Delivery Manager

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

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 610 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)