Blog Details

  • | 15 February 2021

Business Consultant

LOB : Corporate Sales – Global Accounts

Work Location : Mumbai, Delhi, Bengaluru (open to other locations if individual has demonstrated  capability for virtual selling & building large remote relationships)

Role

  • ∙ Independent role, to hunt new accounts and build long term profitable  relationships.
  • Reporting directly to the CMD

Qualification : Graduate with 5 years of successful Experience in B2B Sales, especially in the HR or  Consulting domain

Job Overview

  • Providing people development solutions to the corporate sector
  • Independently consult and offer bespoke training pathways
  • Understand client needs, interpret the competency development requirement and tailor training solutions from the vast product suite
  • Master the vast product and services suite available for optimum solution development
  • Build own client portfolio – acquiring new accounts as well as sales growth through customer retention
  • Build and grow long-lasting, mutually beneficial relationships with clients – key account management
  • Ability to develop and close single opportunities of INR 50 lacs and above – large account selling
  • Be externally aware, understand the people trends and implications for various industry sectors
  • This is a largely independent field sales role for a sales executive with a high degree of business understanding
  • The incumbent is expected to have similar capabilities as above and is expected to expand existing client relationships into global accounts.
  • The role requires growing clients with mutli-national presence.
  • Leveraging the existing client relationships to map their international offices. Develop and execute an account strategy to grow the client relationship across multiple countries.
  • The candidate must have a global mindset and culturally oriented for international selling.
  • This role requires prior experience in international sales/consulting.

Responsibilities

  • Achieve aggressive corporate sales targets annually through a focus on winning new clients through cold calling and relationship nurturing
  • Consult with midsized to large companies and present training and OD solutions to key decision makers to grow revenue
  • Build and manage an active sales funnel with at least 50 accounts at various stages
  • Post onboarding demonstrate diligence and expertise to position in-person, online and blended training products, assessments and HR solutions.
  • Demonstrate sophisticated skills in sales dialogue with customers and prospects to assess needs recommend solutions and close sales.
  • Leverage social media to prospect and build client connections.
  • Ensure the project economics are maintained and negotiate value pricing
  • Propose diagnostics and other assessments of client need, to determine the root causes of their inability to achieve desired business outcomes.
  • Prescribe, design and implement strategic interventions using the full range of product and services portfolio.
  • Write and project manage effective business proposals and projects
  • Co-ordinate with internal delivery teams to offer clients appropriate tailored solutions
  • Network within the industry, community, business, and customers to stay current on issues impacting customers

Attributes & Competencies

  • Basic HR Understanding; people issues and how people contribute to business- (gained through experience or education)
  • Business Acumen
  • Ability to create a Sales Strategy and a Plan for creating Sales Target & Forecasting Plan
  • Negotiations
  • Quantitative Skills (Ability to read, analyse and interpret data)
  • Goal Orientation
  • Achievement Orientation
  • Versatility- Ability to absorb, embrace and implement new products and strategies
  • Persuasive Communication
  • Discipline & rigour
  • Relationship orientation
  • Executive/ Brand Presence
  • Intellectual Depth (Drive for research and knowledge)
  • Excel Skills
  • External Awareness
  • PowerPoint Skills
  • Marketing Acumen
  • Social Media Presence and Savvy
  • Networking Skills
  • Impatient / Sense of Urgency
  • Self-Belief
  • Resilience
  • Initiative / Proactive
  • Fearlessness and Courage