JOB DESCRIPTION – CLIENT PARTNER Responsible for building strong commercial and long-term relationships using Onshore-offshore-delivery based development, support and implementation with key account clients within the CPG Industry.
Own and deliver on revenue, margin, pipeline, receivables and customer satisfaction targets.
Map client organization, build extraordinary relationships with new business units, build a sales strategy for developing new business opportunities
Work closely with the Leadership Team internally and externally to define the customer success roadmap and drive the execution of the strategy.
Own and run the end-to-end lead sales life cycle – lead generation, qualification, response, response, value propositions & differentiators, presentation, negotiation and conversion. Lead financial and contract terms, negotiation, and outsourcing discussions.
Drive the large eco-system within ITC Infotech and client to maximize business potential by collaborating with members of the eco-system.
Demonstrated ability to craft & deliver large deals with customers.
Supervise delivery from governance perspective backed up with good strong knowledge & experience of delivery models and methodologies.
Demonstrated expertise in the technology areas – Infrastructure services, ADMS, ERP, Testing, MES, PLM, Engineering Services, Data & Analytics, Customer Experience (CRM, Retail Execution etc).
Demonstrated ability and knowledge of having worked directly with business (over and above IT) in the areas of Supply Chain, Manufacturing, Sales & Marketing and other functions like Finance would be advantageous.
10+ years of Experience in similar roles in Brazil.
Skills required:
· Proven business development capabilities with a strong track-record of converted opportunities in UK Banking
· Proven experience of working in an onsite/offshore model and selling and representing teams delivering in the onsite/offshore model effectively
· Proven experience of selling Managed Services and Fixed Price project based in an onshore/offshore based model.
· Proven experience within consulting and ideally also within CPG/Manufacturing industry with an excellent working knowledge in the same domain.
· A clear track record and evidenced ability to network and rapidly engage with their existing networks
· Proven track record in generating new business, developing new key accounts and delivering profitable industry / customer sector growth or delivering successful programs within UK
· Good understanding of proposition development and high impact client presentations
· Exceptional customer awareness, long term relationship building and relationship building skills including account planning, account marketing and brand building
· Excellent communication, consultative selling and negotiation skills
· Team player with the ability to deliver projects and to work within integrated, multi-disciplinary project teams
· Ability to understand customers and articulate their needs
· Strong commercial acumen and decision-making skills
· Clearly demonstrates an ability to develop rapport and relationships with customers at all levels
· Adopts a positive 'can do approach' demonstrating energy and enthusiasm building customer relationships and networks