Title: Client Manager- BFSI Accounts expertise (Hunting and Farming)
Job Role: Quota bearing Sales role
Location: Mumbai
Domain: BFSI Domain
Industry expertise: IT Infra/ Networking
Work format: Full time work from office role
Experience: 12-18 Years
Salary: 35-45 L PA (65:35% – Fixed variable ratio)
Primary skills:
- Front ending sales- Hunting and farming both
- Advanced sales and client engagement experience coupled with a good understanding of BFSI and technology solutions segment.
Job Description summary:
The primary responsibility of the Senior Client Manager is to take full ownership of his/her assigned accounts primarily focusing in the BFSI Segment along with other clients.
Their key focus is to manage and grow relationships to drive land, expansion and renewals across all solutions within assigned accounts. They are required to pursue leads identified by aligned lead generation representatives.
Responsible for selling the company’s products or services to and maintaining relationships with existing accounts.
Key Roles and Responsibilities:
- Manage and grow relationships to drive land, expansion and renewals across all solutions within assigned accounts primarily in the BFSI segment along with other domains.
- Pursue leads identified by aligned Lead Generation Reps.
- Minimize churn and maximize retention in assigned accounts.
- Drive client satisfaction throughout the entire lifecycle of the clients’ buying process.
- Generate demand by assisting clients to identify current needs and then effectively articulate how to add value through proposed services and solutions.
- Influence and work closely with vendors to achieve required results.
- Use NTT’s sales tools and methodology to effectively manage accounts, opportunities, pipelines and forecast.
- Take ownership of a range of clients within the assigned segment.
- Develop open and effective channels of communication in with each client within the assigned account.
- Encourage revenue growth by inspiring clients to additional services.
- Become the reliable point of contact for clients that is required to establish a strong business relationship.
- Takes ownership of a range of accounts within the assigned segments.
- able to determine the best solution requirements for each client that can be deployed by other departments.
- Build enduring relationships and display an understanding of the client industry, business environment and strategy to identify current and future opportunities for NTT (Ltd).
- Develop and/or align governance and compliance policies in own practice area to identify and manage risk exposure liability.
- Monitor and control financial governance and compliance throughout an area of specialization in order to manage financial cost.
Knowledge, Skills and Attributes:
Sales business acumen – Skills supporting successful selling through organizational and business outcome mindset. Success will require focusing on planning, leveraging tools and data, and concentrating on NTT Ltd business requirements. Developing the skills to understand your client’s business (including commercial and financial aspects) in order to bring value to them from NTT’s portfolio of services.
Sales client engagement and management – Skills used to effectively manage and analyze the client throughout the client lifecycle, with the goal of improving client relationships and driving sales growth. Success will require detailed understanding of client needs, effective sales planning, and building trust, all while managing to client expectations. Developing the skills required to know your client, building effective and lasting relationships with them and to be seen as a trusted advisor.
Sales solution skills – Knowledge of NTT Ltd.’s offerings, client applications, use cases and market trends and the skill to apply them to individual client and prospect situations that positions the sales team member as an expert client advisor. Success will require the ability to link NTT Ltd offerings, including high-value services to specific client and prospect needs and outcomes.
Sales pursuit – Skills and knowledge that enable a sales team member to create success by identifying and advancing opportunities at assigned prospects and clients. Success will require both individual ownership as well as accountability for coordinating internal and external resources in order to close sales opportunities.
Required Experience:
- Advanced experience in a sales environment role
- Advanced sales and client engagement experience coupled with a good understanding of BFSI and technology solutions segment.
- Advanced experience negotiating with clients and vendors
- Advanced experience with business to business and business to consumer sales techniques
- Experience providing mentoring and coaching to less experienced client managers
- Advanced experience analysing commercial information
- Experience working with Salesforce.com contact platform