Aspiring Minds - Manager - Major/Corporate Account Management

About Aspiring Minds :

- Aspiring Minds is a global leader in assessments and certifications with presence in India, US, Middle East, Africa and South Asia. Started 8 years ago by alumni of MIT, HBS and IIT, Aspiring Minds has established itself as a global thought leader in employability assessments.

- Pre-dominantly a tech-backed company, Aspiring Minds aims to strengthen the labour ecosystem in India by offering assessment tools than help students enhance their employability and match talented individuals to the right employment opportunities.

- The company works with over 3000 clients on their talent assessment needs, including 100+ fortune 500 companies, the likes of Cognizant, Daimler, Amazon, Bank of America, Accenture, Deloitte, Tata Motors, Genpact, Axis bank, HDFC, wipro, Citibank, HCL, Genpact, Nokia, L&T Finance, Tata Motors, ZS Associates, Patni, SKS Microfinance, SBI Life, Mphasis An HP Company, Ericsson, Stock Holding Corporation of India, Sapient, John Deere, Tavant, information technology, small and medium enterprises, hospitality, life sciences, banking, financial services and insurance, knowledge process outsourcing and information technology enabled services business segments. Using statistical analysis, research and technology, Aspiring Minds conducts computer-adaptive recruitment assessments to match the right talent to the right opportunity.

- Aspiring Minds flagship testing product AMCAT not only has more than 1,100 corporate clients including the likes of Cognizant, Daimler, Amazon, Bank of America, Accenture, Deloitte, Tata Motors, Genpact, and many other large corporations, but also works directly with over 4000 colleges and over a million job seekers every year. myamcat.comis among the top 200 education/ career related websites globally. The company has partners such as LinkedIn, edX and Monster among others.

- Aspiring Minds key executives, board members and advisors include individuals affiliated with MIT, IIT, Harvard Business School, and Omidyar Network. In 2011, it had raised its Series A funding led by Omidyar Network and AjitKhimji Group, besides participation from former Ranbaxy Laboratories CEO DS Brar. The company had recently floated a US$1 million fund to provide seed capital to startups in educational technology and employment space and earlier this year, had acquired Mizcoin, a NCR-based mobile software development firm.

Major/Corporate Account Manager ( Bangaluru/Bengaluru/ Mumbai)

Position Overview :

- The Major Corporate Account Manager acquires new relationships, maintains and grows relationships with large customers, while achieving an assigned sales and profit growth goal.

- Reporting to the Head - Major and Corporate Sales Manager, the Major/Major Corporate Account Manager is expected to drive revenues through acquisition and management of corporate Accounts, retain existing business, while pursuing profitable growth opportunities in assigned customer accounts. The Major/Corporate Account Manager is responsible for selling and supporting the firm's complete product and service offering to an assigned set of named accounts.

- Focusing on customers with high-value, strategic growth opportunity, the Major/Corporate Account Manager's most important customer interactions are face-to-face meetings. The Major Account Manager is responsible for achieving an assigned sales and profitability goal.

Job Responsibilities :

- Retains and profitably grows firm volume, sales, and profitability through acquisition of new and proactive management of assigned large-customer relationships.

Penetrates assigned accounts by :

- Selling new or additional products or services to current/new buyers and/or Finding additional buyers within the existing customer location and/or Selling additional customer locations.

- Sells the firm's complete offering of products and services.

- Leads all aspects of the sales process, calling upon others to assist in solution development and proposal delivery, as needed, or as directed by management.

- Develops customer account plans for all assigned customers by leading a joint company/customer planning process that identifies relevant customer needs, prioritizes initiatives and company investments, and establishes a clear action plan for success.

- Proactively manages customers satisfaction and service delivery by anticipating potential service problems, and monitoring satisfaction.

- Manages assigned customers transition from the Business Development group during customer implementation.

Accountabilities & Performance Measures :

- Achieves assigned sales quota in designated accounts.

- Completes and pursues customer account plans and conducts regular half-yearly reviews with the customer.

- Maintains high customer satisfaction ratings that meet company standards.

- Completes required training and development objectives within the assigned time frame.

Organizational Alignment :

- Reports to the Head - Major and Corporate Accounts

- Enlists the support of pre-sales specialists, implementation resources, service resources, and other industry sales and management resources as needed.

- Closely coordinates company executive involvement with customer management.

- Works closely with Customer Service Representatives to ensure customer satisfaction and problem resolution.

Skillsets desired :

- Consultative solution selling

- Strong Communication skills

- Ability to build long term relationships with the clients

- Ability to guide and manage a team

3-4 years of sales experience a must - either relationship management or opportunity management. Preferably in B2B set up where the product/offering requires some level of customization.