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Business Development Manager

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1900000083 Requisition #
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This career opportunity is with Wipro’s Sales Group. The Business Development Manager (Hunter) is accountable for new business development and revenue from new clients. The role incumbent is responsible for new business development through direct sales and customer relationship management.

The role demands knowledge and experience of sellng in:
Public Center/ Government

  • New business development activities through direct sales.
  • Developing strong relationships with the customer leading to deep understanding of their products and long-term business strategies.
  • Supporting development and implementing sales strategy.
  • Building and maintaining a network of public and private customer contacts and partners in the region.
  • Own and periodically review the accounts receivable  status from the new accounts as per the cash-flow plan.
  • Drive increase in deal signing margins through consultative selling, single source deals and a coordinated sales strategy.
  • Increase market share and also share of wallet of the account with the customer.
Delivery/Customer Satisfaction
  • Orchestrate internal resources in sales and delivery to give the customer an enhanced experience across touch-points.
  • Build a trusted group of reference-able customers who can vouch for Wipro.
  • Ensure a smooth hand-off of all new accounts to the account management teams.
  • Drive resource forecasting for the account from both confirmed opportunities as well as the opportunities in pipeline. 
Offering/Competency Development
  • Support the solutions teams with customer perspectives and competitive intelligence to develop new vertical and horizontal solutions.
  • Showcase Wipro’s solutions as a strategic fit for the customer organisation through workshops, boot camps and strategy meets.
  • Push for higher value/value added services and solutions to the customer in line with Wipro’s offerings.
  • Capture and create integrated opportunities with end-to-end solution delivery requirements.
  • Exemplify Wipro leadership in conferences, meets and seminars, by presenting thought leadership and connecting with key customers.
  • Sales process adherence: Account plan, Reviews, Estimation, opportunity update, etc.

Ideal candidate should have:

  • Bachelor’s degree or higher, with minimum of five years’ experience in a hospital setting selling Medical Devices / solutions / IT services.
  • Experience in the Medical Devices segment preferably in patient monitoring or specialty devices and / or selling Enterprise Application software to Hospitals viz. HIMS. 
  • Experience should include demonstrated ability to work effectively with physicians and hospital personnel. 
  • Excellent  interpersonal skills and presentation skills required
  • Excellent organizational and prioritization skills required.
  • Willingness to travel throughout assigned region 75% of time, some weekends
  • Consultative Selling  experience beneficial.

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