Senior Sales Director Global Account BMW

Key area #1: SAM Strategy:

Define and implement an account strategic plan with the mindset to include regional specifics and keep the account plan a living document

Take responsibility for the account plan document

Maintain ongoing business

Identify and create new areas of growth

Grow the account in all KPIs (revenue, CM, TCV)

Beat the competition

Increase customer value

Key area #2 P&L:

Accountable for the account profit and loss

Monitor, identify and implement solutions to maintain and improve margins and costs with benefit for the customers and with the help of the account team

Accountable for operational/financial metrics and overall business results of the front-end organization:

Target setting

Annual budget planning

Resource planning

Risk assessment etc.

Key area #3 Sales Management:

Orchestrate and create solution concepts and proposals including winning price identification within the specified Luxoft portfolio

Be able to negotiate creatively and successfully

Turn opportunities into contracts/purchase orders aligned with the overall account strategy and targets

Organize the communication matrix and orchestrate higher management coverage for the account as needed

Key area #4: Customer Management and Interaction

Maintain and leverage existing relationships

Develop new relationships

Be capable of interacting with clients from operational to executive levels

Key area #5: People Management

Leadership and coordination of multifunctional team:

Delivery, finance, contracting, pre-sales, etc.

Work closely with the team and the whole account management processes to achieve targets, continuous customer satisfaction and grow the business

Key area #6: Collaboration

Collaborate with all relevant stakeholders inside DXC

Good network inside the client, the automotive market and the corporation to be leveraged to the benefit of Luxoft business

Organizes weekly account team meetings bringing the account leadership team (SAM, Engineering, Solutions, pre-sales) together

Key area #7: Marketing and Business Development

Promote and tailor DXC Luxoft offering and value proposition

Define and lead customer tailored marketing activities

Proactively and creatively identify new business opportunities within current and new areas in the account

Key area #8: Growth Enablement

Ensure focus on maintaining the whole pipeline (SS1-3 & SS3-6). The pipeline should be 3x unsecured revenue

Ensure the account documents its success in terms of business outcomes as input for case studies

As part of customer negotiations, try to agree to publicly reference the relationship and case studies