Job Title - Business Development - Executive

Job Family : Sales & Marketing Operations

Level : Sr. BDE

Location : Bangalore

Grade : Division IT Services

Department : Sales & Marketing Reporting to VP Sales & Marketing, IT Services

Job Description

Role Summary :

- Support sales and marketing team in implementing the sales strategies, creating value propositions and with various operational activities required to achieve sales goals

Responsibilities :

Email Marketing :

- Understands the business objectives of marketing activities and undertakes the most appropriate email marketing activity in a planned manner

- Works with other teams to devise creative and innovative email marketing campaigns in line with the overall digital marketing campaign

- Uses database segmentation and targeting as effectively as possible

- Ensures reporting and optimization for ongoing improvement across all email marketing campaigns and processes

- Tracks the success of email marketing activity through analytics and benchmarking and provides detailed reports to managers

- Work with other experts within the team to ensure the smooth running of all elements of campaigns

- Keeps up to date with all the latest internet trends including integration of email marketing with social media

CRM/Lead Generation :

- Identifies opportunities, produces leads and books appointments for the sales team with the emphasis on high quality leads

- Develops creative pitches and propositions aimed at specific customers

- Proactively follows up leads generated and takes initiative to identify and follow up opportunities with companies who are not already on the database

- Updates CRM database after each call and manages the database to a high degree of accuracy to ensure targeted marketing activity can take place

- Strives to achieve call conversion success by following up leads by phone

- Works closely with the marketing team in client research to achieve sales objectives

- Maintains status and evaluation reports and provides input to reviews and future recommendations for marketing

- Attends meetings with Managers to update information and discuss any issues

- Liaises effectively with all departments to ensure customer requirements are met

- Contributes to the team performance by sharing and implementing best practices

PreSales :

- Ensure leads are tracked, followed and closed in a planned manner

- Work with delivery teams in defining and executing proof of concepts/ prototype engagements

- Work with HR/ delivery to communicate resource requirement of prospects

Research :

- Research and keep the current list of prospects and customers updated in CRM

- Research on various events, conferences to help planning and participation decisions

- Research on new leads and organisation profiles, in preparation for sales calls

Content Development :

- Work with delivery and build case studies after each project completion

- Work with current customers/ delivery to build value proposition documents

- Review and maintain the current website content

- Develop/ maintain standard documents needed during sales process such as NDA, MSA, SOW, etc.

- Help review/build resumes for customer review

- Develop maintain short/ long presentation decks

Critical Success Factors for the role :

- Ability to Design and execute 12-15 marketing campaigns per year

- Ability to setup a process to track and report the outcomes of each marketing campaign

- Generates 25-30 qualified leads per year through a mix of email marketing and conferences

- Ability to guide inside sales to generate 80-100 prospect meetings per year

Entry Requirements :

Qualification : BE and MBA, with Sales or Marketing

Span of Experience : 3-8 years

Key Behavioural Skills :

- Very Good verbal and written communications skills

- Strong listening and presentation skills

- Ability to multi-task, prioritise, and manage time effectively

- Should be self-motivated with high energy levels

- Methodical and systematic approach

- Patience and persistence in follow-up with lead, marketing, sales and delivery teams

- Ability to innovate and improvise in reaching out to prospects

- Clarity of thought and expression

Key Technical Skills :

- Proficient with phone presence

- Proficient with corporate productivity and web presentation tools

- Experience working with Salesforce.com or similar CRM

- Expertise building presentation and proposals

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