National Account Manager - Key Large Accounts
sodexo
مجموع سنوات الخبرة :6 years, 0 أشهر
Large Account Management
• Handling Key Large Accounts (KLAs) whilst managing excellent relationships with clients (Middle to Senior Mgmt - CXOs); SPOC for client’s Indian management & Global management i.e. France, Australia & Singapore
• Managing P&L worth INR 150 (US $2.5) Million for a Key Large Account and responsible for Revenue & GOP generation and DSO targets.
• Led a team of 5 Operation Managers, 7 Unit Managers and 3 Executives to execute services in-line with the agreed KPIs and SLAs with the client
Consultative Selling - Business Development
• As per Sodexo’s new Strategic Positioning, Created Structured Methodology to build ‘Customized Business Solutions’ i.e. ‘Design’ the Solution, ‘Management’ of Service Deliverable & ‘Deliver’ Measurable Outcomes
• Consultative Selling: Developed ‘Customized Business Proposal’ - Analyzing consumers’ Touch Points, Needs & Wants and structured meeting with the clients to develop ‘As Is - To Be’ Model; generated business worth INR 270 Million (US $4.10 Million) Annually
Business Performance Reporting
• Converted Corporate Accounts from scattered reporting to Structured ‘Measurable Outcomes’ i.e. Sodexo’s Business Performance Report to access the outcomes; implemented at 200 sites across India and resulted in improvement of Client Retention from 85% to 94%
• Submission of Performance Reports internally and with the client; led regional reviews with Client’s Senior SPOCs based on Sales Project Plan and Business Performance Report for various service lines
• Mutual agreement on Strategic Business KPIs/KSIs with the client, aligning KPIs with ‘Strategic Objectives’ of the clients to achieve their desired organizational goals
• Responsible for process design and execution adding up to the business expansion and profitability of the company while providing continuous analytics support for various other processes; generated revenue on existing accounts
Financial Management
• To ensure month by month and task by task availability of POs from the client’s team; heading financial discussion as a pan India SPOC for KLAs
• Responsible for in-time invoice submission by the Pan India teams in-line with the DSO targets
Project Management
• Developed and executed Product Breakdown Structure, Work Breakdown Structure, Project Estimate, Project Network Diagram and Critical Path etc on various projects for SaaS, Procurement and Retail Operation etc
• Successfully developed Strategic Account Plans with steps/activities defined along with the timelines for each activity; initiated Project Plans to achieve organic growth and to acquire new accounts
• Developed and implemented Strategic Framework and road map for KLAs having pan India operation, improved service delivery, Governance, Revenue & Client Satisfaction for KLAs
Team Management
• Led a team of 5 Ops Manager and 6 Unit Managers along with 3 other executives on a pan India basis
• Responsible for mobilizing cross functional teams to respond to RFPs/RFQs and Business Solutions development. Teams involved were Operations, Marketing, Legal, Procurement & IT etc
• Formulated ‘Action Plans’ for team members to achieve agreed KPI’s, SLAs and other Business Development targets; ensured closure through execution by Operation teams across India sites
• Managed Vodafone UK high value and ultra high value customer’s (Top Most Revenue Generators) accounts through marketing and outstanding client service.
• Constantly interacting with clients to resolve issues/ queries & other support services to augment customer satisfaction and retention level.
• Generated Revenue through cross selling customized price plans as per High Value Customers’ needs and wants on various accounts
• Playing an instrumental role in Vodafone Real Time Marketing activities by extensively researching on Vodafone existing customers, collating and consolidating Primary & Secondary data and recommending the findings to the senior management to formulate sales strategies
• Undertaking several researches including competitor analysis, Analyzing data received i.e. questionnaire, Semi Structured Interview (Qualitative and Quantitative Research) to analyze and evaluate company’s price-plans, policies and procedures.
MBA - Cardiff School of Management, University of Wales, UK, 2008 MBA DISSERTATION (MARUTI Suzuki India Limited) Title: Managing Change to gain competitive advantage and increase its share in Indian Market Conducted research based on ‘Survey Method’ for Primary Data Source (In-depth semi-structured interview, questionnaires, observation and documentary analysis) and secondary data source (books, journals, PDF files, newspapers, articles, online publications and business magazines etc.). ACADEMIC PROJECT – Germany Title: Market research on German computer market Visited Berlin and Frankfurt to conduct Primary Research and attended Lectured organized by University Analyzed business environment required for Business Development including cost of financing, consumer price inflation, discretionary income, and GDP etc; Studied consumer behavior, PC Market analysis, Competitor Analysis and PEST Analysis
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