Job Description
Responsibilities
1) 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
2) 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
3) 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)
4) 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