Role purpose

Drive MARCO’s business growth in its market, ensuring sustainable revenue growth through the acquisition of new customers, the expansion of existing accounts, and the building of long-term business relationships.

Transform market opportunities into profitable growth by combining Business Development and Customer Service capabilities to maximize the value of the customer portfolio, strengthen adoption of the product and service portfolio, and contribute to the sustainable growth of the business.

Serve as the primary commercial point of contact in the market under your responsibility, operating in accordance with MARCO’s commercial governance model to ensure consistency, scalability, and an integrated commercial experience throughout the entire customer lifecycle.

Key responsibilities

Business Development & Revenue Growth: Design and execute the country’s business strategy, aligned with MARCO’s growth objectives. Identify, develop, and close new opportunities through effective pipeline management, leading the sales process from prospecting to closing. Promote the portfolio of solutions and identify expansion opportunities based on market analysis and customer needs.

Client Services & Account Growth: Lead the business relationship with the assigned portfolio, driving strategies for renewal, upselling, cross-selling, and service expansion. Develop long-term executive relationships, monitor metrics such as NRR, retention, and satisfaction, and build Joint Business Plans that promote sustainable account growth.

Commercial Governance: Lead the preparation and negotiation of commercial proposals, ensuring profitability and alignment with business strategy. Manage contracts, pricing, and commercial agreements in collaboration with Legal & Compliance, ensuring compliance with corporate policies, processes, and standards.

Commercial Operating Model & Cross-functional Integration: Operate within the Commercial Operating Model, ensuring adherence to workflows and governance mechanisms. Ensure effective handovers to Delivery and coordinate the commercial evolution of accounts with Business Development, Client Services, Delivery, and Legal & Compliance, promoting a consistent client experience.

Market Intelligence & Commercial Planning: Monitor commercial performance using metrics such as revenue, pipeline, and account growth. Develop forecasts and action plans, identify opportunities for improvement in processes and methodologies, and share insights that contribute to the ongoing evolution of MARCO’s commercial strategy.

Requirements

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Additional training

• Consultative negotiation techniques.
• Key Account Management.
• Business Development.
• Customer Success / Client Management.
• CRM and sales management.
• Commercial contract management.
• Forecasting and sales planning.

Knowledge

Experience

• 5 to 8 years of experience in Business Development, Sales, Key Account Management, or Customer Service in B2B environments.
• Experience leading consultative sales processes from start to finish.
• Experience in developing strategic relationships with corporate clients.
• Experience managing contract renewals, account expansion, and revenue growth.
• Experience in the services, outsourcing, technology, or consulting industries is preferred.
• Experience working with CRM, sales forecasting, and structured sales models.

Competencies

Additional information

The Business Development and Customer Service Manager transforms business opportunities into sustainable growth by integrating new customer acquisition with the expansion and strategic development of the customer portfolio through a scalable and well-managed business model.