Key Responsibilities:

Market Development
Number of competitor analyses for his portfolio s Number of competitive analyses for his segment
collaborating with ADS of other accounts Number of competitive analyses for his sector with UPAMs
Customer Prospecting
Number of HBU NAOs
Opportunity Identification and Qualification
Number of requests for proposals for deals USD 5M could be sole sourced or not
Proposal Development
Average PAT across the proposals submitted
Proposal Negotiation and Closure
Dollar proposals won Number and of proposals won Number and of total proposals submitted
Negotiation effectiveness Final Price Going in price
Contracting and MSA
Review Feedback
Account Planning and Review
Portfolio Revenue HBU Revenue mix in the portfolio Portfolio margin no
of large deals percentage of
non linear revenue no
of new buying centers in the portfolio s
Account Mining
Number of new buying centres from new buying centres no
of new service lines and from new service
lines
Account Operations
DSO days CSAT Score ELF score
Relationship Management
Number of client escalations to next EM level no
of VP level meetings CSAT ELF scores
Merger and Acquisition

Preferred Skills:

Domain->Sales->Sales Planning