1. h2h recruitment
INFOSYS JOB DESCRIPTION
Job Title: Associate Business Development Manager – ABDM
Purpose: To help source new business – from both existing as well as new clients – within a defined
geography or from a set of named accounts
Broad Areas covered by the job:
The ABDM usually works either within a defined geographical area or is given a set of named accounts to
handle. This is focused towards clients and prospects in a given vertical market. The objective of the
ABDM is to obtain new business for the relevant business unit within the geography defined. The ABDM
usually would report to a BDM or Regional Manager in the region or the Head of Sales for Europe.
The ABDM would mainly be responsible for the following:
- Research to create and strengthen a database of prospective clients
- Ownership of the Sales process from cold calling/suspect stage till it converts to a sale
- Following up with prospects so that it can lead to a proposal. Assist in the proposal stage
- Post-proposal relationship maintenance with clients; Sourcing for additional business
- Collections and responsibility for revenue earnings from specified set of clients
- Manage local sales partners in the assigned geography to prospect and generate business
- Create long term relationships for Infosys in the defined geography / vertical
How the job is performed:
Creating and Strengthening the Database
The ABDM has to identify and target potential clients through various sources such as telephone guides,
chambers of commerce, referrals, attendance at seminars and conferences as well as cold calls etc. A
significant part of the leads are generated through contacts with alliance partners including where
necessary joint sales calls. Local sales partners need to be extensively used to generate leads and in some
cases business. The ABDM has to identify the scope of the sales potential and target the client
accordingly. The job involves extensive mapping of the account – top down – and is generally
characterised by complex and long multi stage sales process.
Sales activities to convert suspects into prospects
From the database of potential clients, the ABDM has to take it one step further and obtain an interest of
the potential client in business. Towards this the ABDM calls up the clients, identifies needs, showcases
both Infosys and service line capabilities, uses references and other means to get clients interested. In
case it is an existing client, then s/he identifies needs and opportunities for further business in
consultation with the Project Manager and others from Solutions/Delivery group. At this stage
presentations are made to key executives in the target companies. Presentations can range from
overview presentations (which the jobholder handles) to detailed multi day solution and capabilities
sessions. The ABDM provides the continuity to the business deal and the client perspective in all cases.
The ABDM will be responsible for the end to end sales cycle.
michael.howes@h2hrecruitment.com h2h recruitment limited Telephone: +44 7702 615960
h2h recruitment limited is a limited company registered in England and Wales, registered number 07016468
Registered office address: Gainsborough House, Sheering Lower Road, Sawbridgeworth, Hertfordshire, CM21 9RG, UK

2. Assistance in Proposals
The primary function of the ABDM is to create a pipeline of RFPs (Request for Proposal). The ABDM is
responsible for being the nodal point of building the response document for RFPs along with the technical
and other teams. The ABDM is responsible for managing and crafting a win solution by incorporating the
right messaging, the best solution and leveraging partner and other ecosystems. The ABDM should
manage the RFP process through all stages – from outline and initial proposal through multiple iterations
and modifications.
Client Relationship and Collections
Once the prospect is converted to a client, the ABDM continues to own the client and maintain a
relationship with the client. The project management and delivery / support related issues Management
are handled by Delivery / Project Managers. However, the ABDM would continue to interface as and
when required. Further all commercial transactions are routed through the ABDM, who is also
responsible for all collections from the client and is targeted on the timeliness and extent of collections.
The ABDM is responsible for maintaining the client relationship and growing the business obtained from
the client.
Relationships with others:
The ABDM is guided by the RM/Head of Sales at various stages of the assignment. S/he works closely with
multiple internal stakeholders such as Delivery, pre-Sales, Legal, Finance and Marketing. In addition,
relationship with Project Managers is also important post sale. S/he has to maintain close relationship
with executives at various levels in the clients and potential clients, mostly at the Chief Information Officer
and other senior levels.
Key Responsibilities:
Primary
- Cold calling and Prospecting
- Prospect meetings and Client Interface
- Proposal and solution building
- Account planning and partner meetings
- Competitor analysis & intelligence gathering
Secondary
- Participation in Industry seminars and conferences
- Thought leadership
- Marketing activities such as campaign building
michael.howes@h2hrecruitment.com h2h recruitment limited Telephone: +44 7702 615960
h2h recruitment limited is a limited company registered in England and Wales, registered number 07016468
Registered office address: Gainsborough House, Sheering Lower Road, Sawbridgeworth, Hertfordshire, CM21 9RG, UK