Assistant General Manager, Business Development - Facility Management

Sodexo is looking for a Business Development Lead for Mumbai in the Facility Vertical

Responsible for generating new business from companies operating in the sub-segment in line with the targeted revenue growth strategy for the Corporate Services Segment across key markets in the region.

• Take ownership and lead the bids for opportunities and targeted accounts by
• Comprehensively understanding the needs of the prospective client
• Developing the right solution in consultation with the Segment Directors, SMEs, and Functional Heads
• Creating a Web of Influence with the CXOs, Economic Buyer, and Decision Makers / Influencers
• Compiling a P&L and defining the win strategy
• Articulating the value proposition through captivating presentations
• Negotiating the contractual terms favorably
• Winning deals to achieve the developmental business revenue and gross operating profit

Key Responsibilities

• Formulate the WIN strategy in coordination with the Sales Director and Segment Director with inputs from cross-functional such as Operations, Marketing, HR & Workforce Deployment, Health & Safety, Procurement, Finance and Legal to develop the right solution and put together a Bid P&L in line with the defined Right Client Right Terms to achieve the desired profitability.
• Follow the defined process of seeking approvals for large revenue deals, CAPEX investments, deviations to standard / non-negotiable terms & conditions, if any.
• Compile and report information on specific accounts, sales pipeline, inputs for forecasting, information on competition and participate in periodic performance management reviews.
• Support the account management strategy of the organization by providing insights on existing and potential key accounts within the segment to increase the market share of our organization in that segment.
• Responsible for identifying business opportunities in terms of new companies and new markets; analysing the competitive landscape and providing strategic insights to the Marketing department for developing new offers and strengthening the existing offers for the segment.
• Build industry knowledge bases and constantly update the organization's understanding of customers' needs/requirements.
• Establish and maintain strategic alliances with various industry forums within the segment.

Qualifications:

• Fluency in English (written and spoken) and the local language
• Graduate in any discipline - MBAs are preferable
• Exposed to the working culture in a B2B solution, enterprise sales
• Ability to connect at the CXO and Senior Management level to sell complex/large value deals
• Well versed with technology and computing skills
• Ability to work independently, collaboratively with strong influencing skills
• Good in numbers with an eye for detail

Must be willing to travel and have knowledge of the industry segment that he/she is chosen to work for, markets, geography, etc .