Business Relationship Manager _ Process Manufacturing

Tata Consultancy Services; Detroit (MI); On-site; USD 200,000 - 250,000; Full time

Benefits offered by this job

Health insurance

Job summary

Tata Consultancy Services in Detroit, MI, seeks a seasoned Business Relationship Manager to lead engagement with industrial customers in the Process Manufacturing sector, covering chemicals, pulp & paper, paints and adhesives. The role emphasizes building strong client relationships, shaping proposals, and collaborating with delivery teams.

You will manage account P&L, mine opportunities, and work with senior executives to expand the IoT and Digital Engineering services footprint across

Qualifications

• Bachelor's in engineering or higher with 13+ years and at least 5+ years of business development in managing cluster/large accounts and enabling growth in large-scale technology solutions.
• Experience in Process Manufacturing industries such as Chemicals, Pulp & Paper, Paints & Adhesives.
• Strong consultative selling, proposal development, value proposition framing and complex deal structuring.

Responsibilities

• Lead, grow and manage engineering, manufacturing and IoT solutions across Industrial Machinery customers, including manufacturing transformation and edge-to-cloud platforms.
• Engage senior client executives, IT and business leaders, and procurement to build long-term partnerships.
• Monitor account performance, lead business reviews, and support relationship management to expand service footprint.
• Drive account mining and pipeline development, targeting growth in revenue and market expansion.

Skills

Process Manufacturing

Account Management

Client Relationship

Communication

Education

Bachelor's in Engineering

Master in Engineering

MBA

Job description

Job Description

This position is part of TCS's IoT and Digital Engineering Service Line, focusing on Managing Focused accounts, ensure Customer Delight and mine account for driving business growth for customers in Process Manufacturing (such as Chemicals, Pulp & Paper, Paints & Adhesives, etc.). The candidate would build excellent Client Relationship, manage accounts and program expectations in collaboration with Delivery teams, engage in account mining activities to enable growth as per expectations and build partnerships for services spanning product engineering, manufacturing, supply chain, sustainability, etc. The ideal candidate will have over 13 years of industry experience shaping proposals, building strong client relationships, manage account(s) P&L and drive growth while collaborating with cross-functional teams to create business opportunities and enhance value for clients.

Key Responsibilities

• Lead, Grow and Manage - Engineering, Manufacturing and IOT Solutions and Services across Industrial Machinery Customers including but not limited to Manufacturing transformation, Edge to Cloud IoT platforms/ applications and entire product life cycle management services.
• Engage senior client executives, IT & Business leaders, and procurement stakeholders to build long-term partnerships.
• Monitor account(s) performance, lead business reviews, and support relationship management to expand service footprint.
• Drive account mining, identify opportunities towards pipeline development and manage sales cycles to closure, contributing to revenue growth and market expansion positioning IOT and Digital engineering services to prospective and existing clients.
• Build and maintain account maps, identify high-potential opportunities, and strategize go-to-market plans with technical and sales leadership.
• Represent the company at industry events and build visibility through thought leadership and client engagements

Must-Have Skills

• Strong domain experience in Process Manufacturing Value Chain for related industries such as Chemicals, Plastics, & Rubber, Pulp & Paper, Paints & Adhesives, etc.
• Proven Account management and Client relationship experience in US Region
• Exceptional communication and stakeholder management skills.

Qualifications

• Bachelor's in engineering/ Master in Engineering / Master in Business Administration with 13+ years of experience with at least 5+ years of business development experience in Managing Cluster of accounts / Large account and mining, shaping & enabling growth in large scale technology solutions.
• Experience and deep domain knowledge Process Manufacturing Industries such as Chemicals, Pulp & Paper, Paints & Adhesives, etc.
• Experience of positioning offerings, developing and presenting proposals, value propositions, business cases and complex deal structuring.
• Strong technical skills with ability to engage customers with "consultative selling" is essential.
• Ability to understand market/customer needs and work with solution teams to help develop innovative solutions for the industry.

Salary Range: $200,000 - $250,000 a year

Location

Detroit, MI

Function

TECHNOLOGY

Role

Business Relationship Manager

ID

438329

Skills

Manufacturing Engineering

Salary Range

$200,000 - $250,000

Desired Candidate Profile

Qualifications

BACHELOR OF COMPUTER SCIENCE