CSO/CRO/Business Head.

Wonderful opportunity to be in an award-winning GIS(Geospatial Information Systems)based organisation.

 Looking for Head of Business Development/CSO/CRO, Bangalore.

H/P: +65 9165 5825  || E-mail: surendra@pivotal.associates

 

Position Summary

Head of Business Development will be responsible for business growth, revenue generation, business development, relationship building and relationship management of potential and existing clients across the Country/Pan India responsibility. At a high-level, this position is accountable to generate and secure short and long-term profitable business through proactive business development and account management based on a strong understanding of Pixel’s products and solutions suit and matching it with customers' business needs, operations and objectives to showcase value.

This key position is focused on the creation and delivery of customer specific account plans, maintaining current business, and developing new business opportunities. The role requires strategic planning and consultative selling, while interfacing with senior decision makers within Pixel and client organization.

Key responsibilities include working with the MD, Leadership team, Development & Delivery teams and other colleagues in establishing business development priorities, recommending appropriate strategies and solutions to achieve business development objectives and overall revenue goals of the Organization.

Part of the senior leadership team, reports to the MD.

 

Key Responsibilities:

·      Develop Business Development and sales strategy, execution plan, methodology, and tools to capture large scale projects and contracts to boost sales, growth, and profitability by identifying new business opportunities, expanding current business volumes, growing, and enhancing company’s presence in the market and building excellent mutually rewarding relationships with customers, vendors, and distributors

·      Driving business growth by identifying opportunities, tracking new markets, building sustainable client relationships, and expanding the customer base.

·      Prepare business development documents, presentations, pitch books and briefing notes, evaluate and present robust financial modelling and analyses to value projects and terms. Develop, participate, and deliver high level impactful presentations and conclusions to MD/ senior management and key stakeholders. Participate in deal construction and negotiations

·      Generate new leads through networking and prospecting, including cold calling, digital marketing, traditional marketing, and public relations activities to pursue targeted new business goals

·      Support business development initiatives including business collaboration, assessing competitive landscape, business case development, conducting due diligence, lead generation and sourcing, and financial analysis

·      Establish continued contacts with new prospects, coordinating key contacts between Pixel and proposed clients, and serving as the principal client contact when necessary

·      Establish strategies and policies crucial to expanding the presence of the company and its products across the country

·      Work closely with leadership and cross functional members of management team to drive and implement corporate strategy and long-range planning based on current portfolio opportunities, organizational capabilities, and business challenges/risks 

·      Build customer relationships through direct contact, meetings, customer events, industry events, trade shows, networking, and professional relationships

·      Meet with customers on a frequent basis to capture feedback and build a sufficient pipeline of opportunities to reach sales targets. Collaborate with the delivery and operations teams to share client feedback and improvement measures to maximize client satisfaction, service standards and quality

·      Analyse and evaluate the effectiveness of BD/sales, methods, costs, and results and take improvement measures as required to enhance revenue growth

·      Directly responsible for the management of the end-to-end sales process including lead generation, opportunity qualification, RFI / RFP, contract negotiation, and deal closure

·      Perform detailed market research and analysis, maintain a real-time understanding of the competitive landscape to evaluate sales potential in the assigned industry vertical, assess the competition, pricing levels, and market trends to assist in figuring out win-based proposals and pricing

·      Conduct sales negotiations with customers to achieve a profitable bargain and oversee the development and implementation of marketing materials and tools to support new business ventures

·      Support the company’s marketing initiatives to identify and develop new business opportunities and Customers to expand services portfolio

·      Provide monthly BD/sales activity reports to MD and quarterly business reviews and presentation to clients, as may be required

·      Collaborate with global colleagues/teams to leverage existing relationships and replicate sales success

·      Collaborate with Pixel’s Finance team on pricing strategy and ensuring timely billing/collection where required

·      Conduct research to identify new business opportunities, emerging market trends, Develop new partnerships etc.

·      Build, groom and manage a strong team as required by the business

 

Position Requirements:

·      Overall, 15 + years’ experience in BD, out of which last 5 years should have been as Head of BD, managing P&L responsibility, leading the business development strategy and delivery of new businesses in an IT Products or Services company

·      Experience in Geospatial Information Systems / Technology would he highly desirable

·      A dynamic leader and a self-starter, with an entrepreneurial mindset and strong business acumen, strategic and creative thinking, work ethic, organizational and decision-making skills

·      Experience in managing clients and partners ensuring delivery of results and the meeting of targets

·      Strong working knowledge of the company's products, competitive products, and the market

·      Knowledge of and insight into market trends, competitive landscape, new technology developments etc

·      Experienced, customer facing professional with the ability to work as an individual contributor

·      Strong analytical skills, ability to multi-task and willingness to travel extensively

·      Sound negotiation and conflict resolution skills,

·      Excellent communication and Presentation

·      Proven team building and team management skills

·      Bachelor’s degree in Engineering + an MBA in Marketing is preferred