Sales Director - London, United Kingdom - Capgemini

Capgemini
Capgemini
Verified Company
London, United Kingdom

1 month ago

Tom O´Connor

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Tom O´Connor

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Description

Short Description:


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 exceeds 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 though leadership to garner mindshare with prospects. Helps shape marketing events for maximum impact.

UK based and able to spend at least 2 to 3 days a week in Capgemini London office.


Qualifications:


Professional Qualifications
10+ years of proven sales experience in BPO/ GBS in a global complex environment
Last 2-5 years of related work experience in a leading competitor firm.
Ability to communicate and influence at senior business levels, building and maintaining relationships with C-suite executives & maintain regular contacts with senior stakeholders
Several years of proven & consistent sector expertise within EU& APAC Region ideally within Consumer Products & Retail or Services & Travel
Have an existing client network within the relevant industry, optimally in the business areas (Finance, CX, Procurement, HR, Logistics, etc.)

Several years of proven sales track record in:
Meeting or exceeding sales target of euros 30M +
Leading Sales Operations in a multi-geography, targeting medium to large-sized complex outsourcing deals
Selling transformational Outsourcing services, experienced in drafting value-based business cases and gain share models
Ability to understand sector-based value drivers and build value proposition in order to create business value for clients
Experience with "Right shoring" models
Experience with Digital solutions as enabler to create business value
Used to work and navigate in complex matrix organizations
Strong relationship building, communication, and influencing skills
Proven Commercial Acumen & Business Leadership skills
Driven and able to work under pressure
Self-motivated, enthusiastic individual able to communicate at all levels with a proven track record of working on their own initiative


Responsibilities:


Key Responsibilities
Understand and discuss Sales plan with Portfolio Head to agree on potential major opportunities to be chased in their 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 organisation and account management team and other Sales people 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
Builds productive relationships externally
Live the Core Values of Capgemini (Honesty, Boldness, Trust, Freedom, Team Spirit, Modesty, Fun)
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