Job Summary

The Senior Manager/Manager-Sales role is responsible for driving revenue growth and business expansion within the Banking, Financial Services, and Insurance (BFSI) sector by taking strategic initiatives to identify, engage, and convert new clients while nurturing existing relationships. The role will include collaborating with cross-functional teams, translating client needs into comprehensive proposals, leading negotiations, and ensuring seamless project execution.

Responsibilities & Specific Accountabilities

Business Development

• Identify and target potential clients within the BFSI sectors for IT solutions and services offered by the company.
• Develop and implement effective sales strategies to drive business growth, expand market share, and achieve revenue targets.
• Build and maintain a strong sales pipeline by proactively identifying new opportunities and nurturing existing relationships, as well as future technological implementation of the company.

Client Relationship Management

• Cultivate and maintain strong relationships with key decision-makers and stakeholders within client organizations.
• Understand clients’ business goals, challenges, and pain points to propose tailored IT solutions that address their specific needs with the support of pre-sales and post-sales engineering teams.
• Maintain high-quality customer service standards during the sales cycle and beyond.
• Initiate and coordinate customer events and gatherings related to the BFSI sector, both technology- and relationship-building-oriented.

Proposal Development and Negotiation

• Collaborate with technical and solution teams to create comprehensive and tailored proposals that align with clients’ requirements.
• Lead negotiations, addressing client concerns, and working towards win-win agreements.
• Responsible for the timely and accurate delivery of customer proposals (direct proposals, tenders, RFPs, and RFIs) related to the BFSI sector.

Market Intelligence and Competitor Analysis

• Stay informed about industry trends, market dynamics, and competitor activities within the BFSI sector.
• Utilize market insights to refine sales strategies and differentiate the company’s offerings in a competitive landscape.

Team Leadership and Collaboration

• Lead and motivate a team of sales professionals, providing guidance, coaching, and performance management.
• Collaborate with cross-functional teams, including marketing, pre-sales, and delivery, to ensure successful project execution and client satisfaction.

Key Position Requirements

Education

• Bachelor’s degree in business administration, marketing, or a related field. MBA preferred.
• In-depth knowledge of the IT industry, including current trends, technologies, and the competitive landscape.

Work Experience

• Proven track record of at least 5–6 years in B2B sales within the IT industry, with a focus on BFSI sector.

Competencies

• Excellent communication, negotiation, and presentation skills, with the ability to build rapport and establish long-term relationships with clients.
• Analytical mindset, with the ability to interpret sales data, identify trends, and make data-driven decisions.
• Proficiency in using CRM software and sales tools to manage the sales pipeline and track performance.
• Results-oriented, with a strong drive for achieving targets and exceeding customer expectations.
• Flexibility to travel as required to meet clients and attend industry events.
• Strategic Ability and Sound Business Judgement.
• Building high-performance teams and developing people.
• Innovation and Change Agents.
• Initiative and follow-through.
• Decision-taking and problem-solving.
• Communicates Effectively.
• Teamwork.
• IT: Process Excellence and Quality.