Head of GTM GBS Manufacturing
BPS Shared Services GBS.AI Transformation
Purpose of the Role:
Drive new business creation and large deal sales for AI-led, end-to-end GBS / Shared Services transformation programs across Retail and CPG clientsfocusing on operational efficiency, supply chain resilience, and margin expansion.
Key Responsibilities:
Business Development & Pipeline Creation
Act as a market maker, originating demand and building a pipeline of large transformation deals
Develop and execute industry-specific sales strategies across:
Discrete manufacturing
Industrial products
Process manufacturing
CXO Engagement & Relationship Building
Build and maintain deep relationships with senior stakeholders, including:
CFO, COO, CHRO, CCO
Head of GBS / Shared Services
Chief Supply Chain Officer (CSCO)
Chief Procurement Officer (CPO)
Plant operations / manufacturing leadership
Position TCS as a trusted advisor for operations and supply chain transformation
Consultative & Value-Based Selling
Sell integrated GBS / Shared Services, multi-tower transformation, including:
Finance Transformation
Supply chain planning & logistics optimization
Procurement & strategic sourcing
Order-to-cash & aftermarket services
Manufacturing support operations (planning, analytics, reporting)
Workforce / HRO Transformation
Apply a consultative approach to:
Diagnose inefficiencies across production-to-cash value chain
Shape transformation strategies for cost, throughput, and resilience
Align solutions to EBITDA improvement and working capital outcomes
End-to-End Deal Leadership
Own the full sales cycle:
Opportunity creation
Qualification and shaping
Proposal development
Contract negotiation and closure
Lead large, complex, multi-year deal pursuits
Cross-Functional Orchestration
Collaborate across:
Domain experts (Finance, Supply Chain, Procurement, HRO)
AI / Cognitive Ops teams
Delivery and solutioning teams
Bring together integrated TCS capabilities into a single client narrative
Industry & Market Leadership
Act as a thought leader in manufacturing value chain transformation
Stay current on:
Global supply chain disruptions
Nearshoring / reshoring trends
AI in production planning, procurement, and logistics Represent TCS in client forums, industry events, and advisory engagements
What Success Looks Like
Wins large, multi-tower transformation deals across Manufacturing clients
Builds a sustainable, high-quality pipeline aligned to revenue targets
Establishes trusted advisor relationships at CXO level
Drives measurable outcomes:
Cost reduction across operations and procurement
Working capital and inventory optimization
Supply chain resilience and risk mitigation
Improved production planning and throughput
Must-Have Experience
15+ years in Manufacturing sales across consulting, outsourcing, or transformation services
Proven success in:
Hunting and closing large deals (> $20M TCV)
Managing complex, multi-stakeholder sales cycles
Deep understanding of:
Supply chain and production planning
Procurement and supplier ecosystems
Order-to-cash and aftermarket operations Strong relationships with CXO and GBS leadership
What Sets You Apart:
Ability to sell end-to-end manufacturing value chain transformation
Strong CXO storytelling across CFO, COO, CSCO, and CPO agendas
Ability to connect AI-led transformation to EBITDA, cost, and efficiency metrics
Strong commercial acumen and deal structuring capability
Salary Range: $240,000-$275,000 a year + Sales Incentive
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