Specialist- Client Solutions - South

Role Summary

The role is responsible for driving business growth, revenue generation, strategic client acquisition, and market expansion across South India. The incumbent will lead end-to-end business development activities for facility management, develop strong client relationships, achieve sales targets, and collaborate with cross-functional teams to ensure successful service delivery and customer satisfaction.

Responsibilities

• Lead Generation & Business Growth. Identify new business opportunities across geographies (South India) and industries to drive market expansion. Build a robust sales pipeline through market research, networking, and participation in industry events. Develops and executes strategies for lead generation, conversion, and client acquisition. Optimize lead categorization and assignment to ensure alignment with sales priorities. Maintain high conversion ratio and enhance deal closure efficiency. Achieve regional sales revenue targets of Cr, with a minimum gross margin of 15%.
• Sales Planning & Strategy. Develop and implement a comprehensive sales strategy for Facility/Property Management Services, Pre & Post-possession services and Curated product & specialized services. Generate sales pipeline, ensuring efficient contract closures and revenue realization. Engage with corporate clients, developers, RWA, society members and property owners for business development and contract finalization. Stay updated on industry trends, competitor strategies, and pricing models to maintain a competitive edge. Generate new revenue streams through consultancy services and strategic business initiatives. Follow a bid evaluation process to check strategic alignment of the prospective client. Work with the Sales Head to Develop Annual Operating Plan (AOP) incorporating: Sales Forecast, Market Trends and Competitive Analysis, Marketing Budget Allocation.
• Client Relationship Management (CRM). Ensures smooth client onboarding and post-possession support in collaboration with the Operations teams. Identify cross-selling and up-selling opportunities for curated products and services. Maintain 100% retention of strategic accounts (Top 30% contributing 75-80% of revenue) through a Strategic Account Retention Program. Develop a client engagement framework, ensuring proactive client meetings with 85% adherence to an annual engagement calendar. Drive organic growth (through portfolio extension, additional scope, or new services) and ensuring a 0.5% overall margin improvement. Provide structured feedback to the Operations team post-client meetings through Minutes of Meeting (MOM) documentation.
• Sales Team Leadership & Performance Management. Maintain a Business Development (BD) tracker following the SPANCO methodology: Suspect, Prospect, Approach, Negotiation, Closure, Order. Prepare P&L statements for all existing and new sites for approval by Sales Head/ Delivery Council Committee. Conduct contract review & expectation-setting sessions with the Transition & Operations teams post-contract finalization.
• Process Improvement & Compliance. Identify process inefficiencies in business development and recommend strategic improvements. Provide insights to enhance service offerings, pricing models, and market positioning. Ensures compliance with company policies, industry regulations, and contractual obligations. Tracks and improves sales cycle efficiency, conversion rates, and overall service excellence.

Qualifications

• MBA/PGDM
• Experience: Relevant years of experience (preferably from FM or hospitality industry)
• Work Experience: 8-10 years

Disclaimer: This job posting has been aggregated from external source. Role details, content, and availability are subject to change. Applicants are advised to confirm the latest information directly on the company website before applying.