Role- Sales Manager

Requirements :

Business Development Manager/Sub Domain Manager

Position Purpose :

- The Business Development Manager (BDM) is responsible for building, managing and support Million $ portfolio (base + target) of Quadrant Knowledge Solutions Corporate Accounts Customers. The BDM ensures that on-going relationships are maintained with customers while maximizing Quadrant Knowledge Solution's offerings and profitability. 

- The key objective of the BDM is to drive the growth within his assigned customer base by demonstrating the Quadrant Knowledge Solutions promise and the value we provide as a total solutions partner.

Accountabilities & Key Internal Relationships

The BDM reports to the Associate Director/Director of technology domain. Significant interaction and collaboration with research team, marketing, and sales operations.

Primary Responsibilities : 

Business Results : 

Meet the established sales & profitability targets for the assigned Domains/Sub Domains for given Accounts.

Account & Customer Management :

- Identify key decision makers in assigned customers and cultivate relationships to ensure satisfaction and confidence in ALL Quadrant Knowledge Solutions offerings. Target Customer Corporate Level (C-suite, VP Operations, Product management, Analyst relations, and Strategy heads) and key personnel.

- Develop a relationship strategy unique to each customer based on current and future needs that fosters a long-term, trusted relationship with Quadrant Knowledge Solutions

- Build and continuously update the Strategic Account Plan and establish customer action plans to measure regular progress against the established action plan. Ensure alignment with Global Strategic Account Plans by liaising with respective Domain Associate Director and Directors.

- Communicate the Strategic Account Plan regularly within Quadrant Knowledge Solutions to ensure all parties clearly understand the strategies necessary to meet assigned customers- current and future needs.

- Lead and coach employees in their area of responsibility, ensure constructive teamwork across borders and across hierarchical reporting lines - Virtual Team Management

- Serve as the customer's final - service guarantee- by ensuring that outstanding issues are resolved in a timely manner and to the customer's complete satisfaction.

- Serve as the knowledge expert with respect to understanding assigned customer businesses and collaborate with other key internal partners (Sales, Marketing, Research, Delivery team) to improve the overall customer experience provided by Quadrant Knowledge Solutions, including innovation.

Business and Financial Management : 

- Develop and implement a pricing strategy in assigned customers that ensures Quadrant Knowledge Solutions- overall revenue and profit objectives are met.

- Structure profitable deals that support both the needs of the customer and Quadrant Knowledge Solutions and that are scalable to accommodate global framework arrangements.

- Using judgment and business know-how, negotiate deals to closure balancing aggressive sales techniques with solid financial considerations - leverages understanding of customer share growth versus profitable growth.

Account Prospecting & Enterprise Selling : 

- Identify and prospect potential Quadrant Knowledge Solutions customers. Determine who the key decision makers and influencers are and effectively merchandize the value of Quadrant Knowledge Solutions service and product offerings in alignment with the prospect's key business needs and drivers.

- Leveraging knowledge of the full suite of Quadrant Knowledge Solutions products and offerings, design/structure and deliver effective customer proposals that customize Quadrant Knowledge Solutions product portfolios to address the unique needs of each prospect.

- Surface CTC opportunities within existing and prospective customer accounts and successfully coordinate Quadrant Knowledge Solutions resources cross-divisionally to create total solution proposals that effectively convert Quadrant Knowledge Solutions capabilities into meaningful value for the customer.

Performance Indicators : 

Quantitative Targets

- Achievement of Sales Target

- Maintain 30-60-90-Day Sales Pipeline

- Contribute to Team Members

- Profitability

- Innovation projects

- Regular contact to Senior Executives

Qualitative targets

- Quality, accuracy and timely design of Strategic Account Plan

- Quality of customer relationship (Annual Business Review, Customer satisfaction ratings, feedback from Customer's Senior Executives,)

- Alignment of the Quadrant Knowledge Solutions business development team

Minimum Qualifications

- BCA, BSC(CS), BCM, BE / BTech Degree

- MBA in Marketing, IT Management IT Operations or Equivalent PG.

- 6 to 8 years of B2B sales & Key Account experience with a large, international, experience in service sector. (Consulting, Industry Research, Market Research (ICT Domain preferred)

- Solid knowledge of Sales management and b2b sales pipeline management.

- Familiarity with analytical, productivity, and reporting tools such as MS Office, Asana, Slack, LinkedIn, PBI, etc

- Exceptional Knowledge of the Consulting and Research for Information and Communication Technology (ICT) industry.

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