Practice Head - BFS

Overall responsibility for account strategy and ownership; managing the onsite delivery of all projects for the account in a profitable manner; act independently and help set direction for policies and processes for effective solutions delivery; liaison between various customer.

A thorough understanding of Banking Practices and the underlying market conditions (both offshore/onsite Banking practices)
With relevant experience of 15+ years.
 
 
Key Skills & Attributes required to deliver at this level
 
o Thought Leadership for Account strategy
o Resources Planning
o Clarity of thought and intellect
o Coaching and Mentoring team
o Capacity to work with team and deliver results
o High client focus and relationship building contacts/decision-makers and sales/other internal stakeholders for opportunity identification, cross-selling and other account penetration channels; provide inputs to various organizational functions for definition of new services & solutions offerings and/or optimization of existing ones; be a mentor / role-model for onsite team members.
 
 
Relationship and growth Account Planning & Strategy
 
o Goal setting and attainment on revenue and margins
o Increase client footprint
o Increase service footprint
o Build relationships at multiple levels and areas
o Account Plans for all key accounts
o Develop and implement procedures to ensure smooth running of account 
 
Opportunity identification, tracking and conversion
 
o Develop understanding of client’s biz & IT strategies to help the project teams develop right solutions aligned with the strategy.
o Consults to client on the product/service offerings available within organization
o Overall ownership of all client related matters for the client
o Participate in steering committee meetings
o Drive regular account reviews
o Prepare CIO dashboard / Quarterly - monthly reviews

o Delivery Management

o Facilitate project
 
Facilitate project Reviews & Management
 
o SLA/Metrics and commitments monitoring with customer
o Responsibility for operational aspects like offshore/onsite connectivity, assistance in infrastructure setup
o visa tracking etc
o Manage issues as local point of escalation
 
People Management
 
Career planning of onsite employees jointly with the DM 
 
o Performance Management for onsite employees - rewards and recognition
o Team building, mentoring, training and development for onsite employees
o Facilitating communication (Town halls, staff meetings, skip levels etc.)
 
 
Financial Management
 
Opportunity forecasting and tracking
 
o Booked business (revenue) forecasting and  tracking 
o Manage margins and prevent Revenue Leakage
o Support budgeting process
o Invoicing and A/R tracking jointly with Sales & Finance
o Manage Contracts/LOE, Terms & Conditions jointly with sales
 
Pre-Sales Support 
 
o Facilitate solutions/proposal delivery
o Aid pre-sales team to prepare, write and present proposals; validate adherence to stated and implied customer needs
o Margin analysis along with stakeholders.