Infosys McCamish Systems has been in the life insurance and annuity BPO services business since 1996 and brings vast domain knowledge to insurance clients. Our single platform approach enables us to support a whole realm of products, from the simplest term life product to the more high-touch markets including group, 403(b), COLI/BOLI, and private placement.
As of today we are a Product Based Services Company With over 4 Global Delivery Centers. Its core business areas are Life Insurance & Annuity Services, Employer Sponsored Services, Producer Services, Retirement Services and Functional Business Process Outsource. We are spread over 30 countries with Infosys McCamish, Infosys BPO and Infosys Limited. Please visit us at http://www.infosysbpo.com/mccamish
Purpose of the Role
In this role, you will contribute to every stage of sales planning and execution for a region including Market/segment and competitor analysis, creating, reviewing and refining sales plans, account plans , target account list and sales pipeline, create and own the sales plan and pipeline,review execution of sales plans, pipeline and account plans to track progress on lead identification and pursuit, qualify opportunities, mobilize the right team for proposal development and provide support in negotiations, review performance of team members and guide them on positioning and sales processes. You will also work on generating new businesses from our existing customers/accounts.
Below are the key roles and responsibilities -
1.Business Planning - RegionLevel
Aggregate revenue/margin numbers from reporting Business Development Managers/Sales Managers, compare against the aspirational target of the Region and provide realistic revenue/margin numbers from "new business".
2.Sales Planning & Review
Own the sales plan- create, review, create the sales pipeline and the Target Account List (TAL), provide sign-offs on the TAL, and conduct pipeline reviews on a monthly basis
Bring in executive leadership by being present in key events/meetings/conferences as an executive representative, contribute to other means of maximizing ROI on events and supporting revenue growth outside the account
4.Customer Prospecting and Proposal Development and closures.
Ensure that the sales plan appropriately addresses prospecting and lead generation through reviews. Help identify the right team for proposal development including external partners. Provide the required support like providing intelligence on competition, helping in getting the internal approvals and conducting regular reviews with an aim towards closure. Also work towards getting more business from the existing customers.
5.Opportunity Identification and Qualification
Review the identified opportunities/opportunity plans to qualify the opportunities; and review the pipeline regularly
6.Contracting and MSA
Help identify "MSA accounts" and help his team of Business Development Managers/Sales Managers create positioning for Infosys as a strategic partner. S/he will negotiate MSA terms and conditions
7.Account Planning and Review
Review Account plan and execution of the account plan to ensure planned growth for the Region
Identify and recruit Business Development Managers/Sales Managers as necessary
Location for this position is Atlanta GA
·Masters Degree in any career stream
·At least 14 years of experience related to the job description
·At least 10 Years of experience heading sales function for a product based business
·Experience working in a BPO or a third party set up
·Experience and understanding of US insurance industry
Note: Applicants for employment in the U.S. must possess work authorization which does not require sponsorship by the employer for a visa (H1B or otherwise).
The job entails sitting as well as working at a computer for extended periods of time. Should be able to communicate by telephone, email or face to face. This job also requires frequent travelling within and outside USA.
Infosys is a global leader in consulting, technology, and outsourcing and next-generation services. We enable clients in more than 50 countries to outperform the competition and stay ahead of the innovation curve. With US$8.83 bn in LTM Q1 FY16 revenues and 179,000+ employees, we are helping enterprises renew themselves while also creating new avenues to generate value. We provide enterprises with... strategic insights on what lies ahead. We help enterprises transform and thrive in a changing world through strategic consulting, operational leadership, and the co-creation of breakthrough solutions, including those in mobility, sustainability, big data, and cloud computing.