BDM - Industrial Manufacturing

About the role

We are seeking a talented and ambitious Business Development Manager to join our Enterprise team. The successful candidate will play a pivotal role in developing and executing sales strategies for the Industrial Manufacturing sector, shaping the company’s growth trajectory and expanding strong industry connections.

Responsibilities

• Lead generation and onboarding of new logos
• Collaborate with Vertical Leaders, Practitioner Sales, and Client Delivery Leads to identify services, offerings, and value propositions aligned with client requirements
• Forge relationships with buying offices of potential clients and gather relevant vertical and market knowledge
• Learn, communicate, and bring the best of Black Box to customers (offerings, use cases, etc.)
• Define overall pursuit strategy incorporating past customer experience; develop client proposals and pricing with the bid manager and Solution Architects
• Generate leads through secondary research and pursue leads identified by marketing teams and leaders
• Drive leads to closure and own actual negotiation; coordinate inputs and participation from different stakeholders
• Develop negotiation strategy and negotiate contracts/agreements; oversee bid manager in drafting Statements of Work; participate in win/loss reviews
• Collate and communicate learnings from pitches, proposals, and customer feedback to the Sales team
• Oversee account handover to Vertical Account Manager
• Identify customer needs and facilitate account setup to commence delivery operations with the Client Delivery Lead/Delivery Manager
• Create robust transition plans for account handover to Vertical AM
• Coordinate and act as a conduit for overall delivery and operational excellence for the account, including financial planning and tracking
• Coordinate with the Delivery team to ensure high-quality delivery; conduct joint discussions for implementation, delivery, and contractual obligations
• Own cost metrics for an account with inputs from Client Delivery Managers of individual projects
• Identify margin improvement initiatives and coordinate with Delivery Managers/Project Managers to execute and implement these initiatives
• Develop and implement a comprehensive sales strategy for the Industrial Manufacturing vertical
• Identify and target key decision-makers and influencers within the industry to establish strong relationships
• Maintain a robust pipeline of potential clients and generate new business opportunities
• Conduct market research and stay updated on industry trends to identify potential partnerships and collaborations
• Collaborate with the marketing team to create targeted campaigns and promotional materials for the Industrial Manufacturing sector
• Attend industry events, conferences, and trade shows to network and promote the company’s offerings
• Provide regular sales reports and insights to the management team, highlighting achievements and areas for improvement
• Work closely with the product development team to ensure offerings align with market demands and industry standards
• Negotiate contracts and close deals, ensuring a positive and professional representation of the company
• Maintain a high level of customer satisfaction and build long-term relationships with key clients

Key Interfaces

• Collaborate with Bid Manager/proposal team for proposal writing
• Collaborate with Practitioner Sales to identify services/offerings/value propositions and with the bid manager to draft RFI responses
• Work with Sales Ops team to create a repository of leads, clients, buying offices, and reasons for drop-outs
• Orchestrate account performance reviews, status updates, timeline adherence, and SLA adherence with the Client Delivery Manager

Requirements

• Minimum 12+ years of experience, with at least 5 years in sales within the IT sector
• Well-networked with customer organizations
• Experience handling larger outsourcing engagements within the IT-service industry (pre-sales or sales phase)
• Proven track record of sales success
• Project management experience
• Willingness to travel
• Open, communicative, and team-oriented demeanor
• Self-reliant and compelling with an analytic and conceptual mindset
• Goal-oriented and resilient

Qualifications

• A proven track record of success in business development or sales, preferably in the Industrial Manufacturing sector
• Excellent networking skills and the ability to build strong relationships with key decision-makers
• Strong industry knowledge and understanding of market trends and dynamics
• Exceptional communication and presentation skills, with the ability to articulate the company’s value proposition effectively
• A strategic mindset and the capability to develop and execute sales plans
• Experience in market research and analysis, with the ability to identify new business opportunities
• Proficiency in using CRM systems and sales enablement tools
• A results-driven and proactive approach to work, with a strong desire to achieve sales targets
• Excellent organizational and time management skills, with the ability to prioritize tasks
• A bachelor’s degree in business, sales, or a related field is preferred