Business Development Manager

3 months ago

Erode, India Frost & Sullivan Full time

About us:

With a team of growth coaches based in 45 global offices, we have mastered the art of identifying Growth Opportunities in hundreds of sectors using a powerful understanding of how value chains operate on a global level. Frost & Sullivan’s innovative go-to-market strategies and proven implementation Best Practices have helped transform the business models of some of the world’s leading companies through our Growth Pipeline as a Service, which makes it easy for their customers to create and implement a continuous flow of Growth Opportunities.

Frost & Sullivan is at the center of an ecosystem of best practice coaching, executive peer support communities, and growth-oriented content that is singularly focused on reshaping the world through managed growth.


Uncover potential new Frost & Sullivan clients using heavy proactive customer engagement activity. Determine the client's needs using the Consultative Customer Engagement model, Growth Pipeline Dialogs & empathetic listening. Offer products & services that best match the clients’ needs & use all resources available to close customer engagement. Maintain business relationships with existing clients while forging strong relationships with new clients. Involve with the Growth Opportunity Analytics team through Growth Pipeline Dialogs concerning topic development. A successful Business Development Manager should expect to move to S6 level after 18-24 months of proven success.


(The definitive position title and internal corporate level will be established through a sequence of interviews and assessments)


Client Engagement and New Business Development Activity :

  • Conduct client focused business development/networking activities in order to achieve individual revenue targets, in addition to all key performance indicators.
  • Proactively forge relationships with potential Client organizations, to gain a deeper understanding of potential business needs
  • Identify and develop new business opportunities in-line with Frost & Sullivan’s services & deliverables
  • Utilizing a consultative sales approach, generate new business opportunities from within and beyond the core industry on your assigned territory.
  • Build relationship to up-sell and cross-sell.


Account Development:

  • Ensure all existing business accounts are contacted and qualified with the aim of further maximize revenue.
  • Proactively build relationships with existing and potential clients to gain a greater understanding of current/future business needs.
  • Develop account plans for Key accounts and for specific initiatives of the organization for follow through.


Expectation to meet the job objectives:

  • Effective sales pipeline management (generating the required ratio of pipeline opportunities in-line with achieving personal target).
  • Hold a clear understanding of the Frost & Sullivan sales process and knowledge of Frost & Sullivan’s cross Business Unit functionality
  • Accumulate and maintain a comprehensive knowledge/understanding of the main industry sectors in which you operate (including market dynamics/forces and an appreciation of the industries operating practices, structure and business functionalities) in order to identify key business opportunities
  • Manage key stakeholders by sector/practice area to ensure expectations are met/exceeded, timelines are heeded
  • Develop excellent quality content
  • Work with a global team of experts to create a powerful customer experience


Experience:

  • A minimum of 5 years of experience in B2B sales in India
  • 1-2 years of experience in consultative sales/Selling Concepts
  • Proven Track Record in Hunting and Farming in India



Qualifications:

  • Excellent verbal and written communication style – business communication
  • Understanding of the evolving sales mechanism and ability to practice the same to help achieve the set objective
  • Able to demonstrate a tenacious, persistent and professional attitude. High influencing skills, with a confident, proactive and methodical approach.
  • Graduate Degree in any discipline
  • Well-organized and detail-oriented
  • Takes ownership to work independently with remote supervision
  • Ability to multi-task and meet tight deadlines
  • Disciplined and adhere to high-quality standards
  • Is a strategic thinker; understands how operational activities are vital in supporting the overall strategy of the business

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