Aug 2012 – May 2015 · 2 yrs 9 mos · Bangalore, Karnataka

• Areas of Operation-Telecom, Media and Publishing, Banking
• In charge of a team of 2 business development executives and 3 customer relationship officers from hiring through to target and KRA allocation, decision on CTC, variable and incentive planning, leadership and motivation, training, performance assessment as well as corrective action where required.
• Responsible for leading the development and implementation of sales strategy, all sales training and activities, as well as building a strong sales pipeline through effective relationship building, account management and lead generation.
• New accounts:
• Continuously engaging with team of BDEs to ensure key business goals are always targeted.
• Design and delivery of sales training, process training and leadership training as per needs assessment.
• Supporting the sales team in lead qualification, presentation, proposals, negotiation and closure
• Identifying and tracking market trends, areas for growth and expansion.
• Responsible for Sales budgets and sales forecasts.
• Monitoring the performance of competitors in the market place.
• Key Accounts:
• Manage a portfolio of key accounts in conjunction with team of CROs.
• Identifying client’s needs, short and long term growth prospects, making business proposals to key customers and being a point of contact for priority customers.
• Communicating customer requirements to all relevant departments.
• Tracking key account metrics, monitoring competitor activity.
• Conducting regular business reviews with key customers, identifying potential areas of growth for customer and engaging in consultative selling.
• Results:
• Increased revenue from 4 crores to 7 crores in one and half years.
• Established a well-trained sales team.
• Implemented a sales process keeping in mind all parts of the sales cycle.
• Awarded for performance in key account development and revenue achievement.

Apr 2011 – Mar 2012 · 11 mos · Chennai, India

• In-charge of the newly set-upTamil Nadu Sales division
• Corporate Sales-Sales Strategy Development and Deployment
• Sales funnel Management and Meeting Annual Sales Targets
• Sales Training delivery.
• Set up of regional sales office in Chennai, Business Development and Brand Building Activities in Tamil Nadu, Development of Business development and Sales team.
• Customer Relationship Management

Jan 2009 – Jul 2010 · 1 yr 6 mos · Houston, Texas

• Collated and compiled business news in the field of biotechnology and pharmaceutical research.
• Worked on Marketing and Advertising campaigns to increase awareness of Synthecon’s technology
• Sales through internet marketing, tele-marketing and direct marketing, social media engagement using Twitter and Facebook, conversational marketing, direct communication through technology presentations at universities, companies and hospitals (institutional sales)
• Website content management, writer and editor of all collaterals including quarterly newsletter circulated to universities and pharmaceutical companies, brochures and press releases.
• Cold calling, lead generation, lead qualification, presentation, generating proposals, negotiation and closure.
• Meeting annual sales targets
• Results:
• Re-vamped the website, as well as co-ordinated an SEO program, thereby increasing number of hits on the website.
• Significantly improved awareness of company and technology through consolidated marketing efforts listed above.
• Achieved 120% of all quarterly sales targets.