Associate Manager - Client Services

1. Market Development
   Number of competitor analyses for his portfolio(s); Number of competitive analyses for his segment
   (collaborating with ADS' of other accounts); Number of competitive analyses for his sector (with UPAMs).
2. Customer Prospecting
   Number of HBU NAOs.

Opportunity Identification and Qualification:

Number of requests for proposals for deals USD 5M - could be sole sourced or not.
4. Proposal Development:
Average PAT across the proposals submitted.
5.

Proposal Negotiation and Closure:

Dollar proposals won; Number (and $) of proposals won/ Number (and $) of total proposals submitted.
Negotiation effectiveness = Final Price/Going-in price
6.

Contracting and MSA:

Review Feedback.
7.

Account Planning and Review:

Portfolio Revenue; HBU Revenue mix in the portfolio; Portfolio margin; no. of large deals; percentage of
non-linear revenue; no. of new buying centers in the portfolio(s).
8. Account Mining
Number of new buying centres; $ from new buying centres; no. of new service lines and $ from new service
lines.
9. Account Operations
DSO days; CSAT Score; ELF score.
10. Relationship Management
Number of client escalations to next (EM) level; no. of VP-level meetings; CSAT; ELF scores.
11.

Merger and Acquisition:

Education: Bachelor of Engineering

Preferred skills: Domain->Sales->Sales Planning