Our client’s Business Process Outsourcing (BPO) organization has an exciting opportunity for a Sales Leader selling procurement services. Their BPO Procurement business offers a full suite of source-to-pay BPO services including:
- Sourcing and category management, including sourcing, demand management and supplier performance management.
- Sourcing support, including spend analytics, market analysis, spot buy, auction services and contract administration.
- Procurement operations, including requisition processing, invoice processing, travel and expenses processing, supplier enablement and catalog enablement.
Key Responsibilities:
- Target and manage the opportunity sales pursuit and close opportunities using deep sales process and offering expertise.
- Develop and direct the sales efforts for new client target acquisition and/or direct the efforts to ensure execution of sales strategies geared toward protecting and growing business with existing clients.
- Establish qualification and win strategy and power map
- Coordinate internal approvals and sales team resources; manage solution/proposition develop client interactions and relevant client demonstrations, etc.
- Effectively engage with the C-suite to maintain their continued support of the proposition
- Influence client’s selection process and evaluation criteria
- Facilitate the negotiations and closing activities
- Manage successful transition of the opportunity to the delivery team
- Support efforts and/or gain client agreement for press releases, reference ability, etc.
- May supervise or manage other Sales Capture Leads or other sales team members
Basic Qualifications
- Undergraduate degree, advance university degree preferred
- Minimum of 7+ years of selling experience, proven track record against multiple million dollar sales targets in Communications, Media and Technology
- Minimum 8 years of experience in the strategic sourcing, procurement BPO work, etc
Preferred Qualifications
- Experience in selling large scale projects to CMT Fortune 100 firms
- Experience with C-Level client relationship building and relationship management
- Outsourcing and/or large complex sales management and business development experience
- Win strategy development, value proposition development, transition to delivery, sales pursuit management, pricing, strategy, and execution
- Proposal development, negotiate to close, deal shaping, business case development, qualification and alliance management
If you are interested, please contact me Larry Janis, janis@issg.net