Business Manager

The purpose of this position is to build pipeline, close profitable new sales in accordance with the sales plan and allocated sales quota, develop a trusting network of relationships with customers, prospects, and partners across Singapore. It has a territory focus aimed at promoting and selling the defined solutions of the company. The Business Manage generally owns the sales process by providing: lead nurture, opportunity management, account management and closing skills to the sales process.

**Key Responsibilities**

**Financial**:

- Achieve or exceed a defined sales quota, each quarter in accordance with the sales plan
- Define and develop an annual/quarterly territory plan to outline and communicate priorities, tactics

and critical success factors
- Build a pipeline such that there is sufficient coverage to ensure quarterly and annual targets are met

profitably
- Own the entire sales pursuit from lead to close to deliver on the agreed territory plan
- Ensure that the business secured under contract is at acceptable financial and commercial terms in

accordance with the bid, proposal & contract approval processes
- Ensure that the total cost of sale to NDBS (direct and opportunity cost) is commensurate with the risk

profile of the opportunity and the potential benefit
- Coordinate with the Marketing team to define and drive any required territory specific demand

generation activities
- Work closely with the Consulting/relevant Manager to ensure correct pricing, delivery and staff

availability
- Administer and manage reports on revenue, forecasts and results through the CRM system

**SALES Excellence**:

- Own the entire sales pursuit from lead to close for nett new opportunities
- Work with the Sales Leadership to provide strategic account planning and account-based planning
- Act in a sales led account management capacity to maximise opportunity with existing key accounts
- Liaise with delivery and consulting team to identify opportunity in existing accounts
- Build effective relationships with customers, key principals (SAP etc.) and the broader NTT Group
- Drive a high level of customer satisfaction and retention across allocated accounts
- Identify and develop proactive and innovative processes, concepts and solutions to maximise

customer value and project benefits
- Be accountable for bid management and work with pre-sales and sales ops roles for all sales related

documentation to the customer (e.g. Presentations, Proposals and Contracts)
- Stay abreast of solution/industry developments offered by NDBS to the point of being able to

and secure face to face meetings with Solution Specialists
- Stay abreast of solution/industry sales processes, implementation, project methodologies and best

practices in order to be able to talk confidently in these areas
- Identify and proactively manage relevant partner relationships, including NDBS and SAP
- Build a national community of customers and prospects and develop trusted relationships and

references

**People & Growth**:

- Provide coaching, mentoring & training to consultants who support the sales process
- Identify expertise gaps within the consulting businesses and proactively work with those teams to

identify strategies to address the gaps
- Be a source of energy and motivation within NDBS
- Drive/lead communities of like-minded people (primarily customers)
- Initiate own development plans to grow career
- Work in a cooperative manner with all stakeholders to develop a culture of customer focused

solutions

**Business Process Improvement**:

- Work efficiently with the business to maximise opportunities within, and for, the business
- Work in a cooperative manner with all stakeholders to develop a culture of customer focused

solutions
- Comply with the defined level of sales disciplines within the company as defined in Client

Engagement Framework.
- Be an internal example of the level of professionalism our customers expect
- Support the introduction of new initiatives in line with the NDBS business model e.g. support

ongoing change and refinement of the organization
- Assist in the design and execution of marketing initiatives such as events
- Build relevant content for the website, newsletters, proposals, standard slide decks and other

collateral
- Ensure the data integrity of CRM (customer relationship management) systems
- Document management of all engagement and customer related documentation
- Conduct post project reviews
- Create sales battle plans
- Participate in pre-sales activities as required

**Critical Knowledge, Skills & Experience**
- Proven track record in meeting or exceeding sales targets, ideally within the Enterprise

Solutions/Data & Analytics marketplace. Attitude and willingness to explore sales in this domain is

also welcomed to apply
- An in-depth knowledge of enterprise solutions
- Experience in successfully closing complex negotiations in a timely manner

of stakeholder groups and individuals
- Proven abi