Head of GTM GBS Manufacturing

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 clients-focusing 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

Why This Role @ TCS

Lead AI-led transformation of industrial and manufacturing value chains

Own and shape large-scale, operations-focused transformation deals

Leverage TCS's scale, platforms, and engineering depth (IT + AI + Ops + Platforms)

Be part of a new CXO-led sales model for autonomous GBS

Salary Range: $240,000-$275,000 a year + Sales Incentive

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