Head of GTM GBS Manufacturing

About the Role

Drive new business creation and large deal sales for AI-led, end-to-end GBS / Shared Services transformation programs across Retail and CPG clients—focusing on operational efficiency, supply chain resilience, and margin expansion.

Responsibilities

• Business Development & Pipeline Creation: Act as a market maker, originating demand and building a pipeline of large transformation deals.
• Develop and Execute Industry-specific Sales Strategies: Across Discrete manufacturing, Industrial products, and Process manufacturing.
• CXO Engagement & Relationship Building: Build and maintain deep relationships with senior stakeholders, including CFO, COO, CHRO, CCO, Head of GBS / Shared Services, Chief Supply Chain Officer (CSCO), Chief Procurement Officer (CPO), and Plant operations / manufacturing leadership. Position TCS as a trusted advisor for operations and supply chain transformation.
• Consultative & Value-Based Selling:
  • Sell integrated GBS / Shared Services, multi-tower transformation, including Finance Transformation, Supply chain planning & logistics optimization, Procurement & strategic sourcing, Order-to-cash & aftermarket services, and Manufacturing support operations (planning, analytics, reporting).
  • Apply a consultative approach to diagnose inefficiencies across the production-to-cash value chain.
  • Shape transformation strategies for cost, throughput, and resilience.
  • Align solutions to EBITDA improvement and working capital outcomes.
• End-to-End Deal Leadership: Own the full sales cycle: opportunity creation, qualification and shaping, proposal development, contract negotiation, and closure. Lead large, complex, multi-year deal pursuits.
• Cross-Functional Orchestration: Collaborate across domain experts (Finance, Supply Chain, Procurement, HRO), AI / Cognitive Ops teams, and delivery and solutioning teams. Bring together integrated TCS capabilities into a single client narrative.
• Industry & Market Leadership: Act as a thought leader in manufacturing value chain transformation. Stay current on global supply chain disruptions, nearshoring / reshoring trends, and AI in production planning, procurement, and logistics. Represent TCS in client forums, industry events, and advisory engagements.

What Success Looks Like

• Wins large, multi-tower transformation deals across Manufacturing clients.
• Builds a sustainable, high-quality pipeline aligned to revenue targets.
• Establishes trusted advisor relationships at the CXO level.
• Drives measurable outcomes:
  • Cost reduction across operations and procurement.
  • Working capital and inventory optimization.
  • Supply chain resilience and risk mitigation.
  • Improved production planning and throughput.

Requirements

• 15+ years in Manufacturing sales across consulting, outsourcing, or transformation services.
• Proven success in hunting and closing large deals (> $20M TCV).
• Experience managing complex, multi-stakeholder sales cycles.
• Deep understanding of:
  • Supply chain and production planning.
  • Procurement and supplier ecosystems.
  • Order-to-cash and aftermarket operations.
• Strong relationships with CXO and GBS leadership.

Skills

• Ability to sell end-to-end manufacturing value chain transformation.
• Strong CXO storytelling across CFO, COO, CSCO, and CPO agendas.
• Ability to connect AI-led transformation to EBITDA, cost, and efficiency metrics.
• Strong commercial acumen and deal structuring capability.

Why This Role at TCS

• Lead AI-led transformation of industrial and manufacturing value chains.
• Own and shape large-scale, operations-focused transformation deals.
• Leverage TCS’s scale, platforms, and engineering depth (IT + AI + Ops + Platforms).
• Be part of a new CXO-led sales model for autonomous GBS.

Pay

Salary Range: $240,000-$275,000 a year + Sales Incentive