AVP / VP Business Development

Iccs; Mumbai; On-site; INR 4,200,000 - 6,600,000; Full time

Job summary

Iccs in Mumbai is seeking a high-impact Business Development leader to own enterprise client acquisition in BFSI, Retail, Travel, Healthcare. You will close large outsourcing deals (200+ FTEs) and expand our footprint across top enterprises, leveraging a strong local network.

You will drive end-to-end deal lifecycle, build C-suite relationships, and design GTM strategies to hit a 90-day closure pipeline. Prior BPM/ITeS experience is essential.

Qualifications

• 8–12 years in enterprise business development roles in BPM/ITeS.
• Proven track record closing 200+ seats or INR 10–20 Cr annual revenue.
• Strong network in the domestic market and BFSI knowledge.

Responsibilities

• Lead new client acquisition in BFSI, New Economy, Retail/eCommerce, Travel, Healthcare.
• Drive end-to-end deal lifecycle from discovery to closure, including RFP responses.
• Build C-suite relationships and design tailored proposals with internal teams.
• Execute precise GTM strategies and monitor market activities for pipeline momentum.
• Maintain CRM dashboards and report on revenue targets.

Skills

Enterprise BD

Deal closing

BPM domain

C-suite relationships

GTM strategy

CRM / pipeline management

Job description

Role Overview

We are looking for a high-impact Business Development leader based in Mumbai with a strong network in the BPM sector. This role is focused on enterprise client acquisition, closing high-value outsourcing deals, and expanding our footprint across leading enterprises in BFSI, New Economy, Retail / eCommerce, Travel, Healthcare sectors.

The ideal candidate should have experience in closing mid-to-large-scale deals (200+ FTEs) in the last 4-5 years, preferably in BPO, BPM, or managed services targeting the above verticals.

Key Responsibilities

Enterprise Business Development

• Lead new client acquisition efforts in BFSI, New Economy, Retail / eCommerce, Travel, Healthcare sectors.
• Identify, qualify, and close large outsourcing mandates (2005000 FTEs) across CX, Customer Acquisition, Collections, HRO, F&A functions.
• Build and nurture C-suite relationships.

Client Engagement & Solutioning

• Drive end-to-end deal lifecycle: client mapping, discovery, need identification, RFP/RFI response, solutioning, pricing, and commercial closure.
• Partner with internal teams (Solutions, Pricing, Transition, and Compliance) to create bespoke proposals aligned to BFSI regulatory norms.
• Lead proof-of-concept (POC) or pilot-based BD cycles where necessary.

Market Penetration Strategy

• The applicant(s) should be ready to hit the ground running; therefore having a reasonable pipeline with ~90 days closure is a major expectation
• Should be able to create an aggressive, comprehensive solicitation and BD strategy aimed at new prospects
• Will be required to monitor customer, market and competitor activity and create an outreach plan to tap prospects (including but not limited to cold calls) based on these findings
• Design and execute a precise and focused GTM strategy—targeting BFSI hubs, innovation labs, and regional business centers.
• Leverage personal network, events, industry associations, and referrals to create top-of-funnel momentum.

Performance Metrics

• Deliver monthly, quarterly, and annual revenue targets.
• Drive consistent deal size >200–500 seats per client in new wins.
• Maintain pipeline hygiene and reporting via CRM and BD dashboards.

Must-Have Experience

• 8–12 years in enterprise business development roles, in an established BPM organization
• Proven success in closing deals of 200+ seats (or equivalent revenue size ~INR 10–20 Cr per annum) in the last 2–3 years.
• Strong network and client access in the domestic market.
• Experience in digital products / solutions applicable to the BPM / ITeS or staffing/outsourcing domains.

Preferred Skills

• Deep understanding of outsourcing workflows, industry pain points, and decision-making processes.
• Strong grasp of regulatory frameworks (DRA / IRDAI / KYC / AML etc) and how they impact outsourcing.
• Excellent presentation, negotiation, and commercial structuring skills – create and / or redesign collateral, where required – based on the opportunity; conduct client presentations / solution presentations and get to the closure stage
• Ability to lead complex solution discussions across multi-stakeholder environments as well as contractual discussion with client teams

Ideal Traits

• Mumbai-based or well-established in the region with strong market pulse.
• Results-driven, entrepreneurial mindset with strong hunting ability.
• Comfortable operating independently, with high ownership and strategic acumen.