Sr. Director, Business Development – CPG

ITC Infotech; Winston-Salem (NC); Hybrid; USD 180,000 - 260,000; Full time

Job summary

ITC Infotech is seeking a Sr. Director, Business Development – CPG (Americas) to expand our footprint in strategic US accounts from Winston-Salem, NC, with 3 days/week in client offices.

You will own account revenue growth, client satisfaction, and commercial governance through industry context and consultative engagement. The ideal candidate has 15+ years in IT professional services sales, deep CPG domain expertise, and a proven record in solution-based selling of digital solutions, cloud

Qualifications

• 15+ years of progressive experience in IT professional services sales.
• 5+ years selling Digital Solutions, Cloud offerings, GenAI solutions, and large-scale transformation projects in the CPG vertical.
• Domain expertise in the CPG industry with understanding of trends and buying behaviors.
• Strong stakeholder management in a global onsite–offshore delivery model.
• Willingness to travel to support opportunities and expansion.

Responsibilities

• Lead strategic growth by forging and sustaining client relationships and expanding portfolios.
• Drive cross-sell and renewals; develop annual account plans.
• Oversee proposal and SoW creation with cross-functional teams.
• Analyze client goals to tailor value delivery and influence decisions.
• Serve as the primary contact for client escalations and strategic discussions.

Skills

CPG domain expertise

Solution-based selling

Consultative client engagement

Education

Bachelor’s or Master’s degree in engineering, Business Administration, Sales Management

Job description

Job Title: Sr. Director, Business Development – CPG (Americas)

Company: ITC Infotech

Location: Winston Salem, NC – 3 days/week in client offices

This pivotal role within our sales organization focuses on expanding ITC Infotech’s footprint in the one of our key strategic accounts in the US. The successful candidate will be responsible for account-level revenue growth, client satisfaction, and commercial governance by applying industry context to client-specific execution. The individual will be responsible for identifying and securing new business opportunities. The ideal candidate will possess deep CPG industry knowledge, will have a background in solution-based selling and a consultative approach to client engagement.

Areas of Responsibilities

• As a senior member within the Account team, you will spearhead strategic growth by forging and sustaining high‑impact client relationships, strengthening engagement across existing accounts, securing new logos, and expanding portfolios across diverse business groups.
• High focus on customer mapping, business value articulation, and deal support. Foster a culture of excellence, collaboration, and continuous learning to achieve team goals.
• Active involvement in proposal and SoW creation, ensuring collaboration across pre‑sales, SMEs, delivery, service lines, account teams, procurement, and legal. Ensure teams conduct quantitative analysis to recommend win‑pricing and competitive benchmarking, market analysis to identify trends, opportunities, and maintain a robust pipeline of strategic opportunities.
• Analyze client goals, pain points, and transformation agendas to create tailored customer maps. Identify opportunities for differentiated value delivery and influence client decision‑making.
• Serve as the primary point of contact for client escalations and strategic discussions.

What You Will Do

1. Account Revenue Ownership

• Delivery revenue and margin targets
• Drive cross‑sell and renewals
• Develop annual account plans
• Identify incremental growth opportunities
• Maintain CRM accuracy

3. Client Relationship Management

• Maintain strong working relationships
• Escalate risks appropriately

4. Operational & Commercial Discipline

• Ensure billing realization
• Maintain contract hygiene
• Build and maintain a high‑quality new business pipeline (3x coverage minimum)
• Identify priority opportunities
• Develop multi‑threaded entry strategy into target organizations

6. Applied Industry Fluency (Explicit Requirement)

• Understanding of client’s business model
• Awareness of industry‑specific KPIs relevant to account
• Ability to identify industry‑aligned whitespace
• Fluency in industry terminology

Required Qualifications & Experience

• 15+ years of progressive experience in IT professional services sales, demonstrating consistent growth and achievement.
• 5+ years of recent experience selling Digital Solutions, Cloud offerings, GenAI solutions, and large‑scale transformation projects and services to clients within the CPG vertical.
• Domain expertise in the CPG industry, with an understanding of industry trends, challenges, and buying behaviors.
• Strong internal stakeholder management skills, including experience operating in a global onsite–offshore delivery model.
• Willingness to travel is needed to support client opportunities, relationship development, and business expansion.
• Experience supporting deal structuring and pricing, including performing business value analysis and negotiating pricing for proactive bids and proposals.

Who You Are

• Domain & AI led selling style
• Awareness of relevant platforms and transformation themes
• Ability to map services to business outcomes
• Ability to spot, shape and win deals

Education Qualification

Bachelor’s or master’s degree in engineering, Business Administration, Sales Management, or an equivalent combination of education and experience.

ITC Infotech is an Equal Opportunity Employer. We believe that no one should be discriminated against because of their differences, such as age, disability, ethnicity, gender, gender identity and expression, religion, or sexual orientation. All employment decisions shall be made without regard to age, race, creed, color, religion, sex, national origin, ancestry, disability status, veteran status, sexual orientation, gender identity or expression, genetic information, marital status, citizenship status or any other basis as protected by federal, state, or local law. ITC infotech is committed to providing veteran employment opportunities to our service men and women.