BDE/ Sr.BDE- Automotive & Transportation

Frost & Sullivan - Madras, India

Job Description

Frost & Sullivan is seeking experienced Business Development Professionals to join the sales team in Chennai to sell Frost & Sullivan’s research services into global markets.

Objectives:

• To generate revenue and consistently achieve on target performance, by developing/maintaining client relationships and positioning Frost & Sullivan’s services & deliverables.
• Strengthen the Frost & Sullivan brand equity within and beyond the core industry sector.

A Summary of Key Responsibilities:

Client Engagement and New Business Development Activity

1. Conduct client focused business development/networking activities in order to achieve individual revenue targets, in addition to all key performance indicators.
2. Proactively forge relationships with potential Client organizations, to gain a deeper understand of potential business needs
3. Identify and develop new business opportunities in-line with Frost & Sullivan’s services & deliverables
4. Utilizing a consultative telesales approach, generate new business opportunities from within and beyond the core industry.
5. Build relationship to up-sell and cross-sell.

Account Development

6. Ensure all existing business accounts are contacted and qualified with the aim of further developing client
relationships and generating additional revenue streams.
7. Proactively build relationships with existing and potential clients to gain a greater understanding of current/future business needs.

Internal Working Practices and Communication

8. Effective sales pipeline management (generating the required ratio of pipeline opportunities in-line with achieving personal target).


Knowledge and Expertise

9. Hold a clear understanding of the Frost & Sullivan sales process and knowledge of Frost & Sullivan’s cross Business Unit functionality
10. Accumulate and maintain a comprehensive knowledge/understanding of the main industry sectors in which you operate (including market dynamics/forces and an appreciation of the industries operating practices, structure and business functionality) in order to identify key business opportunities

Additional responsibilities include:

• Develop sales strategy, sales forecasts and business plans for growth.
• Develop and maintain Strategic Alliances
• Development of new clients
• Negotiate and close business dealings.
• New business Growth
• Retaining existing customers

Skills

• Excellent verbal and written communication style, with a creative and innovative flair.
• Proven ability to generate ‘on target’ personal sales and report accurate sales/pipeline data when required.
• Able to demonstrate a tenacious, persistent and professional attitude. High influencing skills, with a confident, proactive and methodical approach.

Experience

• Proven business to business services based sales experience, within a professional and fast paced environment.
• A consultative sales approach and an understanding of business to business service sales process/structure.
• Previous experience of generating new business from a telesales process and nurturing existing business relationships.
• Candidates with 1.5- 5yrs of experience in selling into the International market (US/UK) preferred.

About This Company

Frost & Sullivan, a global growth consulting firm founded in 1961, is present across 46 locations globally, with more than 2000 industry analysts and consultants world-wide. With an integrated approach to consulting through technology research, market research, economic research, corporate best practices, training, customer research, competitive intelligence and corporate strategy- Frost & Sullivan is one of the world leaders in this space.

The breadth of our coverage encompasses 35 verticals in different industry segments. Frost & Sullivan’s key focus areas are:
Information & Communication Technology, Chemicals, Materials & Foods, Process Consulting, Healthcare, Industrial Automation & Electronics, Energy & Power Systems, Environment, Building Technologies & Infrastructure, Aerospace & Defense, Metals & Mining, and Automotive & Transportation.