Business Development Manager - MFG

Role – Business Development Manager / Sales Manager

Sales Head

• Direct Reports: 1-2
• Team Size: 30-35 accounts (7-10 being Class A)
• Location:
  
  Onsite / Offshore (mixed)
• Financial Target: US $ 1–2 M per half‑year, 2–3 new accounts per half‑year

• Business Planning
  :
  Deliver revenue and profitability plans for TAL accounts, conduct market and needs analysis to set revenue/margin goals.
• Sales Planning & Review
  :
  Profile customers, plan account targets, and devise winning strategies.
• Market Development
  :
  Secure industry references, participate in marketing events, develop alliances, and create messaging around Infosys services.
• Customer Prospecting
  :
  Identify key contacts, secure meetings, and build lead pipelines.
• Opportunity Identification & Qualification
  :
  Generate and qualify opportunities, collaborate with partners and sponsors to build a healthy pipeline.
• Proposal Development
  :
  Assemble cross‑functional teams, prepare business cases, and produce winning proposals.
• Proposal Negotiation and Closure
  :
  Lead commercial discussions, secure LOE/SOW, and negotiate teaming agreements and pricing.
• Contracting & MSA
  :
  Identify MSA‑eligible accounts, negotiate terms, and maintain relationships.
• Account Planning & Review
  :
  Develop and monitor the account plan, train on strategy, and review progress with senior management.
• Account Mining
  :
  Advance existing accounts from hunt to farm mode, secure further engagements, and preserve relationships.
• Account Operations
  :
  Sign SOWs, manage invoicing and payment follow‑ups, and oversee CSAT/ELF tracking.
• Relationship Management
  :
  Resolve client complaints, coordinate with delivery teams, and maintain stakeholder satisfaction.
• People Management
  :
  Guide junior staff, conduct appraisals, and support career development.
• Organization Initiatives
  :
  Participate in company‑wide initiatives as directed.

• Engineering graduate or MBA/CA; alternatively PhD.
• Minimum 11 years of experience for standard role; 14 years for higher proficiency.
• Experience across global markets and large multinational accounts.

• In‑depth knowledge of outsourcing business models, cost & revenue drivers, and financial metrics such as IRR, NPV, and ROCE.
• Strong proposal development and negotiation skills.
• Excellent communication, consulting, conflict resolution, and networking abilities.
• Strategic thinking, market sense, and commercial acumen.

• Revenue, profit, and market‑share targets.
• Pipeline development: number of qualified opportunities and win ratio.
• Contracting KPIs: MSA turnaround time, contract compliance.
• Account‑level metrics: margin, SOW sign‑ups, CSAT and ELF scores.
• People KPI: 360° feedback score.
• Organizational initiatives: number of initiatives led.

Bigger portfolio, leading a team of ABDM/BDMs, and engagement in organization‑level initiatives.