1. General Details

Job Title

Global Head – Business Development

Function

Business Development

2. Organizational Relationships

Reporting to

Joint MD / CEO

Number of Direct Reports

6 to 8

3. Job Purpose

Drive profitable growth by identifying, engaging and collaborating with prospective clients to deliver winning techno-commercial responses to bids/ opportunities to ensure increased market penetration and improved conversion

4. Key Roles & Responsibilities

Strategic and financial

1. In line with organizational strategic objectives, create a Business Development strategy including future plans, account planning, operating model, targets, capability building, bid management and PreSales activities

2. Identify market potential and target customer segments as per the signed-off business development plan

3. Drive win-loss analysis to enable improvements in bid management and ensure higher conversion ratios

4. Play an integral role in key new business pitches and effective on-boarding of new clients

5. Lead client visits and client workshops to enable sharp identification of needs and sources of differentiation, while generating positive recall for BLS

6. Review pursuit plan and business pipeline with leadership to ensure target achievement

7. Evaluate new and on-going client/ opportunity acquisition costs and delivery costs; work out options for increased margins/ reduced costs by collaborating across service offering

8. Create/review partner ecosystem model to enhance eligibility and drive differentiation globally across focus countries/domains/functions for tendering requirements

Stakeholder

9. Create an opportunity pipeline by connecting with businesses, local government, ministries across the globe to communicate BLS’s value proposition on outsourcing

10. Create/ update the stakeholder network and build multi-level connects; Create awareness about BLS and build relationships with businesses/ ministries

11. Evangelize BLS solutions in relevant global forums to enable strong brand recall

12. Maintain and expand relationships with key/ all customers

13. Actively engage with prospective clients to help sales penetration in the market/domain/function

14. Tap opportunity areas across existing and potential accounts where BLS services offerings and solutions can be positioned

15. Nurture multi-functional partnerships across geographies to provide a differential value proposition to the client

16. Guide the PreSales team to collate data for periodic updates and provide visibility on pipeline, ongoing pursuit responses, status, etc.

17. Handle any major client issues or escalations given the relationship built with clients

18. Assist the senior leadership and functions across regions in taking appropriate decisions on account strategy

19. Collaborate with the operations teams in assigned geographies to create a market penetration plan for target markets/domains/functions

20. Establish and maintain connects with key government officials and businesses in the target markets to sense early opportunities

21. Assist the leadership in pricing / commercial decisions regarding bid response

22. Update the leadership on compete intelligence and latest developments in the market (on technology, trends on ministries)

Operational

23. Manage overall budgets for the BD team through periodic reviews to achieve cost optimization, profitability and utilization

24. Define a framework for effective management of pursuit - to enable effective bid opportunity assessment, qualification, developing bid response strategy and proposal development

25. Drive the creation of differentiated bid response collaterals such as technical demos, about the organization and its competitive advantage, case studies, etc.

26. Guide the team to create winning proposals for bids/ large deals that are strategically important for BLS

27. Drive the team to adhere to the risk management and financial and business compliance framework of BLS

28. Drive teams for faster turnaround time, effective and differential bid response to enable BD team to win deals

29. Drive analysis of customer satisfaction results and take necessary steps in collaboration with operations team to enhance customer experience

30. Forecast market trends and drive the team to adopt new solutions / strategy / interventions for create impactful bid responses

31. Lead win-loss reviews and coordination of knowledge management activities for the team

People

32. Conduct review of regional BD teams – in terms of objective setting and follow up on the targets

33. Ensure timely adoption of new solutions/strategy/interventions for better bid management, by the team

34. Drive a self-directed and high performance culture in the team

35. Role-model highest standards of professional conduct, ethics, integrity in execution of all assigned activities

36. Drive a culture of continuous improvement, learning and active talent engagement

37. Build a strong leadership pipeline through hiring, internal movements, succession planning, talent reviews etc.

5. Key Business Interactions

Internal

External

1. Leadership Team

2. Regional Business Heads

3. Regional BD Team

1. Embassies of various countries

2. Government officials

3. External organizations whom BLS can partner with across geographies

6. Key Performance Indicators

Strategic and financial

1. Overall target accomplishment - Forecast vs. actual

2. Service mix- Target accomplishment for individual service offerings

3. Conversion ratio - Opportunities converted (%)

4. Future business pipeline

7. Qualifications & Experience

Required Qualifications:

· MBA/ Any post-graduation

Preferred Experience:

· 20+ years of strong sales/ relationship management/ account management experience in the service industry of Govt / Public sector clients

· Strong track record of solution selling based on business value principles

· Prior experience of having worked in multiple geographies across the globe

· Business Development/ Sales experience of having translated opportunity into winning bid responses, both in hunting and farming scenarios