Job Title: Head Solutions/ Pre-Sales & Pricing Specialist
Location: For US Market based out of India ( Mumbai preferably)
Department: Business Development
Reports To: Head of Sales
Role Overview
The Pre-Sales & Pricing professional in a BPO supports the sales team by designing tailor made solutions for clients across key verticals Retail/ Ecommerce, Travel, Transport and Hospitality, preparing commercial proposals, and building competitive pricing models for client opportunities. This role bridges sales, operations, finance, and delivery teams to ensure profitable and scalable deals. Deep knowledge of competitors, BPO Business and Market insights preferred.
Key Responsibilities
1. Pre-Sales Support
- Partner with Sales to understand client requirements (RFPs, RFIs, RFQs)
- Participate in client discussions, discovery calls, and solution workshops
- Develop customized BPO solutions (voice, non-voice, back-office, KPO, digitally backed transformation solution etc.)
- Create compelling proposals, presentations, and pitch decks
2. Pricing & Commercial Modelling
- Build end-to-end pricing models (FTE-based, transaction-based, outcome-based, hybrid models – BPM & Digital Components)
- Analyze cost components:
- Manpower cost (USA location-specific)
- Target Monthly hours as per the law of the land and Scope of client's business
- Infrastructure & technology
- Transition & training costs
- Ensure pricing aligns with:
- Margin targets
- Market competitiveness
- Perform sensitivity analysis and scenario modelling
3. Solution Design
- Define operating model (onshore/offshore/nearshore mix)
- Estimate staffing, SLAs, productivity benchmarks
- Collaborate with operations, Technology, Legal to validate assumptions
- Identify automation or efficiency levers (RPA, AI tools)
4. Proposal Management
- Own response to RFP/RFI documents
- Ensure compliance with client requirements
- Work with legal and finance on commercial terms (MSA, SOW inputs)
- Develop Executive Summary, Unique value propositions, and Key differentiators
5. Stakeholder Management
- Liaise with:
- Sales teams
- Delivery/Operations
- Finance & HR
- Technology teams
- Coordinate internal approvals for pricing and deals
- Deliver within Internal and external TAT
6. Market & Competitive Analysis
- Track industry benchmarks (pricing trends in USA BPO & GEN AI market)
- Analyze competitor offerings
- Support win strategy development
Key Skills & Competencies
Functional Skills
- Strong knowledge of BPO operations (voice/non-voice/KPO/ Digital and Hybrid models)
- Expertise in pricing models and financial analysis
- Understanding of SLAs, KPIs, and delivery metrics
Analytical Skills
- Advanced Excel (financial modelling, macros preferred)
- Data-driven decision making
- Cost optimization techniques
Communication Skills
- Strong proposal writing and presentation skills
- Client-facing communication
- Storytelling with data
Tools & Technologies
- MS Excel, PowerPoint
- Pricing/estimation tools (if any internal tools)
- Knowledge of CRM tools (e.g., Salesforce) is a plus
Qualifications
- Bachelor's degree (MBA preferred)
- 10 to 12 years of experience in BPO pre-sales / pricing / commercial roles
- Digital solutioning/ Consulting industry experience is a plus
Key Performance Indicators (KPIs)
- Win rate / deal conversion
- Deal profitability (margin achievement)
- Turnaround time for proposals
- Accuracy of pricing models
- Client satisfaction during pre-sales phase
