Sr. Director, Business Development CPG (Americas)

Role: Sr. Director, Business Development CPG (Americas)

Location: Winston Salem, NC (Hybrid - 3 days in Office) (Looking for Local Candidates)

Job Type: Fulltime/Permanent

Position Details:

This pivotal role within our sales organization focuses on expanding ITC Infotech s footprint in the one of our key strategic accounts in the US. The successful candidate will be responsible for account-level revenue growth, client satisfaction, and commercial governance by applying industry context to client-specific execution. The individual will be responsible for identifying and securing new business opportunities The ideal candidate will possess deep CPG industry knowledge, will have a background in solution-based selling and a consultative approach to client engagement.

Areas of Responsibilities:

• As a senior member within the Account team, you will spearhead strategic growth by forging and sustaining highimpact client relationships, strengthening engagement across existing accounts, securing new logos, and expanding portfolios across diverse business groups.
• High focus on customer mapping, business value articulation, and deal support. Foster a culture of excellence, collaboration, and continuous learning to achieve team goals.
• Active involvement in proposal and SoW creation, ensuring collaboration across pre-sales, SMEs, delivery, service lines, account teams, procurement, and legal. Ensure teams conduct quantitative analysis to recommend win-pricing and competitive benchmarking, market analysis to identify trends, opportunities, and maintain a robust pipeline of strategic opportunities.
• Analyze client goals, pain points, and transformation agendas to create tailored customer maps. Identify opportunities for differentiated value delivery and influence client decision-making.
• Serve as the primary point of contact for client escalations and strategic discussions.

What You Will Do

1. Account Revenue Ownership

• Delivery revenue and margin targets
• Drive cross-sell and renewals
• Maintain forecast discipline

2. Account Planning & Pipeline

• Develop annual account plans
• Identify incremental growth opportunities
• Maintain CRM accuracy

3. Client Relationship Management

• Maintain strong working relationships
• Monitor satisfaction signals
• Escalate risks appropriately

4. Operational & Commercial Discipline

• Ensure billing realization
• Protect pricing integrity
• Maintain contract hygiene

5. Pipeline Creation

• Build and maintain a high-quality new business pipeline (3x coverage minimum)
• Identify priority opportunities
• Develop multi-threaded entry strategy into target organizations

6. Applied Industry Fluency (Explicit Requirement)

Must demonstrate:

• Understanding of client s business model
• Awareness of industry-specific KPIs relevant to account
• Ability to identify industry-aligned whitespace
• Fluency in industry terminology

Required Qualifications & Experience:

• 15+ years of progressive experience in IT professional services sales, demonstrating consistent growth and achievement.
• 5+ years of recent experience selling Digital Solutions, Cloud offerings, GenAI solutions, and largescale transformation projects and services to clients within the CPG vertical.
• Domain expertise in the CPG industry, with an understanding of industry trends, challenges, and buying behaviors.
• Strong internal stakeholder management skills, including experience operating in a global onsite offshore delivery model.
• Willingness to travel is needed to support client opportunities, relationship development, and business expansion.
• Experience supporting deal structuring and pricing, including performing business value analysis and negotiating pricing for proactive bids and proposals.

Who You Are:

• Entrepreneurial mindset
• Domain & AI led selling style
• Awareness of relevant platforms and transformation themes
• Ability to map services to business outcomes
• Ability to spot, shape and win deals

Education Qualification:

• Bachelor s or master s degree in engineering, Business Administration, Sales Management, or an equivalent combination of education and experience.