Associate Director, Customer Engagement
Location
Mumbai | India
Job description
Strengthen the Frost & Sullivan brand equity within and beyond the core industry sector and the assigned territory / account book. o generate revenue and consistently achieve assigned targets, by developing/maintaining client relationships and positioning Frost & Sullivan's products and services as deemed fit.
Overview Contact existing & potential new clients within existing & new accounts, examine industry specific needs within a specified geographic region, introduce new clients to Frost & Sullivan services & capabilities. Maintain relationships with existing clients to better meet their needs. Generate Frost & Sullivan Growth Pipeline as a Service revenues primarily through Key Account development.
( The definitive position title and internal corporate level will be established through a sequence of interviews and assessments )
Responsibilities - 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
Skills 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.
Experience - Atleast 5 years of experience in a selling environment in India from a B2B perspective
- Proven experience in selling concepts / Services in a B2B environment
- Understanding of the consultative sales approach with an hands on experience in doing the same.
- Previous experience in a hunting and farming role in India along with consistent track record.
Qualification - Graduate with a Post graduation in any discipline with a flair for selling and having business acumen skills
What will make you succeed at Frost & Sullivan You need to be- - Wildly curious and entrepreneurial
- Committed to customer success
- A self-starter invested in your future
- A persuasive communicator
- Deeply Analytical
- Excited about Disruptive Trends
Benefits - Competitive base salary plus bonus opportunity.
- Attractive Medical and Accident insurance.
- Regional travel opportunities.
- A friendly open environment with a diverse and international operational focus.
- A definite career path with numerous growth opportunities.
- You will be part of a winning, global team that fosters teamwork and an Olympic spirit while enhancing your communication and people skills.
- Encouragement to develop your intellectual curiosity and will be provided the ability to collaborate across all levels of the company across the globe.
- Global awards & recognition opportunities & awards - President Club & Chairman Club Awards
- 'Best in class global team that strives for excellence.
- Matrix structure with high visibility to top leadership
- Growth Coaching University Certification.
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