Delivery Manager - Industrial & Manufacturing

About NeST Digital

NeST Digital, software business division of the NeST group, has been transforming businesses, providing customized and innovative software solutions and services for our customers across the globe. At NeST Digital, we strive to create opportunities for our professionals to learn, grow, lead, and innovate. The NeST Group, a leader in providing end to end solutions under one roof covering contract manufacturing and product engineering services, has more than three decades of experience in delivering industry-specific engineering and technology solutions for customers ranging from small and medium to Fortune 500 enterprises focusing on Mobility, Aerospace, Defense, Healthcare, GIS, industrial and BFSI domains.

Role Overview

At NeST Digital, we empower professionals to learn, grow, and innovate within a dynamic setting. We are looking for a seasoned Delivery Manager to open new accounts and drive growth of the Industrial and Manufacturing Delivery Unit within the Smart Technology Center in Trivandrum.

You will own the delivery side of winning new business: shaping offerings with our Technology Practices, targeting new logos, meeting prospective customers alongside the Sales and Practice teams, running joint workshops to carve out opportunities, and owning proposals through to the win. In parallel, you will work with Talent Management and the Practices to build the team, and own delivery of the engagements you win, nurturing each new account into a long-term relationship. New Business Development is a core part of this Delivery Manager role.

Responsibilities

Capability name

Key Responsibilities

New Business Development

Win new customers for the Industrial and Manufacturing Delivery Unit, as the delivery counterpart of Sales

• Work with the Technology Practices to prepare offerings for the Industrial and Manufacturing segment
• Identify target logos jointly with the Sales team
• Attend new customer meetings with Sales; present NeST capabilities, offerings and case studies
• Own joint workshops with customers to identify and carve out opportunities
• Prepare proposals and RFP responses, present them to the customer and drive them to a win
  
  

Project Delivery Management

Build the team and own delivery of won engagements

• Work with Talent Management and the Practice team to identify and build the project team against the Statement of Work (Turnkey/Fixed Cost, T&M), and ramp up to plan
• Ensure resources, tools and project plans are in place, and the team delivers what is committed to the customer through periodic reviews
• Evaluate and mitigate risks; resolve delivery issues and dependencies with clients and other teams
• Report progress, risks and delays through project KPIs; address non-conformances reported by the Process Engineering team
• Manage, monitor and report project budget and costs; drive productivity improvements such as automation
  
  

Relationships & Account Growth

Open, nurture and grow new accounts

• Develop strong relationships with key decision makers at new clients to foster long-term partnerships
• Plan and conduct Monthly Reviews (MR) with client managers; manage expectations proactively
• Grow each new account through follow-on opportunities, and repeat this by opening further new accounts
• Create and maintain customer org charts, map NeST engagement areas and the competition landscape
  
  

Account P&L Ownership

Annual revenue & profitability of new accounts

• Own the annual revenue target of your accounts, which rolls up into the Delivery Unit revenue target; develop and execute account plans with profitability goals and KPIs
• Provide accurate and timely financial reporting to relevant stakeholders
  
  

People / Team Management

Lead and grow the delivery team

• Talent Management
• Provide opportunities for skill enhancement and career advancement
• Manage team attrition
• Mentor and groom PgMs/PMs on client and account management to enable hands-off delegation
• Performance Management
• Set goals for the team, conduct timely performance reviews and give constructive feedback to direct reports
• Acknowledge and reward employees who actively share their knowledge
  

Knowledge Management

Build the knowledge base that helps win and deliver

• Maintain a repository of proposals, solution templates, estimation models, case studies, whitepapers, capability decks, reusable components and training material
• Create and maintain Know Your Customer (KYC) information for target and new accounts: who is who, org charts, business areas, competition landscape
  
  

Key Success Measures

• New logos: number of new customers won for the Delivery Unit
• Pipeline: qualified pipeline created from target logos, meetings and joint workshops
• Delivery: schedule, quality, customer satisfaction and margin of new engagements
  
  

Behavioral Indicators

• Business acumen: Understands customer business and industry drivers, and links technology solutions to business value.
• Consultative approach: Listens, asks the right questions and shapes customer problems into winnable opportunities.
• Executive presence & influence: Presents with confidence to senior customer stakeholders and influences their decisions.
• Ownership & results orientation: Owns pursuits and deliveries end to end; driven to win and to deliver high-quality results.
• Collaboration: Works seamlessly with Sales, Technology Practices, Talent Management and Finance towards a common win.
• Leadership: Demonstrates strong leadership, inspiring and motivating teams to achieve goals, with empathy for their needs.
• Communication: Communicates clearly and persuasively in writing and in person, including proposals and presentations.
• Customer-centric: Committed to excellent customer service and building strong relationships.
  
  

Experience

• 15+ years of industry experience in Product Engineering Services, building software applications and engineering solutions for customers
• 5+ years in new business development, pre-sales or solutioning roles for engineering services, working hand in hand with Sales teams
• Must have: proven track record of building new business from the delivery side - opening new logos and taking them from first meeting to signed contract
• Strong experience in technical proposal creation, estimation, RFP responses, customer presentations and orals
• Experience facilitating customer workshops and shaping opportunities from them
• Development experience in Embedded or Digital technologies for 6-10 years
• Managed delivery of Fixed Price/Turnkey and T&M engagements, and scaled customer accounts in size and revenue
• Willingness to travel to customer locations as required
  
  

Nice To Have

• Industrial and Manufacturing domain knowledge (industrial automation, IIoT, PLC/SCADA/DCS, MES)
  
  

Reports to: Delivery Unit Head

Work location: Trivandrum, WFH as per Policy