Business Development Manager

Job Description
  Role Business Development ManagerRole Designation Business Development Manager/ Sales Manager
Senior Business Development Manager/ Senior Sales ManagerCareer Stream Global MarketsCareer Sub Stream Sales Reports to Sales Head

Billable Role (Y/N)

NSupervises Not specified

Billable Utilization

NA

Financial Size

(Revenue/ Budget/Span)

2-3 New accounts (1-2 class A) per half
US$ 1-2M per half

Incumbency

(Single/ Multiple)

Multiple

Team Size & Dispersion

 (Direct & Indirect reports, Single/ Multiple locations)

TAL of 30-35 account; 7-10 being Class A/Must Win
Number of Direct reports : 1-2

Location

(Onsite/ Offshore)

Onsite / Offshore

 

Operating Network (Internal)

Head of Sales, Account Development Specialist, All HBUs, IBU delivery, Finance, Legal, HR, CCD, IS, UPAMs, GEMs, DHs, IBU Heads, NBD team, HoS

Operating Network (External)

Clients (CXOs, Business Leadership, IT Leadership and below, Procurement office, Client Audit and compliance), Alliance partners, other contractors at Client (direct competitors, other companies managing PMO, independent contractors etc.)

 0 Business Development Manager/ Sales Manager
Senior Business Development Manager/ Senior Sales ManagerGenerate leads through – meetings / presentations at conferences, partner contacts, contacts in client organizations, news reports, analysts, and deal consultants. Do customer profiling, A/C Planning and set revenue / margin targets by services line at the account level. Create and / or edit messaging around Infosys services and solutions as is necessary. Identify and secure meetings with the right contacts in the client organization; Anchor meetings and pursue any opportunities generated with the help of pre-sales, partner units and external partners. Research and provide analysis on all key accounts to attain an understanding of needs, develop organization charts / structures for all key accounts. Identify the right team internally and for meetings, identify the right external partners (based on fitment, market presence, internal capabilities, and price and prospect preference), Provide intelligence on competition, Figure out the target price, help get the internal approvals, co-develop and provide inputs to model / solution and provide content as is necessary. Negotiate teaming agreements and prices with external partners. Negotiate MSA terms and conditions. Effectively handover the project to delivery for execution (in case of the won projects). Develops account plan, relationship map, Signs off on SOWs, submits invoices, follows up for payment release. Handover the account to the right person(mostly an EM) at the right time based on guidance from the manager WITH THE OBJECTIVE OF coming up with a winning strategy to meet A/C opening and revenue targets, penetrating the account by positioning Infosys strategically and as a trusted partner, develop a winning proposal, ensure a win and sufficient and necessary document to start the work, creating a pipeline of opportunities across the service mix, creating a long term relationship with the prospect and growing in the account as per 18 m plan and ensuring account is moved from "hunt" to "farm" mode WITHIN the assigned set of accounts and within organizational policies and guidelines.
Educational Qualification and Experience Requirements
 20 Business Development Manager/ Sales Manager
Senior Business Development Manager/ Senior Sales ManagerEngineering Graduate CA / Tier MBA* Non Engineering Graduate PhD Minimum No. of Years 119Career Stream NA* Categorized based on Infosys recognized list of colleges and courses
For Higher Proficiency 20 Career Stream Engineering Graduate CA / Tier MBA* Non Engineering Graduate PhD Minimum No. of Years 1412Global MarketsNA
2 Global MarketsKnowledge of business processes of the client and the underlying Economics of the industry, competitive dynamics
    
Areas of Responsibility
 

1. Business Planning – Organization / Unit  Level

The Business Development Manager will provide revenue and profitability numbers for TAL accounts. S/He will market / segment analysis and needs / services / solutions identification to the HOS, in order to help setting revenue / margin goals at the unit level.
 

1. Sales Planning and Review 

The Business Development Manager will, for the assigned the target accounts(TAL) identified by HoS, do customer profiling, A/C Planning  and set revenue / margin targets by services line at the account level, in order to come up with a winning strategy to meet A/C opening and revenue targets.
 

1. Market Development

The Business Development Manager will persuade clients to provide and commit to industry wide reference, analyst references, case studies, joint webinars, and joint speaking engagements. S/He will provide input on specific events / sponsorships to corporate marketing. Create and / or edit messaging around Infosys services and solutions as is necessary, participate in events and conferences, identify new alliances, participate in joint alliance marketing events, and conferences in order to support revenue growth and increase ROI on events.
 

1. Customer Prospecting

The Business Development Manager will identify the right contacts in the client organization, secure meeting with the clients concerned, set appropriate agenda (client context and pain points, industry / competitive context, Infosys value propositions, anchor meetings and pursue any opportunities generated with the help of pre-sales, partner units and external partners, research and provide analysis on all key accounts to attain an understanding of needs, develop organization charts / structures for all key accounts.
The Business Development Manager will create a/c plan, enlist executive sponsorship, ensure active participation from HBUs / Partners concerned, provide account context (includes topics to avoid), allocate roles and responsibilities for ongoing client interactions, review meeting material in order to penetrate the account by positioning Infosys strategically and as a trusted partner. S/He generates leads through – meetings / presentations at conferences, partner contacts, contacts in client organizations, news reports, analysts, deal consultants, in order to create a pipeline of opportunities (unqualified pipeline).
 

1. Opportunity Identification and Qualification

The Business Development Manager will identify the opportunities in the TAL and get them qualified for pursuit, create an opportunity plan for top opportunities, ensure alignment with appropriate partner units, exec sponsorships etc. in order to create a healthy pipeline across the service mix.
 

1. Proposal Development

The Business Development Manager will identify the right team (with help of HoS, if required), right external partners (based on fitment, market presence, internal capabilities, price and prospect preference). S/He will provide intelligence on competition, Figure out the target price, help get the internal approvals, co-develop and provide inputs to the model / solution and provide content as is necessary in order to develop a winning proposal.
 

1. Proposal Negotiation and Closure

The Business Development Manager will set up meeting with the prospect to present technical proposal, discuss the commercials, identify the right team for the meetings, negotiate commercials, get LOE / SOW, and upload the LOE/SOW in the system, in order to ensure a win and sufficient and necessary document to start the work and negotiate teaming agreements and prices with external partners in order to get the best price. S/He will unsure effective handover of the project to delivery for execution (in case of the won projects).
 

1. Contracting and MSA

The Business Development Manager will identify "MSA accounts", position Infosys as strategic partner with presenting value proposition and create environment for signing an MSA (e.g. empanelment.), negotiate MSA terms and conditions in order to create a long term relationship with the prospect.
 

1. Account Planning and Review

The Business Development Manager will develop the Account Plan in conjunction with the other stakeholders (Service line mix, revenues, profitability.) S/He develops relationship map, market share analysis, owns, communicates and executes as per the A/c plan, and conducts periodic review of plan with higher Management in order to grow in the Account as per 18m plan.
 

1. Account Mining

The Business Development Manager will identify the right contacts in the client organization, secure meeting with the clients concerned and sets appropriate agenda (client context and pain points, industry / competitive context, Infosys value propositions), anchor meetings and close any opportunities generated.
S/He will ensure active participation from HBUs / partners concerned provides account context (including topics to avoid), allocates roles and responsibilities for ongoing client interactions, reviews meeting material, in order to grow the account by positioning Infosys strategically and as an existing trusted partner. Handover the account to the right person (mostly an EM) at the right time based on guidance from the manager in order to ensure account is moved from "hunt" to "farm" mode.
 

1. Account Operations

The Business Development Manager will sign off on SOWs / Contracts and follow up with the client to sign SOWs and upload into OMS. S/He submits invoices to client periodically and resolves any disputed amounts invoiced, follows up with clients (at succeeding levels if necessary) for release of payments, identifies the right list of clients for CSAT and follows up with client if necessary for CSAT and ELF in order to minimize revenue leakage for services delivered and enhance client satisfaction. 
The Business Development Manager will (Cimba Related) engage in creation of company, opportunity, contacts, proposal, proposal number, ensure creation of OM; ensure opportunity is kept up to date in terms of profile, start date, value etc. Schedule top 10 opportunity, pipeline and account review with HoS on defined periodic basis in order to ensure discipline, availability of data (person independence), right projections at the org level and data driven decision making.
 

1. Relationship Management

The Business Development Manager will handle customer complaints about project executions across IBU delivery and HBUs identify and recommend the right Infosys executives with whom the client can connect, set up meetings and set the right expectations. S/He recommends public engagements / conferences / Infosys events that the client and Infosys can jointly benefit from, gets the clients to participate in events and conferences of mutual benefit, sets up periodic reviews with important customer stakeholders per pre-agreed format, expectation setting with individual clients (who can be influenced) before the Account relationship review document is presented formally, publishing of action items and tracking to closure.
3rd party: S/He develops relationship with third party vendors as is necessary.
The Business Development Manager will (Within Infosys) collaborate with Delivery management (HBU & IBU delivery), HoS, Finance / Legal and IBU Leadership to resolve escalations. S/He identifies and sells to Infosys executives the specific client they should connect with, prepares executive briefing documents. Coaches on high level messages that resonate with account context. S/He identifies the right speakers / hosts (including self if applicable- higher proficiency) at the conferences with whom the client can connect / address the audience, incorporates internal feedback on the relationship review document to be presented, allocates roles to Infosys participants in the review and track action items to closure, in order to ensure a delighted customer.
 

1. People Management

The Business Development Manager will guide team members, career planning, mentoring, reviews, appraisals, salary input, promotion input, grievance handling, in order to ensure an engaged employee.
 

1. Organization Initiatives

The Business Development Manager will take part in the organization level initiatives as guided by the manager in order to contribute to the growth / success of the organization.
Knowledge, Skills required for the role
Knowledge: Knowledge of outsourcing business, cost and revenue drivers for an IT organization, Business case creation, Financial ratios and analysis (IRR, NPV, ROCE etc.), Statistical analysis (regression, correlation, mean, median, mode, frequency distributions), Presentation skills, knowledge of legal and contracting issues, develop a high level knowledge (including value proposition) of Infosys' offerings.
Skills: Effective and structured communication skills (consultative skills when combined with business case creation above), conflict resolution / consensus building skills, problem solving skills, negotiation skills, Commercial Acumen, identification of political land, sense of humor, leadership and networking skills.
Performance Measures
 

1. Sales Planning and Review 

18 month Revenue

Number of new A/Cs opened

Profitability

Service Line Mix

 

1. Market Development

Number of references provided
 

1. Customer Prospecting

Unqualified Pipeline
 

1. Opportunity Identification and Qualification

Qualified Pipeline
 

1. Proposal Development

Win ratio
 

1. Proposal Negotiation and Closure

Win ratio

Revenue at risk

 

1. Contracting and MSA

Suggested - time to close MSA

Ensuring MSAs are up to date

 

1. Account Planning and Review

Account Revenue

HBU Revenue mix

Account margin

Number of large deals

Percentage of non-linear revenue

 

1. Account Mining

Number of new buying centers

$ From new buying centers

Number of new service lines

$ from new service lines

 

1. Account Operations

RAR, DSO days

CSAT Score

ELF score

Sales process compliance (percentage) - generated in Cimba

 

1. Relationship Management

Number of client escalations

Number of CXO meetings

CSAT

ELF scores

 

1. People Management

Score on 360-degree feedback
 

1. Organization Initiatives

Number of organization level initiatives
Additional Criteria for Higher Proficiency:
Tasks :
Bigger portfolio, a team of ABDM/BDMs, Org level initiatives