Sales Specialist CB&I and B&M

Responsibilities

• What to Sell?
• Accountable for CB&I portfolio, especially - Consumer studies including U&A, segmentation and shopper studies + Syndication, which are core to CB&I.
• Commercial ownership of the above solutions / study types
• Close partnership with India Vertical leaders in defining the outreach for the above and APAC CB&I Practice leader (specific consumer + syndication focus)
• Identify the solutions / study types with the highest revenue opportunity
• Ensure India needs are met in product development & marketing roadmap
• Provide India teams visibility to product plans and timelines
• Providing the necessary training to the commercial team to enable strong client engagement across U&A, Segmentation, Shopper studies and custom work.
• Accountable for Revenue growth and penetration increase of these solutions
• How to Sell?
• Build a strong India community around these solutions' portfolio:
• A community that is formed with Sales & Delivery teams
• Cross industry and client's opportunities / Best practice sharing
• Create and maintain central Knowledge Management drives to enable the community
• Build and execute the Go to Market plans for CB&I Practice solutions under remit:
• Campaign calendar (including client roadshows / outreach) & content
• Commercial Decks / Proposal Decks
• One pagers, Pitch decks , Battle cards
• Demo Scripts
• Create and coordinate TL, Webinars and Industry Events (with Inside Sales support)
• Product kit adaptation to India: Rate cards, Commercial Policies and Discounts, Communication kit (one-pagers, detailed product presentation, etc).
• Ensure that India Sales teams are enabled with best-in-class training materials:
• Ensure sales decks & 'pitch perfect' examples are available
• Develop automated gift of content (in partnership with Inside Sales)
• Execute and coordinate the training plan
• Connect with Sales and Practice teams in other countries to identify opportunities to apply in India
• How to Operate?
• This is an individual contributor role and reports to India CB&I & B&M Practice leader supporting India. Additionally, the role requires working on regional pitches and supporting EEMEA countries
• The role requires Strong alignment with Vertical leaders in India and Regional Practice leader
• Connect with Vertical leaders in India to define prioritizations (if necessary), clients to focus upon, new logos to pitch and critical pitches to lead and lend support on
• Accountable for new product activation
• Be directly involved in sales pitches & keep a close touch with clients:
• Lead / heavy support to major RFPs
• Proposal writing for inbound briefs and supporting the Vertical sellers
• Continuous support to India sales teams in the definition of the best solution for client specific needs - Where to pitch what and how
• Identify white space in the portfolio / unmet client needs and seek partner / acquisition programs to meet those needs (where we will not build)
• Financial Management
• Achieve key financial metrics: revenue, profitability, adequate pipeline coverage as well as other related business development objectives
• Understand the company's financial guidelines such as forecast and pipeline management
• Monitor the actual financial performance against budget/forecast and ensure the implementation of actions that will lead to the achievement of the targets
• Master's degree or a Diploma in Marketing
• Minimum 10-12 years' experience in the Marketing, Customized Research industry
• Prior working experience on Shoppers, Segmentation and U&A studies is a must
• Has knowledge of research techniques and methodologies
• Has strong analytical skills and business commercial acumen
• English level: advanced oral and written
• High Negotiation, Problem Solving & Communications Skills
• Teamwork: Ability to work with others on tasks and activities without necessarily being the leader
• Influence skills, good level of relationship / networking, internal and external
• Self-starter with solid organizational and planning skills
• High level of energy, motivation, drive, enthusiasm, initiative, commitment and professionalism.

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