Vice-President, Sales

The hiring company is a leading global business process outsourcing company. Deep industry and business process knowledge, a partnership approach, comprehensive service offerings and a proven track record enables us to deliver business value to the world’s leading companies

Specialties

BPO Solutions for following industries Banking and Financial Services, Healthcare, Insurance, Logistics, Manufacturing, Pharmaceuticals, Retail and Consumer Products, Travel and Leisure, Utilities and Communications

Position Summary:

Client seeks a senior business development executive to sell business process outsourcing (BPO) services to industrial and infrastructure industry businesses with a responsibility for generating annual incremental revenue of $10 million. 

Education: Bachelor’s degree required.  Master’s degree preferred.  

Experience:  Minimum of 10 years of BPO sales experience, with verifiable track record leading pursuits as measured against sales targets.  

Travel:  Must be willing to travel extensively to meet with clients.

RESPONSIBILITIES: 

Customer Relationship Building:

Responsible for generating new business with potential Global 2000 customers in a full range of industrial and infrastructure industries, to include but not limited to: manufacturing, utilities, logistics, and telecom.   

Lead Generation & Opportunity Qualification: 
Generate qualified leads in this targeted industry vertical.  Qualify leads via personal contacts, industry forums/conferences/seminars, presentations, speaking engagements, cold-calling, industry analysts/influencers channels, web-site referrals, direct marketing techniques, etc.

Shape the CLIENT value proposition ensuring that the best deal is structured, collaborating across various internal teams. 

Use appropriate sales processes and tools.  Constantly re-qualify opportunity throughout the sales cycle. Ensure rich sales pipeline is maintained.  

Sales Process Leadership:

Lead the sales process in this defined industry vertical ensuring the following:

• Development of deep relationships with targeted prospects


• Collaboration with internal CLIENT groups and outside parties (partners, alliances) to create and build the appropriate customer solution throughout the sales process.


• Leadership of the solutioning process. This includes shaping initial solutions in advance of RFI/RFP issuance and responding to RFI/RFP situations.  Lead effort to present solution and client’s credentials at oral presentations.  Lead/co-ordinate effort for client site visits and customer reference calls/visits.


• Promulgate and ensure the adoption of all client’s sales processes/tools.

Background & Experience:

• The ideal candidate will be a seasoned business development executive with direct sales experience in the US market in the BPO industry and demonstrated advanced sales and marketing skills, including proven ability to carry and sell to a personal sales quota. Experience with and a clear understanding of the offshore delivery processes is required.


• In addition to well developed interpersonal, international and leadership skills, the person must be experienced and effective in negotiating and managing client interfaces for complex contracts and large outsourcing projects.  The person filling this role must have a demonstrated track record of nurturing and building key client relationships.


• At execution level, the candidate must be able to lead and have strong communication skills, and justify customized value propositions to individual clients. Creativity in this area will be a critical success factor. The ideal candidate would have had operated in the industrial and infrastructure market with C-level relationships.


• The person filling this role must be comfortable in working within a fast-paced, changing environment.  The ability to mentor and champion professionals in the organization is an important aspect of this management role.


• This is a senior level position responsible for generating new business for the industrial and infrastructure vertical requiring a broad understanding of Contact Center, Finance and Accounting, KPO functional areas, requiring very close interaction with global delivery centers as well process consultants and solution architects.

Skills:

• Deep understanding of the issues and trends shaping defined industries.


• Strong relationships at the executive level of Global 2000 companies in defined industries.


• Deep understanding of and ability to sell services to be delivered offshore.


• Self-discipline to effectively source and organizes sales pursuits.


• Executive level presence and influence, strong verbal and written communication skills.


• Exceptional relationship building and influencing skills, both externally and internally.


• Exceptional networking skills; networked in the relevant industries.


• Ability to guide others through complexity, ambiguity and uncertainty.


• Ability to map, articulate and expand CLIENT capabilities to solve client business challenges.


• International/Global experience and perspective.


• Excellent negotiation, mediation, & conflict management skills