Role - Business Development Manager (MFG)
Technology - Sales (Hunting/manufacturing)
Location - Frankfurt, Germany
Compensation - Competitive (including bonus)
Purpose of the role?
Our Infosys team in Europe is growing rapidly and we are looking for top talent in the industry who love what they do, are good at it and are keen to part of this journey. We are looking for talented professionals who can be part of our Manufacturing segment. Within this segment we have set ourselves very ambitious targets towards expanding our footprint in Europe as a Client trusted partner.
Generate leads through - meetings / presentations at conferences, partner contacts, contacts in client organizations, news reports, analysts, and deal consultants. Do customer profiling, A/C Planning and set revenue / margin targets by services line and offerings at the account level. Create and / or edit messaging around Infosys services and solutions as is necessary. Identify and secure meetings with the right contacts in the client organization; Anchor meetings and pursue any opportunities generated with the help of value design (pre-sales), partner units and external partners. Research and provide analysis on all key accounts to attain an understanding of needs, develop organization charts / structures for all key accounts. Identify the right team internally and for meetings, identify the right external partners (based on fitment, market presence, internal capabilities, and price and prospect preference), Provide intelligence on competition, figure out the target price, help get the internal approvals, co-develop and provide inputs to model / solution and provide content as is necessary. Negotiate teaming agreements and prices with external partners. Negotiate MSA terms and conditions. Effectively handover the project to delivery for execution (in case of the won projects). Develops account plan, relationship map, Sign's off on SOWs, submits invoices, follows up for payment release. Handover the account to the right person(mostly an EM) at the right time based on guidance from the manager WITH THE OBJECTIVE OF coming up with a winning strategy to meet A/C opening and revenue targets, penetrating the account by positioning Infosys strategically and as a trusted partner, develop a winning proposal, ensure a win and sufficient and necessary document to start the work, creating a pipeline of opportunities across the service mix, creating a long term relationship with the prospect and growing in the account as per 18 m plan and ensuring account is moved from "hunt" to "farm" mode WITHIN the assigned set of accounts and within organizational policies and guidelines.
Roles And Responsibilities: -
Business Planning - Organization / Unit Level
The Business Development Manager will provide revenue and profitability numbers for TAL accounts. S/He will market / segment analysis and needs / services / solutions identification to the HOS, in order to help setting revenue / margin goals at the unit level.
Sales Planning and Review The Business Development Manager will, for the assigned the target accounts (TAL) identified by HoS, do customer profiling, A/C Planning and set revenue / margin targets by services line at the account level, in order to come up with a winning strategy to meet A/C opening and revenue targets.
Market Development The Business Development Manager will persuade clients to provide and commit to industry wide reference, analyst references, case studies, joint webinars, and joint speaking engagements. S/He will provide input on specific events / sponsorships to corporate marketing. Create and / or edit messaging around Infosys services and solutions as is necessary, participate in events and conferences, identify new alliances, participate in joint alliance marketing events, and conferences in order to support revenue growth and increase ROI on events.
Customer Prospecting The Business Development Manager will identify the right contacts in the client organization, secure meeting with the clients concerned, set appropriate agenda (client context and pain points, industry / competitive context, Infosys value propositions, anchor meetings and pursue any opportunities generated with the help of pre-sales, partner units and external partners, research and provide analysis on all key accounts to attain an understanding of needs, develop organization charts / structures for all key accounts.
Opportunity Identification and Qualification The Business Development Manager will identify the opportunities in the TAL and get them qualified for pursuit, create an opportunity plan for top opportunities, ensure alignment with appropriate partner units, exec sponsorships etc. in order to create a healthy pipeline across the service mix.
Proposal Development The Business Development Manager will identify the right team (with help of HoS, if required), right external partners (based on fitment, market presence, internal capabilities, price and prospect preference). S/He will provide intelligence on competition, Figure out the target price, help get the internal approvals, co-develop and provide inputs to the model / solution and provide content as is necessary in order to develop a winning proposal.
Proposal Negotiation and Closure The Business Development Manager will set up meeting with the prospect to present technical proposal, discuss the commercials, identify the right team for the meetings, negotiate commercials, get LOE / SOW, and upload the LOE/SOW in the system, in order to ensure a win and sufficient and necessary document to start the work and negotiate teaming agreements and prices with external partners in order to get the best price. S/He will unsure effective handover of the project to delivery for execution (in case of the won projects).
Infosys is a global leader in next-generation digital services and consulting. We enable clients in more than 50 countries to navigate their digital transformation. With over four decades of experience in managing the systems and workings of global enterprises, we expertly steer our clients through their digital journey. We do it by enabling the enterprise with an AI-powered core that helps prioritize the execution of change. We also empower the business with agile digital at scale to deliver unprecedented levels of performance and customer delight. Our always-on learning agenda drives their continuous improvement through building and transferring digital skills, expertise, and ideas from our innovation ecosystem.
Infosys is an equal opportunity employer and all qualified applicants will receive consideration without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, spouse of protected veteran, or disability.