Title: Business Relationship Manager

Location: Pleasanton, CA 94588

Experience: 10+ years of work experience

Education: Bachelor’s Degree required

Base Salary: $150 - $170k based on experience

Business Relationship Manager position focused on driving growth for a large Healthcare customer of TCS. Primary responsibility is towards building customer relationship and in achieving Revenue & Pipeline Targets through proactive demand creation based on market trends, customer needs and business requirements.

Responsibilities:

Achieves Revenue & Pipeline Targets through Demand Creation

• Trend Implications, Possibilities and Solutions (TIPS) creation- Studies current trends and market analysis, reports and creates / refines TIPS collaboratively
• Identifies the right buying zone / doors
• Identifies all the key people likely to be connected to the opportunities and creates a Relationship Suite along with Domain / Technology experts & TCS delivery teams
• Prepares Entry Value Statement (EVS) and High Gain Questions (HGQ) along with pre-sales, domain / technology experts and delivery team.
• Creates nonlinear revenues
• Identifies the Client's Critical Success Factors (CSFs) and collaboratively prepares Value Propositions that addresses the CSFs
• Identifies potential solutions/ offerings

Ownership of targets

• Owns and ensures achievement of agreed sales targets (Total Estimated Contract Value & Sales Order Booked Value)
• Achieves targets for realizable revenue commitments for the FY
• Maintains high win rate for qualified opportunities
• Achieves and maintains Margins

Positions TCS as Business Advisor

• Crafts appropriate Value Propositions using Business Value Metrics (BVM)
• Works with the delivery teams to understand the Value delivered, benchmarks the results with the best-in-class solutions and presents the metric to prospects/clients.
• Supports account team in creation of business case studies
• Identifies referrable customer with specific value delivered

Collaboration & Networking

• Works with TCS teams and identifies and targets client opportunities along with Domain & Technology Experts
• Coordinates with pre-sales team and supports delivery team during proposal writing
• Works with marketing team on competitive market intelligence
• Liaises with external vendors / alliances to evaluate the offerings available with them and customize to create new offerings as per the client requirements
• Builds political landscape to strengthen relationship using powerful network

Planning

• Forecasts & does Business planning including resources for the relationship through client research and networking using market research
• Provides inputs for strategic planning
• Reviews delivery plans & budgets

Corporate Governance and Reporting

• Provides relationship-specific workforce planning data when appropriate
• Provides revenue forecasts when required
• Analyses win-loss ratio for proposals submitted
• Partners with clients on the CSR Events

Relationship Management

• Builds relationship with key executives to understand the CSFs & enriches customer research
• Ensures appropriate pricing of TCS offerings to clients based on relationship
• Ensures timely resolution of key escalations / addresses concerns from clients & puts in place mitigation plans
• Maintains high levels of CSI
• Leverages relationship appropriately to acquire new opportunities
• Explores opportunities to cross / up sell as appropriate through TIPS
• Conducts executive tracking to open newer doors of opportunity

Team Management

• Sets reasonable, challenging, and clear expectations to direct reports & provides appropriate performance feedback
• Supports & provides guidance to the team to achieve personal, team or professional goals using personal currency
• Creates MVP (Most Valued Player/ Hi PO) in the team
• Manages resources appropriately for effective utilization
• Encourages the team to achieve Business Advisory position, at level

Personal Development

• Monitors gaps in one's own required competencies and enrolls for relevant learning programs to bridge gaps in competencies
• Creates a personal development plan in discussion with supervisor and solicits coaching to enhance one's competencies

Qualifications:

Experience in business development / account management for a healthcare customer or experience in performing this role on an enterprise business processing side for an customer

Job Type: Full-time

Pay: $150,000.00 - $170,000.00 per year

Benefits:

• 401(k)
• Dental insurance
• Health insurance
• Paid time off

Schedule:

• Monday to Friday

Ability to commute/relocate:

• Pleasanton, CA: Reliably commute or planning to relocate before starting work (Required)

Education:

• Bachelor's (Required)

Experience:

• Account management: 10 years (Required)
• B2B sales: 1 year (Required)
• Healthcare: 5 years (Required)
• Team management: 1 year (Preferred)

Work Location: One location