Job Title:
AVP - Business Development
SHIFT :
1PM to 10:30PM shiftRole OverviewThe AVP - Business Development will be responsible for driving business growth, managing client relationships, and executing go-to-market (GTM) strategies in the B2B services industry. This role requires a strategic thinker with extensive experience in lead generation, consulting, delivery, presales, and partnerships, particularly within the analytics, digital transformation, and digital operations domains. The ideal candidate will have a deep understanding of the sales cycle, from prospecting to deal closure, and will play a crucial role in expanding EXL's market presence. Experience in the communication, media, and entertainment industry will be a plus.
Key Responsibilities
- Act as the primary point of contact for clients and prospects, ensuring strong relationship management.
- Drive business growth by identifying and engaging potential clients, with a focus on analytics, digital transformation, and digital operations.
- Develop and execute GTM strategies to drive revenue and market expansion.
- Lead lead-generation efforts, leveraging multiple channels including networking, outbound prospecting, and partnerships.
- Collaborate with consulting and delivery teams to align sales strategies with organisation's service offerings.
- Identify and implement best practices in sales and account management.
- Organize and conduct client meetings to understand their needs and provide tailored solutions.
- Monitor and report on sales performance, pipeline management, and revenue forecasts.
- Manage budgets and client invoices to ensure financial accountability.
- Suggest and implement innovative strategies to increase sales and improve client experiences.
- Develop compelling sales pitches based on market research and industry trends, particularly in analytics and digital transformation.
- Own the end-to-end sales cycle, from lead nurturing to contract negotiations and closure.
- Present and demonstrate the value and solutions in a persuasive manner.
- Identify trends and market opportunities through data analysis.
- Maintain a comprehensive database of key client and prospect information.
- Drive upsell and cross-sell opportunities to enhance revenue from existing accounts.
- Represent the company at industry events, conferences, and networking opportunities.
- Handle negotiations and proactively address potential client concerns.
Background And Experience
- 10 to 12 years of experience in business development, sales, consulting, delivery, and partnerships within the B2B services industry, with a strong focus on analytics, digital transformation, and digital operations.
- Proven experience in lead generation and pipeline development for high-value accounts.
- Strong experience in managing and expanding client relationships across multiple industry verticals, with a preference for communication, media, and entertainment sectors.
- Bachelor's degree required; MBA highly preferred.
- Extensive experience working in a global delivery model and with international clients.
- Deep understanding of account management and project delivery methodologies.
- Knowledge of CRM software, MS Office, and industry-specific solutions.
- Strong leadership, interpersonal, communication, and presentation skills.
- Expertise in sales strategy development, market research, and negotiation.
Preferred Skills
- Ability to develop and manage strategic partnerships for business growth.
- Experience in presales, solutioning, and working closely with consulting and delivery teams.
- A strong network within the industry to drive business opportunities.
- Ability to work in a fast-paced, results-oriented environment.
- Analytical mindset with a focus on data-driven decision-making.
(ref:iimjobs.com)
