Description:
Job Description for Associate Director - Sales & BD
Having seen significant growth in the last 12-18 months across our business portfolio we are now on the lookout for people to help us nurture and grow our business opportunities with our Strategic Client. Our staff are our brand ambassadors, and we want to continue the trend of hiring amazing, insightful, kind, and well-connected talent in the industry
As a Senior Sales & Business Development Manager, you will drive Technology consulting, services, and outsourcing sales with our strategic prospects in the Telecom and U-Telco’s sector in Australia based in Sydney. You will generate leads and close deals utilizing TCTS ’capabilities and solutions. You would be a key engine for growth for the Telecom Transformation Services sector at TCTS Australia with a specific focus on Target Account openings and revenue growth from a portfolio of accounts. This is a senior role and could include growing and overseeing few strategic accounts. You will have prior connects and sales experience with the CNOs and CTOs in the Telco’s and the right set of stakeholders in our target Customer segments and accounts, legacy (Plan, build, manage) and new network (consulting, Integration, test, build and manage) understanding and prior sales experience, onsite/offshore based delivery model understanding will be preferred.
What you will do:
- Market Development - Use market knowledge and identify competition within the segment and/or target account(s) and pre-empt their strengths and weaknesses.
- Customer Prospecting – Leverage existing network and/or seek client introductions at key prospects and account(s). Identify value centric conversations and opportunities keeping in mind the challenges and opportunities faced by clients ensuring high response and engagement rates.
- Opportunity Identification & Qualification – Identify and drive sales opportunities and solutions by building relationships and credibility with contacts and clients. Create content rich conversations that can shape initial approaches and interest into large, strategic opportunities within your target account(s)
- Alliance Management – Form close relationships with strategic partners and local solution/platform providing entities for offering value added solutions to your customer’s
- Proposal Development, Negotiation & Closure- Responsible for preparation of Proposal and SoWs in your target account(s)/segment through coordination with different stakeholders such as Solutions, Practice, Legal and Business Operations and with multiple units working on the proposal. Help assess fit-for-purpose business solutions and customer value propositions while guiding response teams. Maximize use of available resources and skills and proactively seek to fill gaps that would enable creative ideas for the proposal. Perform quantitative analysis to arrive at the win-price to demonstrate business value to the client.
- Contracting & MSA - Provide a business-led view on items of contract negotiations to understand TCTS position on such matters. Lead negotiations for proposals.
- Account Planning & Review – Create elaborate plans for target accounts and best entry strategies within the account. Accurately forecast sales using company systems (SAPHANA) and ensure customer information is updated regularly in CRM.
- Account Operations - Follow up with the client to ensure timely sign offs of SOWs and MSAs and Payables’ management (billing and collection)
- Relationship Management - Handle customer queries / escalations about project executions, as well as negotiations on MSAs and SOWs. Position TCTS as a trusted, easy partner to do business with.
Who you are:
- 15+ years ‘experience in Business Development in Australia in the Consulting & Telecom Services market. A history of successful account openings in the Telecom Services vertical and Large Telecom Delivery Partners in Australia would be highly desirable.
- Industry recognized understanding of regulations, trends, and business processes. Ability to do consultative selling of outsourcing services, Professional Services and Managed Services in Telecom and Digital Transformation Services.
- Strong interpersonal, communication and presentation skills.
- Open to travel as per business requirements.
Key Skills Required for the Role:
- Excellent Communication Skills
- Strong Business Networking Skills in the industry
- Facilitated discussion, decision-making, and conflict resolution
- Strong coaching capabilities and experience
- Maintain a high level of energy and engagement
- Excellent Social & Business Networking Skills
Key Competencies Required for the Role:
- Maintain confidentiality in relation to shared information
- Problem solving
- Diplomacy
- Attention to detail
- Actively participate in achieving established individual and team goals and assisting other team members to improve their performance when required
- Must comply with company principles, values, code of conduct and organizational policies and procedures
Managers / Supervisors / Team Leaders Roles:
“As a person with responsibilities for the management of employees you are expected to provide leadership and support to workers in understanding and meeting work health and safety policies and procedures.”
As a people leader, you will be responsible for leading, developing and empowering your team to achieve exceptional outcomes. You will also uphold the duty of care as outlined in the Workplace Health and Safety Act, while ensuring full compliance with all company policies and procedures.
Staff Roles/ IC:
“As a workers you play an important role in helping keep the workplace safe and operating within the workplace health and safety standards.”
As an employee, you hold a critical responsibility in fostering and maintaining a safe workplace while ensuring compliance with Workplace Health and Safety standards.