Vijay Kumar

• A Senior Business Development Executive, I am responsible to lead and oversee the development and growth of profitable new business, develop and maintain effective key customer relationships as well as ensure business growth through directing and managing business development activities
• Managing organizational sales by developing a business plan that covers sales, revenue, and expense controls
• Develop new business and long-term account opportunities through prospecting and cold calling
• Develop sales presentations, and participate in meetings with clients and external vendors growth initiatives regarding market and target customer segments, and the company's potential to meet Client needs
• Cultivating solid relationships with major Healthcare Organizations to ensure a continuous flow of sales revenue
• Maintaining accurate records of the total number of sales made, potential and existing Clients, as well as sales employee performance evaluations
• Conducting in-depth exploring on competitors' Services, pricing, and market success to gain insight into Client preferences and interests
• Oversee, maintain and upgrade existing accounts to ensure ongoing client satisfaction
• Coordinate, manage and resolve account maintenance issues.

Market Research - Own the research which would feed into the outreach planning for targeted/named Fortune 1000 companies by capturing Organization Structure, AR Department Changes, Quarterly Results, Creating High-level ROI models etc.

* Account-Based Marketing - Work with the India and Global sales teams to craft strategies to connect with high-level contacts (CXOs, Directors, VPs) in your owned-accounts. Work closely with Marketing team in term to developing account-based content & collaterals. Collaborate with our marketing and sales team to provide actionable insights for all the Fortune 1000 companies under the account-based marketing program

* Handling a team of 5 for multiple regions

• Building a sales funnel generating leads via cold calling, emailing and other lead generation activities
• Handling incoming queries and building good client relationships
• Ensuring all leads are well qualified by identifying the correct decision makers and understanding their requirements
• Handing over qualified leads to the sales teams with the objective of closing the sale
• Achieving weekly/monthly targets as set out by the business
• Manage and oversee the work of inside sales representatives’ team
• Coach, train, evaluate and monitor sales representatives’ performance
• Execute sales analysis, prepare sales reports and suggest improvements
• Prepare monthly, quarterly and annual sales forecasts
• Use customer feedback to generate ideas about new features or products
• Research and discover methods to increase customer engagement
• Ensure sales, finance and legal policies and procedures are met

• Business Development (ANZ)
• 6 years’ experience in IT Business Development & Sales Services Management
• Account Management of existing & new Companies in assigned territories
• Responsible for achieving sales quota and assigned accounts
• Capable to initiate the interaction with decision makers like CIO/CTO
• Exploring new opportunities in hunting accounts to build a healthy pipeline of opportunities
• Secondary research & Competent at Email drafting
• Qualifying the leads generated by team
• Preparing and maintaining fact sheets / weekly & Monthly reports
• Preparing presentations on various strategies adoption to stabilize the team
• Leading Inside Sales Training & Development Program called – Impetus
• Produced quality leads, which lead to produce 26 logos to the company

• APAC) – IportMan, IBM Maximo
• Identifying customers for prospecting through mediums such as Internet, Personalized Mailers and Cold Calling and meeting
• Database generation and Lead profiling
• Perform sales and marketing calls to reserve meetings with prospective clients
• Initiate first level contact with prospects & pitch the ground and Product Demo
• Send follow-up marketing materials and build follow-up calls/monthly calls until relationship is recognized
• Interaction with VP or C level people over the phone, F2F when it requires
• Maximizing contacts and lead generation
• Building relation with the key decision makers by articulating the capabilities and expertise of the company
• Analyze IT spend based on Size of the company, Communication / Marketing material, Promoters / Management, Geography / Sub-region, Vertical / Domain and prepare Ideal Customer Profiles based on Revenues, Employees, IT Spend, etc
• Conduct industry research and prepare reports on Trends in the industry / vertical
• Interacting with other departments like marketing team, technical team and others for getting RFI’s, RFP’s and other documents
• Continuously being in contact with prospects till some logical conclusion is drawn for every discussion or interaction initiated
• Training and mentoring of new joiners
• Create weekly report sheet, other team reports, perform analysis on the current week’s performance in comparison to the previous week and taking necessary steps to fill the gaps if any

• Bigdata, MDM, BPM
• Identifying customers for prospecting through mediums such as Internet, Personalized Mailers and Cold Calling
• Database generation and Lead profiling
• Perform sales and marketing calls to reserve meetings with prospective clients
• Initiate first level contact with prospects & pitch the ground
• Interaction with VP or C level people over the phone
• Maximizing contacts and lead generation