Business Developer - Manufacturing (m/f/d)

Infosys

Paris

On-site

EUR 60,000 - 90,000

Full time

14 days+

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Job summary

A global IT consulting firm is seeking a Business Development Executive in Paris to manage key Manufacturing accounts and drive revenue growth. The ideal candidate holds an MBA and has at least 5 years of experience in sales, particularly in the manufacturing sector. Responsibilities include prospecting C-level clients, managing proposals, and overseeing account management strategies. Fluency in English and French is required for effective communication and stakeholder engagement.

Qualifications

Minimum 5 years experience in sales, preferably in manufacturing.
Ability to learn quickly about client processes.
Comfortable working in unstructured environments.

Responsibilities

Identify and prospect potential clients at the C-level.
Manage proposals and align stakeholders for RFP process.
Oversee account planning and growth strategies.

Skills

Analytical skills

Presentation skills

Initiative

Customer-facing experience

Financial understanding for IT

Business case drafting

Fluency in English

Fluency in French

Education

MBA degree

Job description

France MBA Graduate Hiring - Business Development Executive - Manufacturing (m/f/d)

Direct message the job poster from Infosys

This position is open to 2024 and 2025 MBA graduates only.

Role – Business Development Executive (BDE)

Practice Unit - Client Services

Location – Paris, France

Purpose of the Role

Infosys invites you to be at the helm of its business driving function; by being part of a rapidly growing 350+ Europe team who function as the collective P&L owners of $6B dollars of annual business. This is a global markets role, and position is based in France.

The role involves managing key Manufacturing accounts in Europe with annual sales revenues ranging from 5-50+ Million GBP. You will be responsible for managing C/C-1 level relationships, positioning Infosys products and services, consultative selling, negotiating & structuring multi-year multi-million-euro services or bundled services + products deals. As part of the account team, you would be solely responsible for managing existing revenues from key account(s) as well as driving YoY revenue growth from either existing account(s) or by prospecting & opening new account(s).

This role exposes you to a wide variety of IT services such as Cloud (CIS), Cyber Security, Data Analytics, ERP Systems, Emerging Technologies, and many others. As a part of client services, you would be expected to collaborate with multiple stakeholders within Infosys to craft solutions pitched to C-level client executives. As a management graduate, you would be at the forefront of business decisions and highly visible within Infosys and the C/C-1 level of Infosys clients and prospects. Via exposure to all the services that the IT world has to offer, you will drive the digitization journey of the world’s leading firms and corporations.

Your Responsibilities

A. Business Development - Hunting

i. Client Discovery & Initial Prospecting

The BDE conducts competitive analysis to develop a unified market view, collaborating with the UPAM team for sector-specific insights. They identify prospects and initiate communication with C-level executives to introduce Infosys solutions. Through consultative selling, they address gaps in client infrastructure, leveraging domain expertise to drive cross-selling and new product opportunities.

ii. Stakeholder Alignment

The BDE is responsible for ensuring that the client or prospect involves Infosys in their Request for Proposal process. Upon receiving the RFP; the BDE functions as a single point of contact for the customer on behalf of Infosys and internally; aligns all technical and supporting function stakeholders to drive the deal to completion within stipulated timelines.

iii. Proposal Development & Pricing (Consultative Selling)

The BDE is responsible for the creation of proposals and Statement of Work (SoWs), in the process of coordinating with different stakeholders, such as the multiple delivery units of Infosys, procurement, and legal. S/He performs quantitative analysis to arrive at the win-price recommended including HBU split, and relevant competitor analysis to demonstrate business value to the client and maintain price premium.

The BDE creates 'customer map' of named customers with potential/articulated objections to Infosys and recommend action, provides supporting analyses needed during negotiation to articulate business value and win the deal at the right price premium.

v. Contracting and Master Service Agreement

The BDE provides a business-led view on items of contract negotiations e.g. which clauses could prove difficult for the team on the ground to implement, what do our competitors usually allow in contracting, relevant information about the lead negotiators from the client in order to understand Infosys' position on such matters. S/He has the authority to make decisions on the deal through appropriate discounts.

B. Account Management & Growth – Farming

i. Account Planning and Mining

Be responsible for mapping business areas for growth within the account. Leverage the existing client relationships to secure meetings and forge relationships with new customer stakeholders at the C/C-1 level and mine the account via new deals.

Be the single point of contact for customer escalations and grievances. Maintain regular contact with customer stakeholders to address pain points and present Infosys’ value propositions. Participate in executive reviews, ensure strategic positioning in presentations, and identify key stakeholders for CSAT and ELF to minimize revenue leakage and enhance client satisfaction.

iii. Account Operations

Oversee the revenue receipt and recognition from the services delivered to the client; Align with client stakeholders and review account operations periodically to ensure smooth operations; Liaise with service delivery units to ensure that the right personnel are staffed throughout the duration of the engagement for smooth delivery.

Required Skills

Ability to learn quickly regarding the business processes of the client, Infosys and service lines
Excellent analytical and presentation skills
Ability to display initiative and work in an unstructured environment
Comfortable and excited to be at a customer-facing level
Understand the basics of financial drivers for an IT organization
Drafting business cases for client pitches
Excellent English and French

Qualifications