Job Title: Sr. Director/Associate Vice President (AVP) – Business Development
Industry: BPO / BPM / ITES
Location: Delhi/NCR, Bangalore
Reporting To: Chief Sales Officer
Role Overview
The Sr. Director/AVP – Business Development will be responsible for driving revenue growth, acquiring new clients, expanding strategic accounts, and building a strong sales pipeline for BPO services across domestic markets. The role requires expertise in solution selling, client relationship management, market expansion, and leading high-value sales engagements.
Key Responsibilities
1. Business Development & Sales Growth
- Identify and acquire new business opportunities in AI based solutions/ BPO / Contact Center / Back Office / KPO services.
- Develop and execute sales strategies to achieve revenue and profitability targets.
- Build and manage a healthy pipeline of qualified leads.
- Lead end-to-end sales cycle: prospecting, proposal co-creation, negotiation, closure, contracting, billing.
2. Client Relationship Management
- Build long-term relationships with CXOs, procurement heads, and decision-makers.
- Manage strategic accounts and drive upselling/cross-selling opportunities.
- Ensure high client satisfaction and repeat business.
3. Market Expansion
- Analyze market trends, competitor offerings, and customer needs.
- Expand presence in target sectors such as BFSI, Healthcare, E-commerce, Retail, Travel, etc.
- Identify partnerships, alliances, and channel opportunities.
4. Solution Selling & Proposal Management
- Work closely with operations, presales, and transition teams to create customized solutions.
- Support on RFP/RFI responses, presentations, and contracts.
- Present outsourcing solutions aligned with client KPIs and cost objectives.
6. Reporting & Governance
- Maintain accurate forecasts, pipeline reports, and MIS dashboards.
- Present monthly/quarterly business updates to leadership.
- Ensure compliance with company policies and contracting standards.
Required Skills & Competencies
- Strong understanding of AI solutions, BPO industry and outsourcing business models.
- Expertise in sales strategy, consultative selling, and account management.
- Excellent negotiation, presentation, and communication skills.
- Financial acumen for pricing, margins, and commercial structuring.
KPIs / Success Metrics
- New logo acquisition
- Annual contract value (ACV)
- Revenue growth %
- Pipeline coverage ratio
- Conversion rate
- Client retention rate
- Gross margin on deals
