Stellarix - AVP - Business Development - Intellectual Property Research Services

Designation : AVP - Business Development

Division : Sales & Business Development

Department : Intellectual Property Research (IPR)

Industry : Knowledge Process Outsourcing (KPO)/ Research/ Analytics

Reporting Manager : Chief Executive Officer (CEO)

Job Location : Jaipur, India

Role :

- Identify and develop new clients in domestic and international (US/UK and other countries) market. Managing all sales and marketing activities of Intellectual Property Research (IPR) services, leading to acquisition of clients and establishing/ maintaining relationships at all levels. Oversee product/ services demand or monitor trends that indicate the need for design of new products in Life Sciences & Engineering.

Competencies/ Skill Set :

People Skills : Coaching, Team Management, Communication, Interpersonal, MBO, Conflict Management, Prioritization.

Process Management : Planning, Organizing & Monitoring, Result Orientation & Analytics, SOP Formulation.

Change Management : Flexibility, Criticism, Culture Building.

Business Acumen : SWOT (Strength, Weakness, Opportunity, Strength), Customer Service & Retention, Cost Optimization.

Key Deliverables/ Responsibilities :

Sales and Marketing :

- Acquisition of new accounts, building pipeline, revenue generation from domestic and global markets (preferred US/ UK/ Europe)

- Formulate and implement short and long term sales and marketing strategies/ plans for achieving the sales targets of research services.

- Lead from front on strategic sales and marketing planning and trade planning by analyzing business, service, competitors and market situations.

- Prospect mapping, pipeline mapping, proposals in line with customer requirement, preparation of reports, cost analysis, negotiations and finally closure of deal.

- Attend business meetings regularly to understand client's requirement and provide best solutions within available resources.

- Interact and maintain relationships with existing clients to enable cross-selling and up-selling activities.

- Perform analysis and recommend appropriate strategic decisions to Top management.

- Plan, Organize, Implement and Control all marketing functions such as new product/ service launch plan, set up pricing according to price structure, develop and implement promotional activity.

Key Accounts Management & Relationship Building :

- Network and develop market intelligence to get new leads for achieving sales targets.

- Build and develop strong contacts within the sector, and continuously fosters and strengthen the existing relationship for incremental sales.

- Create a customer service culture within the team, always putting the customer needs first.

- Ensure continuous interaction with the customer to make sure that areas of concerns can be worked upon for improved service levels.

Project Acquisition & On-time Deliverance :

- Develop a strong sales pipeline (pipeline management) with regular and effective management. Build a pipeline with reasonable timelines and continually manage it and follow through with individual prospects, and delivering successful sales.

- Deal Management - Close deals as per pipeline and forecast sales as per agreed time commitments.

- Measure success against competition and where forecast deals are unsuccessful, understand and gain market information (GAP Analysis) as to why a deal is lost.

- Co-ordinate with the technical/ operations team in terms of project details, queries and for on-time and qualitative deliverance of the project.

Team Management & Leadership :

- Lead, communicate and define quantifiable goals and targets for the team members on the basis of sales target and individual experience and capability.

- Lead and regular monitoring the performance of the team to ensure efficiency in achieving individual and team targets.

- Assess division's resourcing requirement, identify new hires and make recommendations to the Business Head/ CEO.

- Cultivate a cohesive, creative, and comfortable working environment, mediating any interpersonal issues within the team.

- Ensure that all members understand the team's objectives and work together to achieve it. Constant monitoring to ensure that everyone is working towards the same goal.

Education/ Desired Profile :

- Post Graduate in management or MBA/ PGDBA (Marketing/ International Business) from a reputed College/ University and 5+ years of Sales and Business Development experience in IP Research / Data Analytics Company/ Similar service industry

- Exposure of working within a multi-cultural environment for acquisition of domestic and international clients.

- Must have traveled across geographies for accruing new accounts.

- Capable of understanding the client brief, formulating an outcome and ensure delivery of the same.

- Excellent knowledge of Excel and Power point presentations. Well versed in data analytics and insights presentation.

- Acts with honor and character - A person of high integrity who is direct and truthful but at the same time can keep confidences.

- Self-motivated, flexible, confident, and enthusiastic and work independently to coach, train and lead the team forward.

- This job description in no way states or implies that these are the only duties to be performed. You will be expected to follow any other job-related instructions and to perform other job-related duties as requested by your Reporting Manager/ Department Head/ Management.