MarketsandMarkets - VP - International Sales & Consulting

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 worldwide and build sustainable relationship and revenue channels globally. Our almost all sales are 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 consists of approximately 50 people as on date with human capital coming from IIM-A, B, XLRI, Instead, 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.

- Reporting into CEO

Desired Profile :

- Minimum 15 years of experience in market research and consulting with a vertical focus.

- Require people with excellent thought process, Number crunching, Go-getting attitude, and Business acumen to See Dollars and Show Dollars.

- The job profile involves practicing market research and advisory service for CXOs of billion dollar companies globally.

- This profile demands strong business acumen and go-getting attitude to quickly understand the market dynamics, use both applied and lateral thinking.

Desirable Key Skills :

- Market research, analytics, Competitive Intelligence, market forecast, syndicated report, corporate strategy, Project Management/Planning.