Business Developer Manager en Madrid

Description

Sales professionals are dedicated to growing a profitable pipeline and/or backlog of sales, through deal origination, sales negotiations and closure. They own the sales process and outcomes.

• Manages the opportunity sales pursuit and close opportunities using deep sales process and offering expertise.

• Develop and direct the sales efforts for new client target acquisition and/or direct the efforts to ensure execution of sales strategies geared toward protecting and growing business with existing clients.

As a Manager, we expect you to provide the Sales Team with critical thinking, new ideas and ways of working aligned to the Digital experience our clients are increasingly adopting: creativity when elaborating the client value proposition, innovation when shaping the business case and agility when approaching the clients are a must.

Key Responsibilities

• Drive overall sales processes of both big opportunities (> $10m) as well as other complex sales processes and ensure required organization involvement to develop winning and value propositions to clients and related proposals, in compliance with Accenture internal policies, controls and guidelines

• Develop capture tactics, win strategies, competitive analysis and balanced risk-reward approaches for each sales opportunity

• Develop compelling business case for each opportunity

• Develop client communications strategies/messages; define customer contact strategy and establish/manage customer call plan

• Take part in contract negotiations until contract signature

• Present proposals and business scenarios to the client stakeholders, understand client needs and adapt win strategy accordingly

• Conduct internal origination workshops within Accenture as well as identify new origination possibilities in different clients based on a deep understanding of our offerings and our client’s issues

• Facilitate corporate reviews: Create and lead presentations for all stage reviews of opportunities and obtain necessary approvals

• Recommend and participate in deal qualification decisions

• Identify, negotiate and manage relationships with teaming partners, subcontractors, third parties and Subject Matter Experts (SMEs)

• Identify key members of the proposal team

Requirements

• Fluent in Spanish and English

• Consulting (including at least +2 years in Sales) with +3 years of experience managing teams through complex situations, adapting quickly and helping others navigate change

• Sales skills:
  • Experience on closing contracts bigger than $10M in many cases bundling several types of work: Consulting transformation, systems integration or Outsourcing (AO, IO and/or BPO)

  • Experience on client facing exposure: ability to effectively communicate to the client, report results or present proposals

  • Negotiation skills

  • Experience in the elaboration of economic – financial models (Business Cases, Business Plans, Companies valuations…)

  • Experience in the elaboration of complex commercial proposals

  • Experience working through organizational change, developing and implementing creative solutions and closely partnering with clients to regularly confirm expectations are met and value delivered

• Ability to work collaborative

• Previous experience in the Financial Services Industry (Banking, Insurance, Capital Markets)

• Experience in Consulting and Outsourcing types of work

• Knowledge of Digital technologies: Cloud, AI, RPA, Big Data, etc.

• High experience applying Design Thinking

• Management of MS Office Tools (Excel, Powerpoint, etc)

Background / Education

• MBA will be valuable