Business Development Manager

Position description: Business Development Manager

Office Location: Gurgaon

Job Purpose:

• Identify opportunities and customers pan India and create appropriate commercial responses for their requirements
• Carry out research of new business opportunities, identify likely sales points, develop strategic plans and sales strategies, undertake presentations and negotiate with prospective customers.

Key Responsibilities:

Market Scanning and Business Development

• Assist National Sales Head in identification and evaluation of new business opportunities, by scanning the market regularly. Develop market strategy for specific service requirement and obtain service orders from telecom operators. Create a strong bid respons by taking help from finance team (getting hurdle rate correct) - respond to bids, present if necessary, negotiate (if possible) and close the sales. Carry out bid management in selected cases, as per requirements.
• Assist CCSO & Sales Head in identification and evaluation of new business opportunities, by scanning the market regularly.
• Develop market strategy for specific service requirement and obtain service orders from telecom operators.
• Create a strong bid response by taking help from finance team (getting hurdle rate correct) - respond to bids, present if necessary, negotiate (if possible) and close the sales.
• Carry out bid management in selected cases, as per requirements.

Contract Management

• Lead end-to-end contract management for key customers, covering MSAs, Statements of Work (SoWs), SLAs, change orders, renewals, and amendments, ensuring commercial robustness and risk mitigation.
• Drive commercial structuring and negotiation of complex contracts, balancing revenue growth, margin protection, and long-term customer Act as the commercial custodian of MSAs for strategic accounts interpreting clauses, managing deviations, and ensuring alignment with business strategy and regulatory requirements.
• Partner closely with Legal, Finance, Sales, and Operations to translate business intent into clear, enforceable, and scalable contract terms.
• Lead negotiations on pricing models, escalation clauses, payment terms, etc
• Proactively identify and mitigate commercial and contractual risks, including revenue leakage, and unfavorable customer-driven deviations.Lead end-to-end contract management for key customers, covering MSAs, Statements of Work (SoWs), SLAs, change orders, renewals, and amendments, ensuring commercial robustness and risk mitigation.
• Drive commercial structuring and negotiation of complex contracts, balancing revenue growth, margin protection, and long-term customer value.
• Act as the commercial custodian of MSAs for strategic accountsinterpreting clauses, managing deviations, and ensuring alignment with business strategy and regulatory requirements.
• Partner closely with Legal, Finance, Sales, and Operations to translate business intent into clear, enforceable, and scalable contract

New and Emerging Business Operationalization

• Sign up contracts with customers
• Coordinate with the delivery team (Projects, SA etc.) to ensure it gets delivered as per specifications.
• Negotiate terms and conditions of the Agreement/Contract with landlords/developers /building owners/mobile service provider

Customer Relationship Management

• Build long term relationships with customers
• Support coordination with projects and SCM on a regular basis to minimize process hand off issues and work with different circle/cross functional teams to achieve business delivery

Reporting :

• Reports to: National Sales Head

Educational qualifications preferred

• Degree: MBA

Required work experience

• **Years of experience:**10+ years of experience with a background in the sales and business development function, within the industry

• Competencies:

1. Contracting
2. Pricing and commercials
3. Experience in Process Excellence
4. Drive for Excellence
5. Analytical Problem Solving
6. Business Acumen