Account Manager

Role & responsibilities

• Responsible for end to end commercial governance & management at customer level encompassing invoicing, P&L management and DSO (Days Sales Outstanding).
• Ensuring contractual adherence / compliances, managing Deliverables and Obligations. in tandem with Global Sales teams.
• Project demand management and its documentation through Statement of Works
• Own contract change process through identifying and excuting the changes needed
• Identify and mitigate any contract revenue leakage
• Effective tracking of contracted revenue and P&L to minimize any revenue slippages
• Pro-actively interpreting the contract and identify associated risks. Working with stakeholders on a mitigation roadmap.
• Bring in process excellence through the needed reviews, identifying the changes needed and owning them till execution.
• Establishing customer review mechanism, across aspects of account management / contract / commercial management.
• Oversee the holistic business operations.
• Coordinate to close business opportunities, working with internal stakeholders
• Manage the internal and external stakeholders of the engagement.
• Manage account end to end management from a sales relationship perspective, Coordinate sales & marketing programs, promotions and generate periodic and special reports.
• Identify and leverage opportunities to enhance Top-line by way of Contract Reshaping growing existing and new business opportunities.
• Drive offshore customer reviews and visits.
• Track account performance and raise Red-Flags in a timely manner
• Conduct internal reviews and maintain the overall account stats health

Preferred candidate profile

• Knowledge of outsourcing industry, offshoring concepts, vertical / industry knowhow.
• Business transaction management capabilities.
• Business development acumen and documentation (project orders / SOWs).
• Contract change management.
• Demand management and forecasting.
• Commercial management including invoicing & collections.
• Customer and internal stakeholder management.
• Business workflow management and enhancement.
• Business case creation & articulation.
• End to End Contract Lifecycle Management.
• Understanding and/or experience around pricing and associated P&L calculations.
• Commercial contract negotiations.
• Good understanding of Business Finance concepts & terminologies e.g. Cost of Capital, Working Capital, Gross Margin, Net Margin, Markup, Tax – Invoice, Proforma – Invoice, PAT, EBITDA, P&L, SOW, Budgeting, Forecasting.
• Exposure of handling Business Analytics, Acccounts Receivables, FP&A.
• Excellent verbal & written skills, with hands-on presentation experience, focusing on effective information articulation.
• Highly Proficient in MS-Office applications e.g. MS-Excel, MS-Word, MS-Presentation between intermediatory to advanced.
• Process oriented & solution based approach.