Gorisco Group

Role Purpose The Marketing & Sales Manager will be responsible for driving Gorisco’s revenue growth across both B2B (corporate/ institutional) and B2C (working professionals) markets. The candidate will build, manage, and optimize the entire lead generation engine - from outreach and qualification to conversion and pipeline progression - for Gorisco’s risk, resilience, cybersecurity, GRC, business continuity, and training services. This role requires someone already experienced in this industry/domain, who understands client needs, service structures, training landscapes, and has existing networks within risk, security, and resilience ecosystems. The Marketing & Sales Manager will act as a linchpin between marketing, consulting, and training teams, ensuring a strong pipeline, meaningful conversations, and high-quality conversions. Key Responsibilities Lead Generation & Market Expansion Identify and research high-potential B2B prospects: Organisations seeking Business Continuity Management (BCM), Crisis Management, GRC, Cybersecurity, Resilience Advisory, Risk Consulting. Generate B2C leads from working professionals seeking training & certifications: BCM, Cybersecurity, Risk Management, Crisis Management, ISO standards, GRC frameworks, etc. Leverage multiple channels: Cold calling Email campaigns LinkedIn outreach Referrals Industry forums, events, associations Target lists and enrichment tools Build segmented lead pipelines by industry, function, and need type. Create and manage targeted outreach workflows. Sales & Conversion Management Conduct qualification calls (BANT / CHAMP / SPICED). Present Gorisco’s value propositions confidently across services, training, and consulting. Manage early-stage sales conversations, clarifying: Client requirements Scope of BCM/ Risk/ Resilience/ GRC/ Cyber needs Training requirements Timelines & budgets Schedule high-quality meetings for: Consulting team Senior Sales team Training team Drive conversion from lead → qualified → meeting → proposal → closure. Support proposal building with consulting teams and ensure timely follow-ups. Marketing Support & Campaign Execution Collaborate with marketing to: Build targeted campaigns for corporate, BFSI, manufacturing, IT/ITeS and other sectors. Develop messaging aligned to market trends (e.g., ISO 22301, cyber maturity, operational resilience, crisis preparedness). Create awareness campaigns for professional training programs. Provide feedback on: What messaging resonates Which value propositions work Industry shifts & competitor movements Training topics in demand Sales Funnel & CRM Ownership Maintain accurate and updated CRM records (Zoho/Salesforce/HubSpot). Monitor funnel health and report drop-offs. Manage lead progression timelines and follow-ups. Provide daily logs and weekly funnel reports to the Sales Manager. Uphold 100% data discipline. Market Intelligence & Customer Insights Track trends in risk, resilience, cybersecurity, and BCM markets. Analyse why clients buy, what objections appear, and what gaps exist. Gather competitive insights: Service offerings Pricing patterns New certifications Industry regulatory changes Inform leadership on new opportunity areas. Stakeholder Coordination Work closely with: Consulting team for service scoping & handover. Training team to plan schedules, batches, and professional outreach. Marketing team to align campaigns and event-based promotions. Attend internal sales meetings and contribute to pipeline strategy. Key Performance Indicators (KPIs) Lead Generation 30 to 60 outbound calls/day 15 - 20 qualified leads/week Meetings & Conversions 5 - 10 meetings/week 20% meeting-to-proposal conversion 2 - 3 project deal closures/month 2 - 3 training batches closures (at least 5 candidates per batch) Pipeline & CRM CRM accuracy: 100% Lead follow-up within 24 hours Daily activity tracking logs submitted (These may be adjusted based on business priorities.) Required Skills & Competencies Core Sales Competencies Strong communication skills (phone + email + social platforms) Proven track record of B2B/B2C sales in risk/security/resilience domains Objection handling and negotiation expertise Target-driven and disciplined follow-up habits Industry Knowledge (Mandatory/Preferred) Understanding of: Risk management Business Continuity & ISO 22301 Corporate security Cybersecurity GRC frameworks Crisis communication Operational resilience Ability to speak confidently with CXOs, CISOs, Risk Heads, Security Heads, and L&D teams. Technical & Tools CRM tools (Zoho, HubSpot, Salesforce) MS Office, Google Workspace LinkedIn Sales Navigator, lead-gen tools Behavioural Traits Client-first mindset Integrity & trust-building High persistence & resilience Willingness to learn new frameworks/standards Team-player with strong collaboration skills Self-driven and proactive ownership mindset Role Expectations & Work Style Primarily outbound activity + selected field visits. High discipline with daily logs, CRM updates, and follow-up routines. Prepared to work across diverse segments: BFSI IT/ITeS Manufacturing Pharma Retail Corporate L&D teams Individual professionals Attend industry seminars, events, and webinars when required. Education & Background Bachelor’s degree (Business / Commerce / Engineering / Related Field) MBA/PGDM preferred Must have 4 - 6 years of sales experience in: Risk consulting Business continuity Cybersecurity services Operational resilience GRC services Corporate training/learning solutions Compensation Competitive base salary Attractive performance-based incentives tied to: Qualified leads Meetings booked Conversions Closed deals Growth Path Marketing & Sales Manager → Senior BD Manager → Vertical Head → Regional Sales Lead Opportunity to lead junior sales execs and build a BD team. Exposure to both service sales + training sales + consulting interactions. Fast-track growth based on performance. Why Join Gorisco? Work alongside industry-leading experts in risk, resilience, cybersecurity & continuity. Be part of an organisation shaping resilience culture across India and globally. Unique exposure to both corporate consulting and professional training ecosystems. Build deep domain expertise while growing your sales career. High-impact role with direct contribution to revenue and market expansion. Final Summary This role is ideal for a candidate with experience in Risk, BCM, Security, GRC, Cyber, Training Sales, or Corporate Resilience, who is energetic, target-driven, and capable of generating strong pipelines while managing client conversations professionally. A high-ownership, high-visibility role central to Gorisco’s growth. Skills: business development,marketing strategy,customer acquisition,risk,grc,cybersecurity,management,sales,training,lead generation,crm,marketing leadership