Revenue and Profit Growth. Lead overall effort to grow the revenue and profit
Relationships. Leverage existing customer relationships with Engineering, Operations, Supply Chain and Quality influencers and decision-makers at both executive and mid-level manager levels. Develop and expand relationships with senior and mid-level customers. Further, establish Quest Global as the customer’s preferred outsourcing partner.
Account Analysis, Plans and Implementation. Develop and implement in-depth analysis and strategic account planning (StrAP) to identify key focus areas for growth including account headcount, competitive analysis, customer needs per engineering service area, SWOT, Quest Global relationship summary and Quest Global capability gaps. Make key business decisions on what services/solutions to pursue and invest in.
Unsolicited Campaigns. Identify and lead unsolicited, strategic campaigns to grow the account. Leverage Quest Global relationships, influence customer decision-makers, monitor milestones, track action item progress and lead the campaign proposal effort.
Solicited Proposals. Lead and manage all solicited proposal responses for all new business services or customers. Develop plans and proposals to realize the revenue target from the account, quarter on quarter.
Expand to New Services/ Locations/ Divisions. Develop and implement plans to enter new services, geographies or business units of the customer as per the strategic account plan.
Customer Communications. Hold quarterly customer reviews, lead/author Account Branding Newsletters and other communications per Quest Global process.
Cross Sell and Up Sell. Leverage Quest Global best practices and from other accounts, to develop and operationalize plans to introduce new services to key account and other accounts.
Annual Budgets and Forecasts. Lead efforts to create annual revenue and expense forecasts as well as monthly rolling revenue forecasts.
Lead ‘Virtual Account Unit’ (VAU). Lead sales-delivery matrixed team for the customer. Coordinate efforts, hold weekly meetings and lead monthly report out to Quest Global Sales & Delivery executives.
Invest Sales Discretionary Funding. Identify, approve, and monitor internal investments for operations support to achieve target growth opportunities.
Billing Rate Negotiations. Lead efforts to establish rates that leverage value pricing. Includes data gathering, analysis, proactive engagement of customer champions, pricing strategies, competitive positioning, competitor assessment, etc.
Large Deals. Structure, lead and close large deals by establishing relationships, devising strategic solutions and innovative business models.
Work Experience
Deep domain knowledge semiconductor industry with knowledge of products & lifecycle, engineering, manufacturing processes, supply chain and major engineering services suppliers, external drivers and funding.
Strong relationships with senior and mid-level technical managers with customers.
Engineering knowledge and complete product life-cycle knowledge including,
Engineering processes including design, manufacturing, analysis, aftermarket, quality, field product support (both software & hardware) and Digital
Challenges related to cost, delivery, schedule, or support
Internal funding process including timing, influencers and approvals
Outsourcing processes, funding, upcoming changes and leadership
Existing major outsourcing suppliers including SWOT and assessment of respective suppliers
Strong commercial skills and experience including selling process, negotiating, pricing, costing, discount structures, terms and conditions, sales strategy development, execution and sales proposal development.
Understanding of relevant/adjacent technologies and competitor’s services.
Experience in authoring complex proposals; experienced in negotiating master service contracts and long-term agreements.
Experience working with global remote teams / offshore delivery model environment. Proven ability to grow businesses profitably
Experience with sales and account management and in developing strategic plans
Experience leading cross-functional teams
Excellent interpersonal and communication skills, both verbal and written and the ability to communicate effectively at all levels.
Results-driven, high energy, self-motivated, persistent and able to work independently
Decisive, analytical, strategic thinker.