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Business and Product Development CA

Department Information


You will be playing a crucial role in helping to drive the business forward and will be part of a dynamic team culture offering strong internal networks and support. Your role will be to manage a defined portfolio of targets to drive opportunities, relationships and revenue across the firm. You will work to develop your own network and relationships at the clients, understand their issues and, from that, develop solutions and drive revenue. The role will also involve managing a portfolio of regionally/ nationally based Corporate ‘targets’ to drive relationships, raise awareness of CLEARTAX’s brand, create opportunities, oversee strategic proposals and, ultimately increase revenue.

Client relationships

 

Work on a diverse portfolio of targets focused on creating relationships and new opportunities. A portfolio is likely to consist of 20-30 accounts

Spend c.70% of time in the market at clients’ sites and with clients

Identify and gather information on new client issues through primary (face-to-face) meetings

Facilitate expansion of points of contact between ClearTax and the client. Create, maintain and drive the execution of the relationship map and plan to develop many to many contacts.

Personally lead development of those relationships where ClearTax has no existing relationship

Develop peer relationships with client staff and procurement teams

Co-ordinate client relationship events and ensure return on investment is measured through deepened relationships and increased opportunity for ClearTax to work with the client

Identify and build relationships with regional influencers by attending events, hosting internal sales meetings and managing Client Service Teams (CSTs), sharing best practice and seeking opportunities to raise profile externally

Sales

Understand ClearTax approach to managing the sales pipeline and converting opportunities

Act as a role model for Business Development across agreed portfolio

In conjunction with other members of the regional team, drive the creation, and lead the execution of, a focused Targeting plan to develop our relationships and optimise our revenues / opportunities

Focus on current issues to ensure that time sensitive solutions and ideas are communicated to clients using internal network to identify ClearTax’s angle and develop a proposition to take to the client

Identify opportunities at the client and individuals to target. Lead on developing and driving plans

Boost sales conversion through deploying rigorous sales processes, pricing, contracting and negotiation, to win work across multiple channels

Work with and across functions and functional partners to enhance sales efforts. Agree sales strategy to penetrate the account, assign ownership for relationships with key stakeholders and ensure appropriate visibility at board level.

Ensure all sales activities are consistent with CLEARTAX account plan sales process, client service meetings, client service reviews etc.

Act as a focal point for articulating and selling new propositions

Actively seek opportunities to add more value to the client, through cross-functional solutions

Provide visibility of sales pipeline by ensuring SAP pipeline management systems are kept up to date

Ensure major opportunities/actions from account plans are reviewed and challenged regularly

Coach teams in sales/proposal best practice

Build a strong and extensive external network, raising your profile with key businesses and multipliers, including sector specialists lawyers, banks, etc.


Knowledge/communication/coaching

- Leverage CLEARTAX network by encouraging and facilitating cross- functional involvement
 

Act as a focal point for communications between the client and CLEARTAX team

Leverage the internal talent pool by securing the best people for your clients

Facilitate communication amongst team members; develop client knowledge to encourage communication and discussion amongst the CST.

Share knowledge of sales and relationship management by informally seeking opportunities to coach and mentor partners and emerging leaders

Bring new ideas and methods to accounts and liaise with other account team members to ensure that best practice is shared, client and regional intelligence is communicated and the team has a good understanding of what services are selling well

Understand the wider offerings of the firm and gain a good understanding of broader sector / client trends, issues, needs, and potential applicability / relevance across own portfolio

Provide sales forecasts by involving all functions that can add value to the account, including regular meetings with all functions involved with the account. This includes working on behalf of services that the client doesn’t buy in order to open the door

Proposals

 

Manage tenders and the pitch process, providing challenge and support. Ensure that our client knowledge is best represented, and inject the client perspective into the process. Ensure that our responses to RFPs score well. This includes developing clear client USPs that support the strategic direction of CLEARTAX with that organisation.

Person Requirements

 

Demonstrable successful track record in a new business development, client facing Sales role, ideally with experience gained in a Big 4 / Professional Service environment or similar service sector selling to C-Suite level decision makers.

Able to drive value-adding business conversations with clients

Tangible income generation evidence

Sets the standard for insight and opinions delivered to the client, as is knowledgeable on both client business issues and CLEARTAX solutions and can match both effectively through assimilation.

Be confident interacting at the most senior levels internally and externally, while at the same time able to interact well with peers and other more junior members of the team

Demonstrates good sales behaviours with questioning and listening skills and an ability to see the bigger picture

Effective networker with ability to understand client needs

Good thinker with ability to understand concepts and with relevant industry experience

Demonstrates influencing skills and diplomacy

Positive and enthusiastic manner in dealing with a cross section of people

Enthusiastic self-starter

Practical but can think strategically

Be well organised, detail-conscious, pro-active, hard-working, and resilient

Be flexible in their approach and able to work under pressure

Demonstrates Interpersonal, organisational and communication skills and confident presentation skills

Possess excellent communication skills and be confident speaking to large groups

Strong understanding of services, and relevant content across the firm, in order to create a fully multi-disciplinary approach


 

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