Xchanging is a business process and technology services provider and integrator. Listed on the London Stock Exchange (LSE : XCH), we have over 8,500 employees in ten countries, providing services to customers in 48 countries.
We specialise in Insurance, Financial Services, Technology and Procurement, with processing skills and capabilities applicable to other vertical industry and market sectors.
Responsible for creating and delivering sales strategy for Xchanging BPO services in the UK Region, with a strong emphasis on F&A, with BPO delivery team.
Responsible for developing sales plans for target sectors / companies in the UK region.
Manage End to End cycle of large accounts from Presales - Sales - Post sales to ensure customer satisfaction
Responsible for preparation and distribution of all monthly and weekly reporting; Financial, sales reports, other company-wide communication
Grow the client portfolio revenues to reach agreed targets
Provide timely, accurate, competitive pricing, while striving to maintain maximum profit margin
Manage and influence senior - level client contacts and maintain positive working relationships by showing a thorough understanding of the fundamentals of the client’s business
Hunt target organisations and establish communications with those business that can benefit from our company's services and products
Achieve sales targets according to company guidelines and develop sales strategies
Keep up to date with products and competitors
Build Referral and lead generation network
Participate in Xchanging Sales forums to learn developments in other regions
Responsiblity to own and deliver responses to RFI, RFP and any other form of customer requests
Understand the commercial objectives, commercial models and contribute to the development of sound commercial proposals.
Skills / Experience / Qualifications required to perform the role
10-15 years within Enterprise Sector selling BPO Services
Excellent network, including advisory and consulting firms
Proven sales records in UK region (Average contract closure of 2-3 deals in last 2 years with an average TCV of 5 Million plus over a 3 year deal)
Should have in-depth knowledge of Indian Offshoring / Outsourcing market, Operations and business process transition
Ability to develop relations and communicate with all levels of management
Excellent negotiation skills
Produce results in fast paced environments by adapting and implementing new strategies
Strong client management skills and ability to keep promises
A positive and determined approach to researching and analysing new business opportunities
Should be able to turn around opportunities within 6-12 months from the time they onboard.
Please note we are not looking at infrastructure, telecom, networking sales
Personal competencies : The Values
Our corporate culture is built on six pillars;
Speed & Efficiency
We take these values seriously. We live by them. We bring them to life in our customer relationships