Sales Executive – Financial Services Market (BPO)

Scope of the role:

Leads the development of Sales strategies, solution proposal and deal closing for large opportunities. Manages identification and generation of sales opportunities and the cultivation of pipeline growth. Effectively builds network and contacts to build and maintain an attitude of vigilance for opportunities. Identifies and escalates market trends to appropriate clients and Capgemini leaders. Supports the development of practice and sector relevant thought leadership (especially digital technologies and analytics) to garner mindshare with prospects.  Helps shape marketing events for maximum impact.

Key Responsibilities

■      Understand and discuss Sales plan with Portfolio Head to agree on potential major opportunities to be chased in his/her own focus area (sector, offers)

■      Qualify major opportunities to be further pursued, drive consistency between Sales strategy (value messages, relationship approach, competitive differentiation) and content work managed by bid team (solution design, pricing and costing, delivery of proposal, planned project management)

■      Manages and accountable for the opportunity along the collaborative selling Sales process until closing

■      Build and maintain an external network and client relationships and compiles intelligence from those relationships to pro-actively take opportunities to them. 

■      Test ideas and opportunities within the external stakeholder network on a regular basis

■      Maintains an internal SME and AE network to identify opportunities BSv can either augment or pro-actively create either in partnership with the MU or autonomously

■      Liaises with Analyst and Advisor teams and network to monitor market trends and shape or influence emerging opportunities

■      Address complex client issues involving interactions up to executive level and master meetings and negotiations techniques

■      Manage business development costs according to levels set by business unit leaders and provide forecast to BU Sales Leadership

■      Design bid organization, recruit internally for bid organization and account management team and other Salespeople connected to the client

Measures of Success:

• Meeting and exceeding annual contract value target
• Compliance with the Capgemini sales methodology
• Works as part of a team to negotiate new deals, extensions and ad-hoc service aspects
• Builds productive relationships externally
• Live the Core Values of Capgemini (Honesty, Boldness, Trust, Freedom, Team Spirit, Modesty, Fun)