Business Development Director - Manufacturing

Korn Ferry; Ohio; On-site; USD 150,000 - 230,000; Full time

Job summary

Tata Consultancy Services is seeking a seasoned Business Development Director for the Manufacturing vertical in the United States. The role focuses on proactive demand generation, new logo acquisition, and leveraging TCS's portfolio to win large, multi-year engagements with manufacturing clients.

The candidate will collaborate across market units and solution teams, drive CXO-level conversations, and build durable relationships to meet strategic growth targets.

Qualifications

• 12–15 years of selling experience, manufacturing focus
• Broad understanding of manufacturing sub-verticals (Industrial, Automotive, Chemicals)
• Strong local network and industry associations in the region
• Experience with supplier selection processes (RFI/RFP)
• Proven ability to drive CXO-level discussions and deals
• Experience in a leading IT services/consulting firm and cross-functional collaboration
• Direct industry manufacturing experience is desirable

Responsibilities

• Lead new customer acquisition efforts and position TCS value proposition.
• Create new business for Manufacturing vertical and grow select relationships.
• Generate demand for TCS portfolio within Manufacturing groups.
• Identify market opportunities and drive operating model transformation themes.
• Build CXO relationships to accelerate opportunities and deals.
• Engage with the TCS ecosystem to shape large deals for the segment.
• Aim for sustained revenue growth through proactive demand generation and thought leadership.

Job description

Korn Ferry has partnered with our client on their search for the role, Business Development Director - Manufacturing.

The Company

Tata Consultancy Services is an IT services, consulting and business solutions organization that has been partnering with many of the world's largest businesses in their transformation journeys for over 56 years. Its consulting-led, cognitive powered, portfolio of business, technology and engineering services and solutions is delivered through its unique Location Independent Agile delivery model, recognized as a benchmark of excellence in software development. A part of the Tata group, India's largest multinational business group, TCS has over 607,000 of the world's best trained consultants in 55 countries. The company generated consolidated revenues of US.

$29 billion in the fiscal year ended March 31, 2024, and is listed on the BSE and the NSE in India. TCS' proactive stance on climate change and award-winning work with communities across the world have earned it a place in leading sustainability indices such as the MSCI Global Sustainability Index and the FTSE4Good Emerging Index. Despite the challenged economy of late, TCS grew at 5.6% last quarter and they're forecasting a strong 2025 and beyond. TCS consistently garners industry accolades and is viewed as a leading global player in technology services, with some recent recognition including:

• TCS Named Among the World's Most Admired Companies by FORTUNE for 2025


• TCS named a leader in Supply Chain Transformation Services for Retail and CPG: Everest Group


• TCS Named a Leader in Payments IT Services by Everest Group


• TCS Named a Leader in Banking Ops Services PEAK Matrix Assessment


• TCS Named a Leader in IDC MarketScape: European SAP Modernization Services 2024 Vendor Assessment


• TCS Recognized as a Leader in Gartner Magic Quadrant for Worldwide Cloud ERP Services


• TCS Named a Leader in Lending Services Operations by Everest Group


• TCS Recognized as Leader in Healthcare Industry Cloud Services


• TCS Recognized by Everest Group as a Leader in Guidewire Services

Purpose of the Position

The Director Business Development position is a key growth and transformation role within TCS' Market Unit responsible for driving and executing Business Development strategies to acquire target clients in the manufacturing industry. This is a proactive demand generation and selling role aimed at acquiring new clients. The candidate will leverage TCS's entire portfolio of services for targeted firms while working collaboratively with other market development, solutions teams and industry SMEs to create demand and capture qualified opportunities.

Key Responsibilities

• Customer Acquisition: Lead new customer acquisition efforts, engaging with prospective clients to understand their needs and position TCS's value proposition effectively.


• Create new business opportunities for Manufacturing vertical, including new logo acquisitions and growing select existing relationships.


• Generate demand for TCS portfolio of solutions and services in Manufacturing industry groups.


• Create large deals by spotting market opportunities and positioning broad themes such as operating model transformation, tech debt modernization, process automation etc.


• Establish cross functional CXO relationships and generate overall market momentum for TCS in the identified pursuit portfolio.


• Engage with TCS ecosystem to proactively shape large deals for the target segment.


• Achieve TCV growth targets, originate deals, acquire new logos through proactive-demand generation, consultative selling and thought leadership to our prospects throughout their buying journey.

The Candidate

Qualifications

• Min 12-15 years of overall selling experience with majority experience in Manufacturing vertical


• Should have broad level understanding of the nuances of various manufacturing sub verticals like Industrial, Automotive, Chemicals & Process etc. In depth knowledge of one sub vertical is desirable.


• Strong local contact base and access to alumni, local associations, industry associations within the region


• Experience with supplier selection processes including RFI and RFP issuance and response management


• Demonstrated ability to create proactive discussion led deals with the CXOs


• Preferably should have worked in a leading IT services/consulting firm with experience in collaborating across global teams.


• Direct industry experience of working in Manufacturing companies is desirable