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Business Development Manager - 240099 : IN60

Description

Job Summary: 
The primary function of this position will be to work with corporations with the overall purpose of generating sales revenues. The person in this position will be contributing directly to the Area Manager's and Dealer’s revenue goal within the assigned territories of India, Bangladesh, and Sri Lanka. He or she will also provide sales support to both corporate and academic dealers. He or she will be evaluated primarily by the number of sales closed and secondarily by the number of identified opportunities, number of meetings set up, number of presentations and the number of successful trials for IEEE products including the sales support activities completed for the dealers.  The person should reflect the highest level of ethical standards and professionalism in compliance with the letter of the Law and well as continue to seek adherence to its spirit as well.
 The role typically reports to the International Area Manager and functions as an individual contributor. This position requires some supervision.
 The person in the role should ensure.
 Essential Functions of this position include but are not limited to:
 Business Development 

• Represent IEEE products and services using comprehensive knowledge as well as prospect research to explain how IEEE solutions meet customer needs.
• Generates leads, builds relationships in identified potential accounts and meets the sales quota.
• Utilizes salesforce.com, Identifies point of contacts (“POCs”), Cold Calls prospects and runs campaigns to generate new sales opportunities using LinkedIn sales navigator, sales engagement platforms like SalesLoft, ZoomInfo etc.
• Develop and maintain a pipeline of qualified opportunities and engage the International Area Manager and Dealers in the next steps.
•  Identifies decision-makers within the targeted accounts and helps to penetrate the targeted accounts.
• Set up meetings, and deliver presentations, product/service demonstrations, and other business development actions.
• Assists in creating RFP responses, proposals, quote approvals and letters to potential clients and dealers.
•  Makes outbound follow-up calls to existing clients via telephone and email cross-sell and up-sell including follow-up on outstanding payments and licenses.
• Emphasizes product/service features and benefits, quote prices, discuss terms, and prepare sales order forms and/or reports.
• Supports dealers in growing IEEE revenues within the assigned territory.
• Collaborates with appropriate team members and dealers to determine necessary strategic business development approaches. Coordinate various business development projects to assist in all steps of new/renewal orders.
• Handles inbound, unsolicited prospect calls, manages all incoming leads within the territory and ensures that dealers are following up on all leads and updating lead status in SFDC.
• Interfaces and collaborates with Marketing and customer operations teams as and when required.
• Assists with retrieving sales forecasts and coordinating monthly sales forecasting process.
• Works with Area Managers to identify key renewal accounts and renewals at risk and works with Academic and Corporate Marketing and Client Services to help secure renewals.
• Appropriately communicates brand identity and corporate position.
• Reports on a weekly, Monthly, and quarterly basis on the sales revenues and activities.

Customer Relationship Management:

• Establishes and maintains current client and potential client relationships to ensure renewal of installed base.
• Identifies and resolves client concerns.
• Coordinate and encourage customer training with Client Services Managers

Marketing Efforts

• Maintains and expands the company’s database of prospects and keeps Salesforce.com up to date.
• Participates in marketing events such as seminars, trade shows and other events as required.
• Works with the AM to develop dealer marketing plans.
• Create member/author outreach campaigns.
• Designs marketing campaigns for target markets

Sales Operations/Administration

• Updates all sales activities (leads, accounts, opportunities etc.) in Salesforce regularly.
• Prepares a variety of status reports as required by the International Area manager.
• Utilizes IEEE in-house reporting tools and business systems to gather information on customers.
• Updates contacts, duplicate accounts, and corporate hierarchies in Sales Force.Com (SFDC)
• Runs usage statistics reports and monitors low usage accounts, and denials and monitors Enterprise customers running out of downloads.
• Provides Admin Support to the Marketing, Sales, & Design (“MSD”) team in India
• Provide operational support to IEEE Client Service Managers as required.

Qualifications

Education

• Master of Business Administration with specialization in Business and Marketing

Work Experience

• Minimum 10 years of successful and documentable experience in a revenue-generating position in Inside Sales or Business Development
• Demonstrated Social Selling skills using LinkedIn and other Online tools.

Skills and Requirements

• Strong and demonstrated skills in written and oral communication, Presentations; Interpersonal interactions; Financial and market information analysis; and Ability to work well independently and in team environments.
• He or she must be a technologically savvy knowledge worker who seeks out technology solutions to business challenges. We require a strong facility with off-the-shelf word processing, spreadsheet, e-mail and CRM Software packages like Salesforce and other sales engagement platforms like LinkedIn Sales Navigator, SalesLoft, ZoomInfo etc.
• Good presentation skills to audiences of up to 30 people.  Must be able to make a presentation in person and via online meeting tools. Territory reviews (in person) to the Sales and Marketing department and managers as required.
• Spoken skills. He or she must be fluent in English and have a strong command of English grammar and syntax. He or she will communicate with and ensure effective communication among clients, vendors, and staff. Business fluency in other Indian languages will be looked upon favorably.
• Good communication and interpersonal skills are essential to meeting the objectives of this position. The individual must be able to work with Clients and staff at all levels to provide information, reach consensus, and meet clearly defined objectives.
• Solve customer problems. Devise sales and marketing strategies to increase sales. Need to handle and prioritize numerous tasks. Evaluating new business opportunities. Optimizing business within existing business rules and systems.

Other Requirements:
As defined in IEEE Policies, individuals currently serving on an IEEE board or committee are not eligible to apply.

IEEE is an EEO/AAP Employer/Protected Veteran/Disabled 
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Disclaimer: This job description is proprietary to IEEE. It outlines the general nature and key features performed by various positions that share the same job classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties and qualifications required of all employees assigned to the job. Nothing in this job description restricts management’s right to assign or re-assign duties to this job at any time due to reasonable accommodations or other business reasons.

Job : Sales

Primary Location : India-Karnataka-Bengaluru

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Schedule : Full-time

Job Type : Regular

Job Posting : Apr 7, 2024, 11:16:53 PM