type Stakeholder Identification Purpose of Interaction Internal BU Head/ Vertical Head Strategy and governance GCP/ CP/Hunters Business review and opportunity identification, accounts review, market intelligence, strategy, Review of delivery performance, escalation management BU Delivery Leadership Review of delivery performance, escalation management, issue resolution on SLA compliance/utilization/ fulfilment etc. Geo Head Business review and opportunity identification, leverage networks, accounts review, market intelligence, strategy, Review of delivery performance, escalation management Ecosystem Leadership Competency and solution development Pre－sales team Develop GTM and deal structuring Finance Team Revenue/ OB booking, business planning, etc WMG ＆ Delivery Excellence Fulfilment of open positions, delivery improvement Global Talent Acquisition, Global Campus Head For recruitment strategies and governance Marketing Events, collaterals, etc External Clients Drive business growth and relationship management Analysts/Advisors Drive market recognition and referencability, market intelligence, leverage networks and contacts Vendors/ Startups/ Niche partners For tools and server management, trainings, technology platforms, talent, networks, capabilities etc Industry/ Technology forums Best practices, market intelligence, knowledge sharing and potential hiring Display a. Lists the competencies required to perform this role effectively: Functional Competencies/ Skill Domain/Industry Knowledge – Awareness and knowledge of broad economic, demographic, technological and global trends within industry – Master Systems Thinking – Understanding of the system （interrelatedness, interdependencies and boundaries） and perform problem solving in a complex environment － Master Leveraging Technology – Knowledge of current and upcoming technology （automation, tools and systems） to build efficiencies and effectiveness in own function/ Client organization – Expert Market Intelligence – Knowledge of competition, clients, partners/ advisors/ influencers in the geography, market and technology trends across geography within own industry – Master Business Management – Knowledge of Deal structuring, revenue cycle and management, financial systems, P＆L etc － Expert Competency Levels Foundation Knowledgeable about the competency requirements. Demonstrates （in parts） frequently with minimal support and guidance. Competent Consistently demonstrates the full range of the competency without guidance. Extends the competency to difficult and unknown situations as well. Expert Applies the competency in all situations and is serves as a guide to others as well. Master Coaches others and builds organizational capability in the competency area. Serves as a key resource for that competency and is recognised within the entire organization. b. Behavioral Competencies Strategic perspective Business Acumen Networking Managing Complexity Client centricity Execution excellence Change agility Passion for results Nurturing people Resilience Stakeholder Management Deliver No. Performance Parameter Measure 1. Financials Revenue and OB target achievement – Hunting and farming, Operating margin ％, leakage from OB to revenue, quality of OB 2. Market Leadership Analyst Ranking/Ratings, Revenue/Market share, ＃ Public References 3. Customer PCSAT and ACSAT score, Pulse score, Customer complaints – received, time－to－closure, Brand score, no. of customer references, Win Lose Ratio 5. Account Management New solutions added, Customer wallet share growth, Customer attrition rate, new logos added, DIDI penetration ％ 6. Delivery Management Contractual adherence ％, Quality index, Utilization ％, cost of delivery, overdue indent 7. Team Management Team attrition ％, Employee satisfaction score, localization ％, gender diversity ％ |
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| 更新日 | 2022/11/16 |
| 求人番号 | 2459103 |
採用企業情報
- Global IT Company
- 会社規模101-500人
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会社概要
Global IT Company
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