Director, Sales and Business Development - State and Local Government
Our client is a global provider of business process and technology management services. Our client offers an integrated portfolio of analytics-driven back-office and customer facing solutions that support the entire customer lifecycle and is one of the largest, independent BPO companies in the world serving global leaders in major industry verticals.Our client's long and successful history in business process outsourcing (BPO) makes it an ideal partner for public sector organizations looking to enhance constituent experience and make smart, strategic investments. With our client handling business processes, government clients can focus on their missions and their constituents. Our client offers integrated BPO, using technology-enabled services to merge front- and back-office business functions. The result is a less costly, more efficient and citizen-centric operation. Our client's BPO Services for Public Sector Clients include Constituent Relations - Contact Centers; Finance and Mortgage; Healthcare; Human Capital/Resources; and Insurance. As a Senior Director of Sales and Business Development you will be responsible for the development and closing of all new business in their respective industry segment or territory to meet assigned quotas. The Director directs all sales relationship management, business development, and sales activities and is solely accountable for all new services from inception to contract closure. You will be accountable for new revenue generation at appropriate margin levels across all services and for all clients in their territory.Position Functions:Responsible for the establishment and maintenance of the sales relationship with each client/prospect in their territory at every level from the executive suite to departmental managers.Drives new business through the identification, development, negotiation, and closure of new agreements with prospects and clients, and participates in the subsequent maintenance of client relationships.Target potential leads, qualify them, and lead the pursuit team in crafting and positioning the deal. To this end, they leverage their industry, financial and business knowledge to create demand and persuade through the development and presentation of compelling value propositions and purchasing rationales.Specific new sales/revenue and profit margin targets are established annually by management for each DBD.Responsible for the smooth transition of new business from sales to delivery, coaching and mentoring account delivery leaders on client relationship management issues, providing feedback on client wants and needs to the company's strategic portfolio function.Ensuring compliance with the company's sales processes and business approval requirements, coordinating the relationship between key clientpersonnel and senior executives, and leading or coordinating global relationship management initiatives with other geographic units of the company focused on the same client.Communicates with entire pursuit team to build and maintain a shared understanding of sales strategy, status, priorities, and next steps.Interfaces with client personnel and third party intermediaries as necessary to understand requirements and communicate related pursuit plans and activities.Responsible for managing the entire sales process from identifying prospects to negotiating contracts.Create and maintain sales plan and strong, qualified pipelineIdentify prospects and create entry strategies for account and relationshipUtilize business and financial knowledge to create value propositionsManage demand and qualify opportunitiesExecute competitive sales tactics to win businessCoordinate deal crafting and positioningLead or participate in contract negotiationsUse sales automation and CRM tools effectively Skills:Industry Relationships and Knowledge- established relationships within targeted industries. Strong knowledge base of targeted industries and understanding of the key business issues and trends.Financial Acumen - ability to use financial tools, models and concepts to analyze a client's business plan and finances in order to create compelling value propositions and purchasing rationale for driving sales closure, creating demand or assist client in creating approaches to overcome budget limitations.Deal Qualification - able to qualify and determine which sales pursuits the company should invest resources by consistently applying a standard set of criteria, as well as gauging the competitor's solutions. Disengages from deals not meeting minimum qualification standards early in the sales cycle.Communications - utilizes strong listening skills, evaluating client and team dialogue, and consistent understanding of goals, objectives, and conclusions. Uses various communication methods to involve and engage pursuit team members in collaborative discussions that result in efficient, quality decisions. Ensure the entire pursuit team is apprised of important information from the client and other team members timely and effectively.Stature and Presence - the ability to command the attention and respect of senior industry executives. Strong communications skills, both written and oral. Ability to present at a board/senior executive level.Issue and Risk Management - works with team to identify, confirm, communicate, mitigate and quickly resolve or escalate issues/risks within the pursuit process, the proposal to the client, or the final solution that will be responsibility of the company's delivery to deploy. Understands that questions or barriers that prevent team success must be quickly and decisively resolved to prevent loss of momentum or impact client deliverables.Planning - ability to develop, communicate and execute both tactical and strategic sales plans. Appropriately pursues business objectives with a bias for action and getting things done.Judgment - ability to think and act independently and exhibit consistently sound business judgment and an action-oriented ability to take measured risks and takes responsibility for the consequences. Sizes up situations quickly, as practical, and knows the right things to do and when to do them.Product/Offering Proficiency - comprehends the features, benefits and value propositions related to the products and services with the ability to translate knowledge into a business language and fluently articulate it within a client environment. Requirements:Minimum 10+ years of BPO or technology solution selling experience in one of the following industries: State & Local Government or HealthcareAbility to establish CXO level relationships and have existing CXO relationships in one of the key industriesProven track record of meeting/exceeding yearly quota target for last 10 years and excellent prospecting skillsStrategic sales, relationship, and account management experience at a BPO / ITO services organizationCapability to understand the company's offerings and articulate those offerings to the industry and prospects Education: Bachelor's degree, preferably in Business, Engineering, Finance or Computer Science; or related business experience Location: Washington, DC or East Coast Travel: Up to 70% travel Compensation: $180,000 to $200,000 base plus bonuses Key Words: SIBM, Genpact, iGate, Cap Gemini, Accenture, PWC, Unisys, EY, Infosys; KPMG, TATA, Convergys, Cognizant, Dell Services, HP Enterprise Services, ACS, Xerox, Wipro, Consulting Company Description: Executive Success Partners offers a suite of executive recruiting, coaching, and consulting services directed toward a client base of highly talented executives, business leaders and business owners. We are a service offering of CRG Leadership Institute LLC - a 20-year old organization dedicated to developing world-class leaders and executives and enabling them to excel and lead the way in transforming and improving their lives and the lives of others - their clients and customers their employees and team members their stakeholders and shareholders and their community members.