Experience
8+ years of successful sales experience and a proven track record of driving business for consulting /Advisory/ Value selling solutions. 4+ years’ experience out of overall experience in Education/ Technology/ Training sales to B2B clients
1. Responsible for ensuring that the relationship with the entire set of named customers/prospects is measured, managed, and developed positively over time.
2. Responsible to identify new prospects and grow them into new customers in the geographic zone.
3. Individual contributor role
Main KRA’s-
1. Order book - exceed sales targets
2. Revenue
3. Collections
4. Proposal submission target
5. Prepare to cost & meet defined Gross Margins (EBITDA)
Roles & Responsibilities
- Build order book - Exceed monthly order book targets (Achieve Top Line)
- Meet senior people in client organization i.e., Function heads (Sales & Service), HR head, L&D head
- Account mapping and identifying decision-makers
- Identify engagement opportunities across the client business
- Be able to deeply assess and understand customer needs and create customized solutions through an effectively articulated value proposition statement enabling customer’s business improvement. Develop customized learning solutions as per the problem statement defined by the client - create compelling presentations
- Conduct presentations to senior management at the client site
- Conduct multiple Negotiations with the pocs at client and ensure proper contracting
- Working close with the delivery team for a seamless execution
- Customer Relationship Management
- Network in the account and seek referrals
- Responsible for all collections, and account reconciliation in close support of our finance team
Ideal Candidate Profile (Skills & Competencies)
- Preferably-MBA
- Domain knowledge of L&D products and solution
- Proven new business development skills within an industry
- Proven experience in managing and negotiating large, complex business development initiatives from start to finish
- Basic finance knowledge in terms of preparing cost sheets.
- Ability to build customized solutions and learning frameworks that deliver tangible value to the marketplace
- Engaging with senior management and having sound functional knowledge of Sales and Service functions in a direct and channel set up
- Have a consultative skills- act like a consultant/advisor to client’s business
- Effective communication & interpersonal skills, including coordinating with support functions like finance , legal etc
- Ability to track and understand competitive activity relevant to industry sector
- Good presentation skills
- Strong analytical and problem-solving skills
- Ability to self-manage and prioritize workload
- Networking Skills
All your information will be kept confidential according to EEO guidelines.
