project manager

marketing manager

business analyst

production manager

operations manager

planning and analysis manager

Calvin James Recruitment

<div>
 <p>
  As the FP&amp;A Manager you will play a critical role in supporting strategic decision making through financial insights, robust analysis, and accurate reporting. This position is responsible for driving financial planning processes across regional and global business units, ensuring alignment with corporate objectives, and supporting leadership with data driven recommendations.
 </p>
 <p>
  <br/>
 </p>
 <p>
  <strong>
   Key Responsibilities
  </strong>
 </p>
 <p>
  <br/>
 </p>
 <p>
  <strong>
   Financial Planning &amp; Forecasting
  </strong>
 </p>
 <ul>
  <li>
   Lead the development of annual budgets, quarterly forecasts, and long-term financial plans in line with global corporate standards.
  </li>
  <li>
   Consolidate regional financial plans and ensure consistency across multiple business units and geographies.
  </li>
  <li>
   Provide variance analysis with clear commentary on business performance, risks, and opportunities.
  </li>
  <li>
   Deliver monthly management reporting packs, including P&amp;L, cash flow, and balance sheet analysis, to regional and global leadership.
  </li>
  <li>
   Support Group Finance in preparing consolidated results for senior stakeholders and the Board.
  </li>
  <li>
   Develop KPIs and dashboards to measure financial performance and operational efficiency across markets.
  </li>
  <li>
   Partner with functional heads to provide financial guidance and ensure alignment with strategic priorities.
  </li>
  <li>
   Act as a trusted advisor by delivering insights to optimize revenue growth, margin improvement, and cost efficiency.
  </li>
  <li>
   Collaborate with regional and global FP&amp;A teams to ensure reporting accuracy and consistency.
  </li>
  <li>
   Deliver scenario planning, sensitivity analysis, and business cases to inform executive decision making.
  </li>
  <li>
   Identify trends and make proactive recommendations to enhance profitability and operational efficiency.
  </li>
  <li>
   Drive continuous improvement in FP&amp;A processes, ensuring compliance with corporate governance and internal controls.
  </li>
  <li>
   Optimize use of ERP and BI tools to enhance reporting accuracy and efficiency.
  </li>
 </ul>
 <p>
  <br/>
 </p>
 <p>
  <strong>
   Qualifications &amp; Experience
  </strong>
 </p>
 <ul>
  <li>
   Bachelor&rsquo;s degree in Finance, Accounting, Economics, or related discipline; MBA or professional certification (ACCA, CPA, CFA, CIMA) preferred.
  </li>
  <li>
   8&ndash;12 years of progressive experience in FP&amp;A or corporate finance, ideally within a multinational corporation.
  </li>
  <li>
   Strong track record of managing budgeting, forecasting, and performance reporting processes.
  </li>
  <li>
   Advanced Excel and financial modelling skills; experience with enterprise systems and BI tools.
  </li>
  <li>
   Exposure to working across multiple regions and time zones is highly desirable.
  </li>
 </ul>
 <p>
 </p>
</div>


Financial Planning and Analysis Manager

Ports, Customs & Free Zone Corporation

<div>
 <p>
  <strong>
   Job Purpose
  </strong>
 </p>
 <p>
  This role is responsible for assisting in the financial planning and analysis process by supporting the development of forecasts, conducting financial analyses, and preparing reports. This role focuses on providing essential support to ensure accurate financial data and effective strategic planning.
 </p>
 <p>
  <br/>
 </p>
 <p>
  <strong>
   Key Accountabilities
  </strong>
 </p>
 <ul>
  <li>
   Assist in developing financial forecasts by analyzing financial data, market trends, and economic indicators.
  </li>
  <li>
   Support the development and validation of financial models for decision-making, risk assessment, and scenario analysis.
  </li>
  <li>
   Monitor and report on key financial performance indicators, providing clear metrics for performance evaluation.
  </li>
  <li>
   Conduct variance analyses to compare actual performance against budgeted forecasts, identifying trends and deviations.
  </li>
  <li>
   Prepare financial reports outlining financial risks and assisting in recommending strategies to manage or mitigate these risks.
  </li>
  <li>
   Collaborate with business units and departments to gather financial data for the budgeting process.
  </li>
  <li>
   Provide support in monitoring financial performance and reporting findings to senior team members.
  </li>
  <li>
   Assist in the financial due diligence for business initiatives, analyzing potential risks and compiling reports.
  </li>
  <li>
   Support the execution of cost analysis and the implementation of effective cost control measures, assisting in the detailed examination of departmental costs to ensure accurate financial reporting and performance evaluation.
  </li>
  <li>
   Participate in capital allocation discussions, assisting in the evaluation of financial resources.
  </li>
  <li>
   Identify and suggest opportunities for process improvements and digitalization in financial planning and analysis.
  </li>
  <li>
   Stay updated on industry best practices and regulatory changes, applying them to financial processes as needed.
  </li>
 </ul>
 <p>
  <br/>
 </p>
 <p>
  <strong>
   Required Qualifications
  </strong>
 </p>
 <p>
  Bachelor's Degree in Finance/Accounting/ Business Administration or a related field.
 </p>
 <p>
  2 years of experience in financial planning and analysis role.
 </p>
 <p>
  <br/>
 </p>
 <p>
  Only matching candidates will be contacted by a member from the talent team.
 </p>
 <p>
 </p>
</div>


Analyst - Financial Planning & Analysis

Bacardi

<div>
 [Please note this is a Direct Search led by Bacardi, Applications from agencies will not be accepted nor will fees be paid for unsolicited CVs.]
 <br/>
 <br/>
 <strong>
  YOUR OPPORTUNITY
  <br/>
  <br/>
 </strong>
 As a Demand Planning Analyst, you will be responsible for preparing various reports related to Supply chain KPIs. Coordinate with commercial team for Forecast (Replenishment and Depletion) submission. Follow up with customer service team and OCs for open orders / shipment plans. You will maintain governance of forecasting and inventory management. You will pro-actively monitor and coordinate for allocation management, cut-off, OOS risk. You will support to carry out all the steps of the S&amp;OP process.
 <br/>
 <br/>
 A high degree of flexibility is required in this role as a large part of it is responding to the situation on hand and providing insightful analyses as needed.
 <br/>
 <br/>
 <strong>
  About You
  <br/>
  <br/>
 </strong>
 To be successful in this role, you will be a collaborative business partner who is able to work seamlessly within a lean and matrix organization. You have an analytical and curious mindset with an innate drive to continuously learn. You are always looking for opportunities to build efficiencies as you have a Fearless and Founders mindset.
 <br/>
 <br/>
 <strong>
  This is a 12-month fixed-term role, with potential for renewal depending on organizational requirements and individual contribution
  <br/>
  <br/>
 </strong>
 <strong>
  RESPONSIBILITIES
 </strong>
 - WITH OUR CONSUMER AT THE HEART YOUR KEY FOCUS WILL BE
 <br/>
 <br/>
 <ul>
  <li>
   Coordinate for the 3rd party distributor inventory reports and consolidate for monthly reporting.
  </li>
  <li>
   Collect and integrate monthly depletion forecast, inventory data, and in transits for distributor markets.
  </li>
  <li>
   Coordinate with commercial team for IBP Forecast submission.
  </li>
  <li>
   Validation and sanity check of IBP forecasts vs open orders. Analyze changes in forecasts / demands.
  </li>
  <li>
   Follow up with CSR team for open orders status, shipment plan and In-transit tracking.
  </li>
  <li>
   Back orders tracking and follow up with OC fulfilment teams.
  </li>
  <li>
   Prepare monthly reports and presentation for Supply Chain KPIs visibility for cluster or region.
  </li>
  <li>
   Interpret data, identify trends, and draw conclusions from the reported data which will help drive business decisions.
  </li>
  <li>
   Support Master Data maintenance related tasks.
  </li>
  <li>
   Allocation management - support in tracking orders / consumption for Allocated Products.
  </li>
  <li>
   Liaise with Finance team for data inputs as and when required.
  </li>
  <li>
   Maintain proactively documentation &lsquo;SharePoint&rsquo; repository for the supply chain team
   <br/>
   <br/>
  </li>
 </ul>
 <strong>
  SKILLS
 </strong>
 <strong>
  -
 </strong>
 THE SKILLS AND EXPERIENCE NEEDED TO CREATE YOUR LEGACY
 <br/>
 <br/>
 <ul>
  <li>
   Minimum 2-3 years of experience in Supply Chain / Demand Planning / Distribution processes.
  </li>
  <li>
   Proficient in Microsoft Excel, Word, PowerPoint.
  </li>
  <li>
   Must be fluent in English. Excellent communication skills &ndash; both verbal and written.
  </li>
  <li>
   Must have strong analytical, organizational and planning skills. High attention to details and ability to interpret large datasets to drive insights.
  </li>
  <li>
   Experience of IBP / BI / ERP / SAP is required.
  </li>
  <li>
   Knowledge of Demand Planning will be an additional advantage.
  </li>
  <li>
   Learning agility, adaptability, and problem-solving skills.
  </li>
  <li>
   Ability to work independently with high degree of initiative and drive.
  </li>
  <li>
   Sense of urgency and proactivity. Ability to multi-task and handle multiple priorities in a challenging, fast-paced environment.
  </li>
  <li>
   Able to collaborate within the team as well as with cross-functional stakeholders.
   <br/>
   <br/>
  </li>
 </ul>
 LEADERSHIP AGILITY
 <br/>
 <br/>
 At Bacardi we care deeply about finding brilliant talent who can bring the following personal attributes to help elevate our 3Fs: Fearless, Family, Founder culture to the next level.
 <br/>
 <br/>
 <ul>
  <li>
   Belonging: You have a strong capacity to create a culture of &lsquo;Belonging&rsquo;, where people feel appreciated for who they are, what they do, and who they can become
  </li>
  <li>
   Self-Awareness: You have high levels of self-awareness, are reflective and know yourself well, understanding both your own strengths and weaknesses and your impact on others
  </li>
  <li>
   People Agility: You bring a deep ability to understand and relate to people and navigate through tough situations to harness and multiply collective performance
  </li>
  <li>
   Results Agility: You demonstrate consistent delivery of results in first-time situations by inspiring teams, exhibiting a presence that builds confidence in yourself and others.
  </li>
  <li>
   Mental Agility: You can think critically to penetrate complex problems and expand the possibilities by making fresh connections. You think strategically whilst being execution focused and bring creativity to the challenges you&rsquo;re presented with
  </li>
  <li>
   Change Agility: You have a deep natural curiosity, desire to experiment and ability to effectively deal with the heat of change. You have a growth and learning mindset: ready to test, stumble, learn and apply from experience
   <br/>
   <br/>
  </li>
 </ul>
 <em>
  Disclaimer: Bacardi seeks talent from all backgrounds to bring diversity of thought, agility and capability to our organization across the globe. We promote a working environment where all employees are treated and rewarded fairly. We do not tolerate any form of discrimination that adversely affects individuals or groups on the basis of national origin, race, color, religion, sex, gender, sexual orientation, marital status, disability, age, and any other legally protected aspect of a person&rsquo;s identity.
  <br/>
  <br/>
 </em>
 U.S. applicants have rights under Federal Employment Laws.
 <br/>
 <br/>
 <strong>
  Perks of Working for us
  <br/>
  <br/>
 </strong>
 At Bacardi, we are committed to providing our Primos (employees) with a comprehensive Total Rewards package of compensation, benefits, incentives, allowances, well-being, and much more to meet the needs of themselves and their families. It goes beyond just Cash! The total rewards program is based on pay for performance, whereby the incentive programs are linked to company and individual performance.
 <br/>
 <br/>
 <strong>
  Compensation, Paid Time Off &amp; Retirement:
  <br/>
  <br/>
 </strong>
 <ul>
  <li>
   Competitive Pay Package
  </li>
  <li>
   Competitive Holiday/Paid Time Off, plus additional days offered ( i.e., volunteer day, allowing you to give back to the community)
  </li>
  <li>
   Retirement/Pension Plan
   <br/>
   <br/>
  </li>
 </ul>
 Health &amp; Wellbeing
 <br/>
 <br/>
 <ul>
  <li>
   Medical, Critical Illness, and Life Insurance
  </li>
  <li>
   Calm Meditation App subscription (free)
  </li>
  <li>
   Employee Assistance Programs
  </li>
  <li>
   Best-in-class, family-friendly, and inclusive leave policies
   <br/>
   <br/>
  </li>
 </ul>
 <strong>
  Additional Benefits
  <br/>
  <br/>
 </strong>
 The benefits /perks may vary depending on the nature of your employment with Bacardi, your work location, and are subject to change.
 <br/>
 <br/>
 Some benefits may be subject to an employee contribution.
 <br/>
 <br/>
 Some benefits may be fully or partially subsidized. Incentive plans are linked to the nature of your employment and can vary based on region, market, function or brand.
</div>


Demand Planning Analyst - MEA

Athlocity

<div>
 <p>
  <strong>
   Role Summary:
  </strong>
 </p>
 <p>
  As Assistant Category Manager you will assist in the development and execution of category strategies, manage product assortments, pricing, and promotions, analyze data for insights, and collaborate across functionally to enhance the customer experience and achieve revenue targets. You will ensure the category meets customer needs, stays competitive both on assortment, pricing and proposition. Primary Objective: To assist the Category Manager in optimizing the performance of the assigned product category by actively participating in category strategy development, assortment planning, pricing strategies, data analysis, and cross-functional collaboration.
 </p>
 <p>
  <br/>
 </p>
 <p>
  <strong>
   Responsibilities:
  </strong>
 </p>
 <p>
  Category Strategy Support:
 </p>
 <ul>
  <li>
   Assist in the development and execution of category strategies to maximize revenue, profitability, and customer satisfaction.
  </li>
  <li>
   Conduct market research and analyze data to identify growth opportunities and competitive trends within the category. Onsite:
  </li>
  <li>
   Manage the store front for your respective category / categories. Understanding brand launches and product flows
  </li>
  <li>
   Work with the category manager and content team / creative to execute brand visibility plans
  </li>
  <li>
   Assist the category manager in the execution of paid advertising by brands Assortment Planning.
  </li>
  <li>
   Collaborate with the Category Manager in curating and managing the product assortment, ensuring it meets customer demand and aligns with the category strategy.
  </li>
  <li>
   Assist in evaluating new product selections, discontinuing underperforming items, and monitoring inventory levels.
  </li>
  <li>
   Pricing and Promotion Assistance:
  </li>
  <li>
   Support pricing strategy development, including competitive analysis and pricing adjustments to optimize profitability.
  </li>
  <li>
   Assist in planning and executing promotional campaigns to drive sales and achieve revenue targets.
  </li>
  <li>
   Utilize data analytics tools to gather insights into category performance, customer behavior, and search and sales trends.
  </li>
  <li>
   Prepare and present regular reports on key performance indicators (KPIs) and category performance to aid decision-making.
  </li>
  <li>
   Present in weekly trade meetings; an overview of business performance as well as suitable data driven actions points to drive business metrics.
  </li>
  <li>
   Track key metrics such as GPV, UPT, Conversion, AOV Cross-Functional Collaboration:
  </li>
  <li>
   Work collaboratively with marketing, content, operations, and other departments to ensure the successful execution of category strategies and initiatives.
  </li>
  <li>
   Work closely with the Product managers to ensure the issues/bugs are reported and resolved and also identify features to help user experience.
  </li>
  <li>
   Plan and execute campaigns in collaboration with marketing, content and catalogue teams.
  </li>
 </ul>
 <p>
  <br/>
 </p>
 <p>
  <strong>
   Skills &amp; Experience
  </strong>
 </p>
 <ul>
  <li>
   Understanding the principles and practices of category management, including assortment planning, pricing strategies, and inventory management.
  </li>
  <li>
   Arabic would be a plus
  </li>
  <li>
   Proficiency in data analysis tools and software to gather, analyze, and draw insights from sales data, market trends, and customer behavior.
  </li>
  <li>
   Ability to conduct market research to identify growth opportunities, emerging trends, and competitive landscape within the assigned category.
  </li>
  <li>
   Assisting in the planning and execution of promotional campaigns and strategies to drive sales and achieve revenue targets.
  </li>
  <li>
   7 years + 3 years related experience in category management or e-commerce operations.
  </li>
  <li>
   Previous experience in a related role is preferred. Strong analytical skills with the ability to interpret data and make data-driven decisions.
  </li>
  <li>
   Proficiency in using data analysis tools and software. Knowledge of e-commerce platforms and industry trends.
  </li>
  <li>
   Excellent communication and teamwork skills.
  </li>
  <li>
   Ability to multitask and meet deadlines in a fast-paced environment.
  </li>
 </ul>
</div>


Assistant Category Manager

Rashid Al Jabri Group

<p><b>Employment:</b> Full Time</p><p>Project Manager (Civil) / Construction Manager (Civil) position is fully responsible to successfully manage, execute, complete and handover multiple Civil projects related to villas, residential and commercial towers etc.</p><p>The Key responsibilities include commitment to ensure the timely completion of projects within approved budgets on cost, and resources without compromising on Quality &amp; Safety.</p><p>Other responsibility of Project Manager includes:</p><p>(a) Attending regular meetings ( on work progress, coordination, design, etc. ) with Main Contractor and Consultant to discuss key issues related to the project and take effective corrective actions.</p><p>(b) Monitoring project budgets and schedule and oversee performance to ensure on time, quality and on budget project execution</p><p>(c) Coordinate with the design team on all aspects of the design.</p><p>(d) Prepare periodic reports for management including status of budgets, variance/change claims, schedules, disputes, up-coming activities &amp; safety records.</p><p>(e) Ensure all technical aspects of the projects are strictly complied with and in conformity with Conditions of Contract, Particular Specifications, General Specifications, Contract Drawings &amp; BOQ.</p><p>(f) Ensure that the health and safety requirements are provided and that they comply with authorities regulations.</p><p>(g) Provides guidance, managerial, technical support to complete project team.</p><p>(h) Analyze drawings, specifications and statements of work in the preparation of activity networks for project resource planning and scheduling.</p><p>(i) Prepare program master schedule and performs critical path analysis.</p><p>(j) Prepare plans and schedules, status reports and performance evaluation.</p><p>(k) Provide program planning capabilities including interfaces and risks analysis.</p><p>(l) Establish and monitor program and project controls KPI's.</p><p>(m) Ensure program policies and procedures are implemented accordingly.</p><p>(n) Develop Action and Recovery plans to support program delivery on time.</p><p><b>Requirements</b></p><p>(1) Must possess strong Leadership and Communication Skills</p><p>(2) Proven track record on completing projects.</p><p>(3) Minimum 15 years experience, out of which at least 10 years in Middle East in well reputed large Civil contracting Companies</p><p><b>(4) Thrakhees compliance certificate and knowledge is an added advantage and Dubai Municipality (G+ 12/ Unlimited preferred) Certification are required. </b></p><p>Job Type: Full-time</p><p>Pay: AED8,000.00 - AED12,000.00 per month</p><p>Ability to commute/relocate:</p><ul><li>Dubai: Reliably commute or planning to relocate before starting work (Required)</li></ul>

Project Manager - Civil

Eva Interiors

<div>
 <p>
  The Planning Engineer is responsible for developing, monitoring, and updating project schedules to ensure timely completion of interior design and fit-out projects. The role focuses on integrating design, procurement, and site execution plans into one cohesive project timeline, identifying risks, and proposing corrective measures to avoid delays.
 </p>
 <p>
  <br/>
 </p>
 <p>
  <strong>
   Expected Outcome:
  </strong>
 </p>
 <p>
  Accurate project schedules, proactive risk identification, and timely project completion in line with contractual obligations, revenue milestones, and client expectations.
 </p>
 <p>
  <br/>
 </p>
 <p>
  <strong>
   Key Accountabilities
  </strong>
 </p>
 <p>
  <strong>
   1. Project Scheduling &amp; Planning
  </strong>
 </p>
 <ul>
  <li>
   Develop detailed baseline schedules for all projects using Primavera P6 or MS Project.
  </li>
  <li>
   Integrate design, procurement, subcontractor, and site activities into one unified plan.
  </li>
  <li>
   Identify critical paths, float, and project dependencies.
  </li>
 </ul>
 <p>
  <strong>
   2. Monitoring &amp; Reporting
  </strong>
 </p>
 <ul>
  <li>
   Track actual progress against the baseline and update schedules accordingly.
  </li>
  <li>
   Prepare weekly and monthly progress reports with clear variance analysis.
  </li>
  <li>
   Present delay analysis and propose recovery measures where needed.
  </li>
 </ul>
 <p>
  <strong>
   3. Coordination &amp; Communication
  </strong>
 </p>
 <ul>
  <li>
   Work closely with Design, Procurement, and Site Teams to ensure alignment of deliverables.
  </li>
  <li>
   Liaise with subcontractors and suppliers to update their timelines and commitments.
  </li>
  <li>
   Provide regular progress updates to the Project Manager and CEO.
  </li>
 </ul>
 <p>
  <strong>
   4. Risk &amp; Delay Management
  </strong>
 </p>
 <ul>
  <li>
   Conduct &ldquo;what-if&rdquo; scenarios to forecast potential delays.
  </li>
  <li>
   Prepare extension of time (EOT) claims and supporting documentation when applicable.
  </li>
  <li>
   Ensure mitigation measures are documented and executed.
  </li>
 </ul>
 <p>
  <strong>
   5. Compliance &amp; Documentation
  </strong>
 </p>
 <ul>
  <li>
   Maintain updated project schedules in line with contractual requirements.
  </li>
  <li>
   Ensure compliance with company SOPs, client contracts, and regulatory standards.
  </li>
  <li>
   Support project close-out reporting and lessons-learned documentation.
  </li>
 </ul>
 <p>
  <strong>
   Qualifications &amp; Skills
  </strong>
 </p>
 <ul>
  <li>
   Bachelor&rsquo;s Degree in Civil Engineering, Architecture, or Construction Management.
  </li>
  <li>
   Minimum
   <strong>
    5+ years of planning experience
   </strong>
   in interior design, fit-out, or construction projects in the UAE.
  </li>
  <li>
   Proficient in
   <strong>
    Primavera P6 and/or MS Project
   </strong>
   .
  </li>
  <li>
   Strong knowledge of project planning, delay analysis, and EOT preparation.
  </li>
  <li>
   Excellent communication, coordination, and reporting skills.
  </li>
  <li>
   Strong understanding of revenue milestones and project cash flow linkage.
  </li>
 </ul>
 <p>
  <strong>
   Competencies
  </strong>
 </p>
 <ul>
  <li>
   Analytical thinking &amp; problem solving.
  </li>
  <li>
   Attention to detail and accuracy.
  </li>
  <li>
   Proactive and deadline-driven.
  </li>
  <li>
   Strong stakeholder management skills.
  </li>
  <li>
   Ability to work under pressure in fast-paced projects.
  </li>
 </ul>
 <p>
 </p>
</div>


Senior Planning Engineer

Infosys

<div><b>Role Information</b><div><div><div><b>
Role </b></div><div>Business Development Manager</div></div><br>
<div><div><b>
Role Designation </b></div><div>Business Development Manager/ Sales Manager<br>
Senior Business Development Manager/ Senior Sales Manager</div></div><br>
<div><div><b>
Career Stream </b></div><div>Global Markets</div></div><br>
<div><div><b>
Career Sub Stream </b></div><div>Sales</div></div><br>
<div><div>
</div></div><br>
<div><div><b>Reports to </b></div><div>Sales Head</div><h2 class="jobSectionHeader"><b>
Billable</b><b> Role (Y/N)</b></h2><div>
 N</div></div><br>
<div><div><b>
Supervises </b></div><div>Not specified</div><h2 class="jobSectionHeader"><b>
Billable Utilization
 </b></h2><div>NA</div></div><br>
<div><div><h2 class="jobSectionHeader"><b>
Financial Size
</b></h2><h2 class="jobSectionHeader"><b>(Revenue/ Budget/Span)</b></h2></div><div>
 2-3 New accounts (1-2 class A) per half<br>
US$ 1-2M per half</div><div><h2 class="jobSectionHeader"><b>
Incumbency
</b></h2><h2 class="jobSectionHeader"><b>(Single/ Multiple)</b></h2></div><div>
 Multiple</div></div><br>
<div><div><h2 class="jobSectionHeader"><b>
Team Size &amp; Dispersion</b></h2><h2 class="jobSectionHeader"><b>
(Direct &amp; Indirect reports, Single/ Multiple locations)</b></h2></div><div>
 TAL of 30-35 account; 7-10 being Class A/Must Win<br>
Number of Direct reports : 1-2</div><div><h2 class="jobSectionHeader"><b>
Location
</b></h2><h2 class="jobSectionHeader"><b>(Onsite/ Offshore)</b></h2></div><h2 class="jobSectionHeader"><b>
Onsite / Offshore</b></h2></div><div><h2 class="jobSectionHeader"><b><br>
</b></h2></div><br>
<div><h2 class="jobSectionHeader"><b>Operating Network </b><b>(Internal)</b></h2><h2 class="jobSectionHeader"><b>
Head of Sales, Account Development Specialist, All HBUs, IBU delivery, Finance, Legal, HR, CCD, IS, UPAMs, GEMs, DHs, IBU Heads, NBD team, HoS</b></h2></div><div><h2 class="jobSectionHeader"><b><br>
Operating Network </b><b>(External)</b></h2><h2 class="jobSectionHeader"><b>
Clients (CXOs, Business Leadership, IT Leadership and below, Procurement office, Client Audit and compliance), Alliance partners, other contractors at Client (direct competitors, other companies managing PMO, independent contractors etc.)</b></h2></div><br>
</div>
0<div><div><div>
Business Development Manager/ Sales Manager<br>
Senior Business Development Manager/ Senior Sales Manager</div></div><br>
<div><div>
Generate leads through &ndash; meetings / presentations at conferences, partner contacts, contacts in client organizations, news reports, analysts, and deal consultants. Do customer profiling, A/C Planning and set revenue / margin targets by services line at the account level. Create and / or edit messaging around Infosys services and solutions as is necessary. Identify and secure meetings with the right contacts in the client organization; Anchor meetings and pursue any opportunities generated with the help of pre-sales, partner units and external partners. Research and provide analysis on all key accounts to attain an understanding of needs, develop organization charts / structures for all key accounts. Identify the right team internally and for meetings, identify the right external partners (based on fitment, market presence, internal capabilities, and price and prospect preference), Provide intelligence on competition, Figure out the target price, help get the internal approvals, co-develop and provide inputs to model / solution and provide content as is necessary. Negotiate teaming agreements and prices with external partners. Negotiate MSA terms and conditions. Effectively handover the project to delivery for execution (in case of the won projects). Develops account plan, relationship map, Signs off on SOWs, submits invoices, follows up for payment release. Handover the account to the right person(mostly an EM) at the right time based on guidance from the manager WITH THE OBJECTIVE OF coming up with a winning strategy to meet A/C opening and revenue targets, penetrating the account by positioning Infosys strategically and as a trusted partner, develop a winning proposal, ensure a win and sufficient and necessary document to start the work, creating a pipeline of opportunities across the service mix, creating a long term relationship with the prospect and growing in the account as per 18 m plan and ensuring account is moved from &quot;hunt&quot; to &quot;farm&quot; mode WITHIN the assigned set of accounts and within organizational policies and guidelines.</div></div><br>
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Educational Qualification and Experience Requirements</b><br>
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20<div><div><div>
Business Development Manager/ Sales Manager<br>
Senior Business Development Manager/ Senior Sales Manager</div><div><b> Engineering Graduate</b></div><div><b> CA / Tier MBA*</b></div><div><b> Non Engineering Graduate</b></div><div><b> PhD</b></div></div><br>
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Minimum No. of Years </b></div><div>11</div><div> 9</div><div><b> Career Stream </b></div><div>NA</div></div><br>
</div><ul><li><i>Categorized based on Infosys recognized list of colleges and courses
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<b>For Higher Proficiency </b>20<div><div><div><b>
Career Stream </b></div><div><b>Engineering Graduate</b></div><div><b> CA / Tier MBA*</b></div><div><b> Non Engineering Graduate</b></div><div><b> PhD</b></div></div><br>
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Minimum No. of Years </b></div><div>14</div><div> 12</div><div> Global Markets</div><div> NA</div></div><br>
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2<div><div><div>
Global Markets</div></div><br>
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Knowledge of business processes of the client and the underlying Economics of the industry, competitive dynamics<br>
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<div></div><b>Areas of Responsibility</b><br>
<ul><li><b>Business Planning &ndash; Organization / Unit Level</b></li></ul>
The Business Development Manager will provide revenue and profitability numbers for TAL accounts. S/He will market / segment analysis and needs / services / solutions identification to the HOS, <b>in order to</b> help setting revenue / margin goals at the unit level.<br>
<ul><li><b>Sales Planning and Review
</b></li></ul>The Business Development Manager will, for the assigned the target accounts(TAL) identified by HoS, do customer profiling, A/C Planning and set revenue / margin targets by services line at the account level, <b>in order to</b> come up with a winning strategy to meet A/C opening and revenue targets.<br>
<ul><li><b>Market Development</b></li></ul>
The Business Development Manager will persuade clients to provide and commit to industry wide reference, analyst references, case studies, joint webinars, and joint speaking engagements. S/He will provide input on specific events / sponsorships to corporate marketing. Create and / or edit messaging around Infosys services and solutions as is necessary, participate in events and conferences, identify new alliances, participate in joint alliance marketing events, and conferences <b>in order to</b> support revenue growth and increase ROI on events.<br>
<ul><li><b>Customer Prospecting</b></li></ul>
The Business Development Manager will identify the right contacts in the client organization, secure meeting with the clients concerned, set appropriate agenda (client context and pain points, industry / competitive context, Infosys value propositions, anchor meetings and pursue any opportunities generated with the help of pre-sales, partner units and external partners, research and provide analysis on all key accounts to attain an understanding of needs, develop organization charts / structures for all key accounts.<br>
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The Business Development Manager will create a/c plan, enlist executive sponsorship, ensure active participation from HBUs / Partners concerned, provide account context (includes topics to avoid), allocate roles and responsibilities for ongoing client interactions, review meeting material <b>in order to</b> penetrate the account by positioning Infosys strategically and as a trusted partner. S/He generates leads through &ndash; meetings / presentations at conferences, partner contacts, contacts in client organizations, news reports, analysts, deal consultants, <b>in order to</b> create a pipeline of opportunities (unqualified pipeline).<br>
<ul><li><b>Opportunity Identification and Qualification</b></li></ul>
The Business Development Manager will identify the opportunities in the TAL and get them qualified for pursuit, create an opportunity plan for top opportunities, ensure alignment with appropriate partner units, exec sponsorships etc.<b> in order to</b> create a healthy pipeline across the service mix.<br>
<ul><li><b>Proposal Development</b></li></ul>
The Business Development Manager will identify the right team (with help of HoS, if required), right external partners (based on fitment, market presence, internal capabilities, price and prospect preference). S/He will provide intelligence on competition, Figure out the target price, help get the internal approvals, co-develop and provide inputs to the model / solution and provide content as is necessary <b>in order to</b> develop a winning proposal.<br>
<ul><li><b>Proposal Negotiation and Closure</b></li></ul>
The Business Development Manager will set up meeting with the prospect to present technical proposal, discuss the commercials, identify the right team for the meetings, negotiate commercials, get LOE / SOW, and upload the LOE/SOW in the system, <b>in order to</b> ensure a win and sufficient and necessary document to start the work and negotiate teaming agreements and prices with external partners <b>in order to</b> get the best price. S/He will unsure effective handover of the project to delivery for execution (in case of the won projects).<br>
<ul><li><b>Contracting and MSA</b></li></ul>
The Business Development Manager will identify &quot;MSA accounts&quot;, position Infosys as strategic partner with presenting value proposition and create environment for signing an MSA (e.g. empanelment.), negotiate MSA terms and conditions <b>in order to</b> create a long term relationship with the prospect.<br>
<ul><li><b>Account Planning and Review</b></li></ul>
The Business Development Manager will develop the Account Plan in conjunction with the other stakeholders (Service line mix, revenues, profitability.) S/He develops relationship map, market share analysis, owns, communicates and executes as per the A/c plan, and conducts periodic review of plan with higher Management <b>in order to</b> grow in the Account as per 18m plan.<br>
<ul><li><b>Account Mining</b></li></ul>
The Business Development Manager will identify the right contacts in the client organization, secure meeting with the clients concerned and sets appropriate agenda (client context and pain points, industry / competitive context, Infosys value propositions), anchor meetings and close any opportunities generated.<br>
S/He will ensure active participation from HBUs / partners concerned provides account context (including topics to avoid), allocates roles and responsibilities for ongoing client interactions, reviews meeting material, <b>in order to</b> grow the account by positioning Infosys strategically and as an existing trusted partner. Handover the account to the right person (mostly an EM) at the right time based on guidance from the manager <b>in order to</b> ensure account is moved from &quot;hunt&quot; to &quot;farm&quot; mode.<br>
<ul><li><b>Account Operations</b></li></ul>
The Business Development Manager will sign off on SOWs / Contracts and follow up with the client to sign SOWs and upload into OMS. S/He submits invoices to client periodically and resolves any disputed amounts invoiced, follows up with clients (at succeeding levels if necessary) for release of payments, identifies the right list of clients for CSAT and follows up with client if necessary for CSAT and ELF <b>in order to</b> minimize revenue leakage for services delivered and enhance client satisfaction.
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The Business Development Manager will (Cimba Related) engage in creation of company, opportunity, contacts, proposal, proposal number, ensure creation of OM; ensure opportunity is kept up to date in terms of profile, start date, value etc. Schedule top 10 opportunity, pipeline and account review with HoS on defined periodic basis <b>in order to</b> ensure discipline, availability of data (person independence), right projections at the org level and data driven decision making.<br>
<ul><li><b>Relationship Management</b></li></ul>
The Business Development Manager will handle customer complaints about project executions across IBU delivery and HBUs identify and recommend the right Infosys executives with whom the client can connect, set up meetings and set the right expectations. S/He recommends public engagements / conferences / Infosys events that the client and Infosys can jointly benefit from, gets the clients to participate in events and conferences of mutual benefit, sets up periodic reviews with important customer stakeholders per pre-agreed format, expectation setting with individual clients (who can be influenced) before the Account relationship review document is presented formally, publishing of action items and tracking to closure.<br>
3rd party: S/He develops relationship with third party vendors as is necessary.
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The Business Development Manager will (Within Infosys) collaborate with Delivery management (HBU &amp; IBU delivery), HoS, Finance / Legal and IBU Leadership to resolve escalations. S/He identifies and sells to Infosys executives the specific client they should connect with, prepares executive briefing documents. Coaches on high level messages that resonate with account context. S/He identifies the right speakers / hosts (including self if applicable- higher proficiency) at the conferences with whom the client can connect / address the audience, incorporates internal feedback on the relationship review document to be presented, allocates roles to Infosys participants in the review and track action items to closure, <b>in order to </b>ensure a delighted customer.<br>
<ul><li><b>People Management</b></li></ul>
The Business Development Manager will guide team members, career planning, mentoring, reviews, appraisals, salary input, promotion input, grievance handling, <b>in order to</b> ensure an engaged employee.<br>
<ul><li><b>Organization Initiatives</b></li></ul>
The Business Development Manager will take part in the organization level initiatives as guided by the manager <b>in order to</b> contribute to the growth / success of the organization.<br>
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<b>Knowledge, Skills required for the role</b><br>
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<b><i>Knowledge:</i></b> Knowledge of outsourcing business, cost and revenue drivers for an IT organization, Business case creation, Financial ratios and analysis (IRR, NPV, ROCE etc.), Statistical analysis (regression, correlation, mean, median, mode, frequency distributions), Presentation skills, knowledge of legal and contracting issues, develop a high level knowledge (including value proposition) of Infosys&rsquo; offerings.<br>
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<b><i>Skills:</i></b> Effective and structured communication skills (consultative skills when combined with business case creation above), conflict resolution / consensus building skills, problem solving skills, negotiation skills, Commercial Acumen, identification of political land, sense of humor, leadership and networking skills.<br>
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<b>Performance Measures</b><br>
<ul><li><b>Sales Planning and Review
</b></li></ul><ul><li>18 month Revenue</li><li>
Number of new A/Cs opened</li><li>
Profitability</li><li>
Service Line Mix</li></ul>
<ul><li><b>Market Development</b></li></ul>
Number of references provided<br>
<ul><li><b>Customer Prospecting</b></li></ul>
Unqualified Pipeline<br>
<ul><li><b>Opportunity Identification and Qualification</b></li></ul>
Qualified Pipeline<br>
<ul><li><b>Proposal Development</b></li></ul>
Win ratio<br>
<ul><li><b>Proposal Negotiation and Closure</b></li></ul><ul><li>
Win ratio</li><li>
Revenue at risk</li></ul>
<ul><li><b>Contracting and MSA</b></li></ul><ul><li>
Suggested - time to close MSA</li><li>
Ensuring MSAs are up to date</li></ul><br>
<ul><li><b>Account Planning and Review</b></li></ul><ul><li>
Account Revenue</li><li>
HBU Revenue mix</li><li>
Account margin</li><li>
Number of large deals</li><li>
Percentage of non-linear revenue</li></ul>
<ul><li><b>Account Mining</b></li></ul><ul><li>
Number of new buying centers</li><li>
$ From new buying centers</li><li>
Number of new service lines</li><li>
$ from new service lines</li></ul>
<ul><li><b>Account Operations</b></li></ul><ul><li>
RAR, DSO days</li><li>
CSAT Score</li><li>
ELF score</li><li>
Sales process compliance (percentage) - generated in Cimba</li></ul>
<ul><li><b>Relationship Management</b></li></ul><ul><li>
Number of client escalations</li><li>
Number of CXO meetings</li><li>
CSAT</li><li>
ELF scores</li></ul>
<ul><li><b>People Management</b></li></ul>
Score on 360-degree feedback<br>
<ul><li><b>Organization Initiatives</b></li></ul>
Number of organization level initiatives<br>
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<b>Additional Criteria for Higher Proficiency:</b><br>
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<b>Tasks</b>:
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Bigger portfolio, a team of ABDM/BDMs, Org level initiatives</div>

Business Development Manager - FS

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