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Business Relationship Manager

Business

Full Time

Pleasanton, US

Posted a week ago

About the Job

Salary - $150000 - $170000/Year

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

Posted a week ago

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