Adrian Dsouza
Mumbai
Summary
Results-driven Sales Executive recognized for cultivating robust client relationships and spearheading impactful sales campaigns. Demonstrates strong capabilities in market analysis, driving revenue growth, and enhancing customer service. Proven success in leading account management teams to achieve strategic business objectives through effective cross-departmental coordination.
Overview
8
8
years of professional experience
1
1
Certification
Work History
Sr. Busines Development
WebEngage
Mumbai
07.2023 - Current
- Surpassed pipeline target by 60%, consistently exceeding performance benchmarks, and contributing to a 20% increase in overall team revenue.
- Earned the Always 101 Award for achieving 100%+ of quota targets for 12 consecutive months, and was recognized for being the most dependable team member.
- Increased client acquisition rate by 15% in the MEA region, driving significant expansion of the client base, and a 10% increase in regional revenue.
- Built and maintained relationships with over 50 prospective and existing clients, resulting in a 30% increase in repeat business and referrals.
- Onboarded major enterprise clients like GMG and opened doors in major accounts like Lals Group, Brands for Less, and Apparel Group
- Delivered sales presentations, leveraging deep product knowledge to drive a 25% increase in conversion rates.
- Developed and implemented the TAAW plan, aligning cross-functional teams, and enhancing lead qualification processes, which led to a 40% increase in high-quality pipeline generation.
- Trained and mentored over 5 junior team members, improving communication strategies and sales effectiveness, resulting in a 10% improvement in overall team performance.
- Conducted market analysis across five key markets, identifying emerging trends and actionable business opportunities, contributing to a 7% growth in market share.
Account Executive
VWO
New Delhi
01.2022 - 04.2023
- Consistently maintained a high close rate by effectively presenting tailored solutions and proactively addressing client objections, resulting in a significant increase in deal closure.
- Led strategic account initiatives that strengthened the sales pipeline, optimized targeting efforts, and improved conversion rates by 30%.
- Secured marquee clients across Europe, including Suzuki UK, Libertex, and Printify, significantly enhancing the company’s portfolio, and expanding the market presence.
- Applied consultative selling techniques to deeply understand client pain points and present customized solutions, leading to a 45% increase in close rates, and more successful sales outcomes.
- Developed personalized sales decks aligned with each customer’s industry and unique pain points, improving engagement and conversion during client presentations.
- Achieved the highest sales record for the first two quarters by implementing a lean, efficient sales model that reduced cycle time, and maximized deal velocity.
- Ensured meticulous CRM hygiene to track client interactions and monitor sales progress, improving forecasting accuracy by 75%, and enabling more precise pipeline management.
Sr. Executive Publisher Development
Zedo
Mumbai
09.2020 - 10.2021
- Conducted in-depth market research to identify and assess potential business opportunities in both new and existing markets, contributing to a 25% expansion in market share.
- Fostered a high-performance professional environment, establishing clear standards and expectations for both internal teams and external stakeholders, which improved cross-functional collaboration and stakeholder satisfaction by 15%.
- Collaborated with marketing to design and execute targeted campaigns, driving a 20% increase in lead generation, and accelerating growth in key markets.
- Drove a 60% increase in revenue by successfully integrating premium publishers into the ad network, optimizing monetization strategies, and expanding the company’s advertising footprint.
- Utilized strong communication skills to engage customers, effectively uncovering their needs and requirements, which led to a 30% improvement in sales conversion rates, and higher customer satisfaction.
Business Consultant
Verdantis
Mumbai
08.2016 - 09.2020
- Increased revenue by 10% through strategic market expansion in LATAM and the EU, driving growth by identifying and capitalizing on new business opportunities.
- Consistently met and exceeded monthly sales targets by effectively using cold calling and email marketing strategies, resulting in a 15% boost in lead conversion rates.
- Secured and onboarded major U.S. Enterprise clients, including Occidental Petroleum, Exxon Mobil, HollyFrontier Corporation, Marathon Oil, and Motiva LLC, contributed to an additional $2 million in annual revenue.
- Mentored and coached new team members by providing comprehensive product training, and emphasizing key value propositions, leading to a 20% reduction in team ramp-up time.
- Maintained precise monthly and annual performance reports, ensuring high-quality documentation of sales activities and forecasts, which resulted in 95% report accuracy.
- Managed RFP processes by preparing and submitting timely responses via tender management platforms, contributing to a 10% increase in successful bid wins.
Education
Introduction to Psychology - Human Sciences
Yale University
Cousera09-2024
Professional Diploma in Digital Marketing - Digital Marketing
NMIMS
Mumbai 11-2021
Bachelor’s Degree - Business Administration And Management
Don Bosco College
Mumbai 06-2016
Skills
- Cold calling
- CRM
- Salesforce Automation
- Consultative selling
- Objection Handling
- Problem solving
- Market research
- Team Leadership
- Proficient in Salesloft
- Proficient in Waalaxy
- Proficient in Hubspot
- Asana project management
- LinkedIn Sales Navigator
- Proficient in Mailchimp
- Digital Marketing
- SAAS sales
- Sales forecasting
- AdTech
- Customer Psychology
- Retention Marketing
- Lead Qualification
- Quota Management
- Tender Response Development
- GTM Strategy Development
- Agile Sales Methodology
- Relationship Management
- Time Management
- Effective Communication
- Active Listening
- Revenue Growth
Accomplishments
- Always 101 award for achieving 100% quota QoQ (WebEngage)
- Award for Best Team - Revenue generation (Verdantis)
- Best Performer award for highest product demonstrations and introductory calls setup (Verdantis)
Certification
- MCTA Digital Marketing Certification
- Hubspot: Sales Enablement
- Pimsleur Language Program - French A1
- Hubspot: Inbound Marketing
- LinkedIn Sales Navigator: Essentials
- Sales Navigator Best Practices Skillset
Languages
English
First Language
French
Beginner
A1
References
References available upon request.
Timeline
Sr. Busines Development
WebEngage
07.2023 - Current
Account Executive
VWO
01.2022 - 04.2023
Sr. Executive Publisher Development
Zedo
09.2020 - 10.2021
Business Consultant
Verdantis
08.2016 - 09.2020
- MCTA Digital Marketing Certification
- Hubspot: Sales Enablement
- Pimsleur Language Program - French A1
- Hubspot: Inbound Marketing
- LinkedIn Sales Navigator: Essentials
- Sales Navigator Best Practices Skillset
Introduction to Psychology - Human Sciences
Yale University
Professional Diploma in Digital Marketing - Digital Marketing
NMIMS
Bachelor’s Degree - Business Administration And Management
Don Bosco College
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