Business Development Manager
April 2007 – March 2008: Business Development Manager – Middle East Market
January 2007 – March 2007: Sales Manager – North American & European Market
May 2005 – December 2006: Team Leader – North American & European Market
May 2004 – May 2005: Account Executive – Technical Insights – North American Market
Sales: Frost & Sullivan’s product portfolio, which includes Growth Partnership Services (Annual renewable programs), Consulting Contracts, Strategic Growth Workshops, White Papers, ad hoc reports, subscriptions and all additional value added services.
Business Development: Develop a good working relationship with key decision makers (C-level contacts). Educate/Demonstrate how we can assist them in their strategic planning and Market development activities of their organizations. Generate new opportunities via various channels i.e. Internet, news media, referral, conference etc.
Consulting: Responsible for managing RFP/RFI’s from clients and drafting consulting proposals in conjunction with the Market/Technology Consultant. Manage the complete pre and post sales activities in the consulting cycle. Assume thorough responsibility for the business development & sales of defined verticals in the region.
Client Acquisition: Build up clientele and do business development over phone and Internet. Developed delighted prospects from tier-1 accounts with revenues mostly over multi-billion dollars. Maintained a retention rate of 80% to 100% within my assigned territory. Identify growth potential within the same accounts and cross sell to all appropriate departments.
Territory and Business Pipeline Management: Build a strong business pipeline to ensure consistent flow of revenue from the territory.
Management: As a Manager and Senior Member in the Chennai Business Development Team, helped the team to create sales strategies through interactive sessions and war rooms. Forecast new business and renewal of existing business on a monthly basis with a +/- 10% accuracy rate. Motivated the team to achieve monthly and yearly target with a consistent performance and growth.