Lead - Business Development - IT

Business Development:

- Oversees, maintains, and helps the dealers in growing IEEE revenues within assigned territory

- Develops opportunities by researching and identifying potential accounts.

- Identifies point of contacts (POC's) at prospect accounts, Cold Call prospects and pitch IEEE Products and setup meetings for Area Managers or Dealer Sales reps

- Identifies decision makers within the targeted accounts and help the dealers to penetrate the targeted accounts

- Creates and delivers qualified opportunities to the dealers and ensure follow-up by dealers with calls-to-action, dates, complete profile information etc.

- Sets ups and delivers presentations, product/service demonstrations, and other business development actions

- Assists in creating RFP responses, proposals, letters to potential clients and dealers

- Makes outbound follow-up calls to existing clients via telephone and email cross-sell and up-sell including follow up on outstanding payments and licenses.

- Emphasizes product/service features and benefits, quote prices, discuss terms, and prepare sales order forms and/or reports

- Collaborates with appropriate team members and dealers to determine necessary strategic business development approaches. Coordinate various business development projects to assist in all steps of new/renewal orders

- Handles inbound, unsolicited prospect calls, manage all incoming leads within territory and ensure that dealers are following up on all leads and updating lead status in SFDC

- Interfaces and collaborates with Marketing and customer operations team as and when required

- Assists with retrieving sales forecasts and coordinate monthly sales forecasting process

- Works with Area Managers to identify key renewal accounts and renewals at risk and work with Academic and Corporate Marketing and Client services to help secure renewals

- Appropriately communicates brand identity and corporate position

Customer Relationship Management:

- Establishes and maintains current client and potential client relationships to ensure renewal of installed base

- Identifies and resolves client concerns

- Coordinates and encourages customer training with Client Services

Marketing Efforts:

- Maintains and expands the companys database of prospects and keep Salesforce.com up to date

- Participates in marketing events such as seminars, trade shows and other events as required

- Works with the AM to develop dealer marketing plans

- Create member/author outreach campaigns

- Designs marketing campaigns for target markets.

Sales Operations/Administration:

- Updates all sales activities (leads, accounts, opportunities etc) in Salesforce regularly

- Prepares a variety of status reports as required by the International Area manager.

- Utilizes IEEE in-house reporting tools and business systems to gather information on customers

- Updates contacts, duplicate accounts and corporate hierarchies in Sales Force.Com (SFDC)

- Runs usage statistics reports and monitor low usage accounts, denials and monitor Enterprise customers running out of downloads

- Provides Admin Support to the Marketing, Sales, & Design (MSD) team in India

- Provides operational supports to IEEE Client Service Managers as required

Education and Experience:

- Masters degree preferably in Marketing, Business or Engineering

- Minimum 5+ years successful and documentable experience in a revenue generating position in sales or marketing preferred.

Skills & Other Requirements:

- Strong skills in communication, project management, business operations and time management

- Must be technologically savvy knowledge worker who seeks out technology solutions to business challenges

- Specific technology knowledge and experience needed to product desired outcomes include: PC skills particularly with Microsoft Word, PowerPoint, Excel, CRM software

- Good presentation skills to audiences of up to 30 people. Must be able to make a presentation in person and via webex. Territory reviews (in person) to the Sales and Marketing department and managers as required

- Business fluency in other Indian languages will be looked upon favorably