Position Purpose & Background
Automotive Unit has been a fast growing vertical of the company, under the Industrial heavy vertical
This role has been created to lead, strengthen, and scale the business with one of the Multinational Automotive OEM client's GCCs in Pune, India,
Manage overall client relationship at CxO level, bringing thought leadership as a trusted Advisor.
Meet all account KPIs including growth, profitability, and customer satisfaction.
Key Responsibilities
Account Management:
- Build comprehensive account plans for named accounts, focusing on long-term partnerships and growth opportunities.
- Drive account mining and farming activities within existing customers to identify new service lines and cross-sell opportunities.
- Full accountability for revenue growth, margins growth, and profitability across the named Automotive OEM's GCC engagements
- Develop and execute strategies to achieve financial targets.
- Meet or exceed quarterly and annual revenue, margin and DSO targets.
- Maintain a healthy and well-qualified pipeline using CRM tools.
- Provide accurate sales forecasts, competitive intelligence, and market trends to the leadership
Client Relations and Client Engagement:
- Build and maintain strong relationships with key decision makers, CXOs of assigned account
- Establish and nurture long-term relationships with key client stakeholders.
- Ensure delivery excellence and customer satisfaction.
Service Line Expansion:
- Positioning organization's capabilities to expand services across high end capabilities Digital and Embedded
- Own and drive end-to-end CONSULTATIVE sales for engineering and digital services in the assigned account (Embedded, Mechanical, Digital, and IT services).
Cross-Functional Collaboration:
- Work closely with delivery, operations, finance, and marketing teams to align business objectives.
- Collaborate with pre-sales, delivery, marketing, and solution teams to craft client-specific value propositions and proposals.
- Ensure seamless execution of projects and services to meet client expectations.
- Ensure alignment between client needs and delivery teams for successful project execution and long-term customer satisfaction.
Qualifications & Experience:
- 8-16 years of experience in engineering services, managing a speicific Automotive OEM's GCC client engagement, across Automotive or IT Services (Engineering R&D) sector.
- Education: Bachelor's in Engineering (Electronics/Automobile) + MBA from IIMs or other top-tier business schools
- Proven success in account management - preferably within domain for engineering services.
- Must have experience selling Digital / Embedded / Mechanical services (either of these)
- Good understanding of embedded systems, digital transformation, product engineering, and IT services.
- Demonstrated ability to engage with senior client stakeholders (CTO, VP Engineering, CIO, etc.).
- Excellent communication, negotiation, and presentation skills.
- Strong analytical skills and experience in preparing proposals and sales forecasts.
- Proven track record of managing P&L responsibilities and achieving revenue/margin targets.
- GCC Expertise: Proven track record of scaling a GIC/GCC or a large Captive unit in India. Strong network and business relationships in the MNCs Automotive GCCs within India
Industry Knowledge: Deep understanding of the Global Automotive Value Chain, including emerging trends like SDV, Electrification (EV), Connectivity, and Autonomous driving
