|部署・役職名||Auto/Mfg Sales Manager|
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.
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
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
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.
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.
【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.
Purpose of Interaction
BU Head/ Vertical Head
Strategy and governance
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.
Business review and opportunity identification, leverage networks, accounts review, market intelligence, strategy, Review of delivery performance, escalation management
Competency and solution development
Develop GTM and deal structuring
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
Events, collaterals, etc
Drive business growth and relationship management
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
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
Knowledgeable about the competency requirements. Demonstrates （in parts） frequently with minimal support and guidance.
Consistently demonstrates the full range of the competency without guidance. Extends the competency to difficult and unknown situations as well.
Applies the competency in all situations and is serves as a guide to others as well.
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
Passion for results
Revenue and OB target achievement – Hunting and farming, Operating margin ％, leakage from OB to revenue, quality of OB
Analyst Ranking/Ratings, Revenue/Market share, ＃ Public References
PCSAT and ACSAT score, Pulse score, Customer complaints – received, time－to－closure, Brand score, no. of customer references, Win Lose Ratio
New solutions added, Customer wallet share growth, Customer attrition rate, new logos added, DIDI penetration ％
Contractual adherence ％, Quality index, Utilization ％, cost of delivery, overdue indent
Team attrition ％, Employee satisfaction score, localization ％, gender diversity ％