About the Team

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

Uncover potential new Frost & Sullivan clients using heavy proactive customer engagement activity. Determine the client's needs using Consultative Customer Engagement model, Growth Pipeline Dialogs & empathetic listening. Offer products & services which best match the clients’ needs & use all resources available to close the 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)

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
• 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

Qualifications

Experience:

• 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

 

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.
• Frost Flex Policy.
• 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.