The role of Senior Business Development Lead - Insurance is a critical leadership role to drive sales within our Finance industry across Australia. As an industry expert you will look at the bigger challenges and opportunities and coordinate the targeted sales strategy into local execution. By influencing local leadership and teams, by partnering with regional leads, you will work on the Australian market footprint through business development and sales.
As the Business Development Lead
- Insurance you will analyse our current standing within the Insurance and Finance industry in Australia and how to improve and grow this further based on your experience, network and knowledge of the market. Using your extensive sales experience and specific industry knowledge you will make a business sales plan and execute it throughout the region.
The Business Development Lead - Insurance is responsible for driving overall client satisfaction, sales, revenue, profit, and people leadership for all strategic/key indirect and direct client(s) in the designated portfolio.
This role is viewed as the sales leader for the Insurance portfolio in the Australian market, reporting to the Financial Services Industry Leader.
Responsibilities & Outcomes
- Highly organised leader working closely with the Industry Sales Leader and local leadership to lead, coordinate, mobilise, track, and report on sales and pipeline within the Finance industry across Australia.
- The right leader will enjoy the diversity of the role and will exhibit credibility and experience in sales strategy frameworks, sales operating models and sales planning methodologies, and has a high degree of comfort in working through ambiguity, complex relationships and sophisticated business and channel models.
- Maintain high-level understanding of Avanade offerings, Microsoft and Accenture solutions, and competitors' offerings and work effectively with Accenture, Microsoft and other partners to position and sell the offering in a competitive manner.
Client Account Management
- Guide Business Development and Client Executives to set sales strategies in alignment with client expectations during the sales process that inform the estimates, pricing, proposal, and contract that promote successful delivery and ultimate client satisfaction.
- Team with Sales, Regional Solution Areas & Delivery to build strong client relationships.
- Partner with Accenture and Microsoft field executives to build strong relationships, link sales teams, and close business opportunities.
- Develop an industry plan & targets, focused account plans and conduct quarterly account reviews of all strategic/key accounts.
Operations Management
- Institute process to deliver quality written and oral presentations with engagement teams.
- Manage and forecast sales & revenue to meet and exceed overall industry focused territory revenue and net income targets.
- Establish and enforce operating policies and procedures consistent with Avanade's business strategies, policies, and objectives and ensure their execution, in compliance with the laws governing business operations.
People & Organisation
- Lead with coaching on sales and industry trends aligning the organisation so that client needs can be met.
- Work with the Solution and delivery teams to develop the territory so that skills and capabilities best serve the territory's needs and operational standards.
- Promote continuous knowledge sharing and re-use of best practices across the territory and region
Leadership Skills
- Excellent personal leadership skills in front of our people
- Strong coaching and mentoring skills - must be able to identify and nurture talent and help build future leaders
- Demonstrated ability to create leadership and technical capability within the territory
Key Measurements include
- Sales, Revenue and profit attainment
- Client satisfaction
- Industry and market white space development pipeline quality and quantity
- Account leadership team development & overall performance
- Avanade community engagement
Minimum Requirements
- Executive level experience in growing and leading a large scale, highly profitable technology services business
- 7-10 years of proven successful Financial industry experience and achieving high growth results
- University degree required; advance degree preferred