Associate Director, Customer Engagement

About the Team

Strengthen the Frost & Sullivan brand equity within and beyond the core industry sector and the assigned territory / account book. o generate revenue and consistently achieve assigned targets, by developing/maintaining client relationships and positioning Frost & Sullivan’s products and services as deemed fit.

Overview

Contact existing & potential new clients within existing & new accounts, examine industry specific needs within a specified geographic region, introduce new clients to Frost & Sullivan services & capabilities. Maintain relationships with existing clients to better meet their needs.  Generate Frost & Sullivan Growth Pipeline as a Service revenues primarily through Key Account development. 

 

This role has been developed in accordance with our hiring plan for the upcoming year. Upon selection, the anticipated start date for the successful candidate is February 2024 and onwards.

 

Responsibilities

1. Client Engagement and New Business Development Activity

• Conduct client focused business development/networking activities in order to achieve individual revenue targets, in addition to all key performance indicators.
• Proactively forge relationships with potential Client organizations, to gain a deeper understanding of potential business needs.
• Identify and develop new business opportunities in-line with Frost & Sullivan’s services & deliverables.
• Utilizing a consultative sales approach, generate new business opportunities from within and beyond the core industry on your assigned territory.
• Build relationship to up-sell and cross-sell.

 

2.Account Development:

• Ensure all existing business accounts are contacted and qualified with the aim of further maximize revenue.
• Proactively build relationships with existing and potential clients to gain a greater understanding of current/future business needs.
• Develop account plans for Key accounts and for specific initiatives of the organization for follow through.

 

3. Expectation to meet the job objectives:

• Effective sales pipeline management (generating the required ratio of pipeline opportunities in-line with achieving personal target).
• Hold a clear understanding of the Frost & Sullivan sales process and knowledge of Frost & Sullivan’s cross Business Unit functionality.
• Accumulate and maintain a comprehensive knowledge/understanding of the main industry sectors in which you operate (including market dynamics/forces and an appreciation of the industries operating practices, structure and business functionalities) in order to identify key business opportunities.

Qualifications

Skills

• Excellent verbal and written communication style – business communication.
• Understanding of the evolving sales mechanism and ability to practice the same to help achieve the set objective.
• Able to demonstrate a tenacious, persistent and professional attitude. High influencing skills, with a confident, proactive and methodical approach.

Experience:

• Atleast 5 years of experience in a selling environment in India from a B2B perspective.
• Proven experience in selling concepts / Services in a B2B environment.
• Understanding of the consultative sales approach with an hands on experience in doing the same.
• Previous experience in a hunting and farming role in India along with consistent track record.

 

Qualification

• Graduate with a Post graduation in any discipline with a flair for selling and having business acumen skills

What will make you succeed at Frost & Sullivan?

You need to be-

• Wildly curious and entrepreneurial
• Committed to customer success
• A self-starter invested in your future
• A persuasive communicator
• Deeply Analytical
• Excited about Disruptive Trends

Benefits

• Competitive base salary plus bonus opportunity.
• Frost Flex Policy.
• Attractive Medical and Accident insurance.
• Regional travel opportunities.
• A friendly open environment with a diverse and international operational focus.
• A definite career path with numerous growth opportunities.
• You will be part of a winning, global team that fosters teamwork and an Olympic spirit while enhancing your communication and people skills.
• Encouragement to develop your intellectual curiosity and will be provided the ability to collaborate across all levels of the company across the globe.
• Global awards & recognition opportunities & awards - President Club & Chairman Club Awards
• “Best in class" global team that strives for excellence.
• Matrix structure with high visibility to top leadership
• Growth Coaching University Certification.