MarketsandMarkets - Vice President - Sales - Outbound

Company Name: MarketsandMarkets

Industry/ Sector: Research and Consulting Company Website: www.marketsandmarkets.com

Job Location: Pune

Service Agreement: The candidate is required to sign a service agreement of twelve months from the date of joining.

VP Sales (outbound/Accounts):

Background :

We have fairly well established inbound practice (transactional sales) which has added almost all fortune companies as clients. Last year, we started with outbound sales activities, which heavily focused on account centric sales (strategic selling). However so far the success achieved in only 20% of the targeted goals. We need VP Sales with significant account centric sales approach, can help us win significant wallet share of clients, position mnm as a preferred market research and consulting firm world wide and build sustainable relationship and revenue channels globally. Our almost all sales is international with US and Europe nearly contributing 40%. We have developed an IP in the field of market research which offers real time platform based market and competitive intelligence and has connected more than 200,000 markets worldwide. The outbound team consist of approximately 50 people as on date with human capital coming from IIM-A, B, XLRI, Insead, etc.

- Spearhead entire account centric sales team including multiple AVPs,strategic growth managers, international account managers, SBDES and BDEs.

- Implement best practices, mentor and multiply efficiency (by factor of 3 to 4 times) to realize strategic and financial goals.

- Position MnM worldwide as a preferred Market Research and Consulting Firm.

- Prepare - account level plan which is so intuitive that it can identify sales pockets/opportunities with each accounts prior to hard pitch.

- Enable execution of the account plan to improve ARA (Average Revenue per Accounts).

- Significantly focus on Upsell/cross sell /repeat sales from the clients.

- Work in tandem with Global VP sales, VP Sales (inbound) and other practice heads to drive in synergy and improve overall efficiency.

Previous Experience:

- Any similar success stories of working more than 8 to 12 years in a single company taking it to the next level. Overall experience 18 years +.

Desired Experience:

- Has hands on experience of building similar account centric sales practice in previous assignments. Has handled over US$50 million of revenues targets. Has handled a fairly large team.