Key Result Areas :

- Sales & Business Development - Accountable & responsible for Sales & BD of the organization i.e. sourcing out & growing business, lead generation, working with existing clients WOI to connect with other / fresh clients, to follow up on leads and initiate client connect/ meetings/ site visits.

- Industry Connect- Connect with different industry bodies for building our base reaching out to the leadership teams in various sectors/ segments. Stay tuned to these quarterly/ annual industry meetings and attend these as an observer and build the connect.

- IT tools- Keep updated on the modern tools/ IT enabled tools to reach out to the industry key stake holders/ leadership team.

- Right Client, Right Terms ( RCRT) - This outlines the criteria of the right client and the right terms. The understanding of the client of us as a service provider of repute with the operating manual implemented, focused on we being a solutions service provider to the client and the client in turn views us as a partner to deliver outcomes at their site with the right terms of finance, operation and infrastructure.

Key Points of RCRT :

Maturity to have us as a partner : long term strategy, collaborative working of clients team and us, infrastructure meeting, QHSE norms, contract documentation detailed with SOW, period, rate structure, annual contract renewal with rate revision etc.

Solutions Driven approach : Our strategy to work with our prospects / clients with a solutions driven plan focused on their challenges/ pain areas, To deliver outcomes for the internal customers. These outcomes are measurable, customer feedback collection via TAB, Quarterly review mechanism,

Site Due diligence : Detailed DD along with OPS, QHSE, thereafter comprehensive report to review with client and the joint signoff to confirm. Prepare the solutions proposal, P & L with all required supporting to enable a comprehensive document for review with client.

BID process : Based on the above, preparation of the P & L and all related documents for the solutions proposal, joint closure with city manager, cost controller & finance, validation with finance head & final review CEO for closure and submission to client.

Contract Discussions : closure & signoff- Negotiations with client team i.e. procurement admin, operations along with our team of sales head, city manager, controller. Objective is to win the contract on RCRT platform/ win-win situation, achieving the budgeted profitability at site every month with the site governance handed over to ops during transition.

Collaborative working : Integral role of the BD head will be required to work with all functions within the company as well as externally with prospects / new clients.

Competitor information : Important to have detailed and live data on competitor infor across all the cities we operate.

CRM : This owned by the sales head, working with the ops to ensure the data is live online and reviewed weekly/ biweekly.

Strategies & Plans : Company strategy rollout, implementation of the ethical policy of the company.

Client Management & Web of Influence (WOI) : Pivotal role of the BD head to stay engage with the WOI with all prospects and the clients, Look to connect with others through the existing WOI to build on the goodwill in the business / industry.

KPI/ KRA : Implement individual KPI/ KRA as well as working with the team & functions to enable them to achieve their KPI & KRA's.

Budgets & Forecast : Monthly/ quarterly/ Annual preparation and implementation of forecast and budget, make course corrections to achieve these figures month on month for turnover and budgeted profitability.

Organic Growth : Actively engage with existing clients organic growth within the city of cities where we operate i.e. food services, pantry services, EDR and meeting & conferences.

Key Competencies :

- 3 years Diploma in Hotel Management or Graduate from a reputed university.

- Minimum 8 to 10 years experience in sales/business development, working in 5 star hotels, business hotels or reputed facility management MNC or Institutional sales.

- Preferred with experience of working in institutional sales, banquet sales or facility management sales.

- Excellent verbal and written communication skills.

- Pleasing personality, ability to carry conversation/ start conversations and knowledgeable of the business/ industry

- Long term thinking, fire in the belly, resilient, flexible & adaptable.

- Collaborative working skills, detailed, working knowledge of P&L, Working within tight schedules and ability to deliver.

- Proactive, process driven.

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