Role: Senior Manager - Sales and Business Development - Investment Research

Reporting to: VP

Location: Mumbai

Organization Details:

Aranca (www.aranca.com) is a global firm providing diverse research, advisory and valuation services across sectors and markets. Our solutions provide decision makers with the insight and confidence to make the right choice. Since Aranca's inception in 2003, we have been recognized as a leading provider of high-end, customized research and advisory services and a trusted knowledge partner to a diverse spectrum of clients, including Fortune 500 companies, investment banks, venture capital/private equity firms, asset managers, corporations, consulting firms, law firms and independent research providers, across the globe.

Our service offerings are structured around five complementary business lines:

- Investment Research

- Fixed Income & Credit Research

- Business Research

- Valuation & Advisory Services

- Intellectual Property Research

We are a fast-growing firm, with a 550+ team spanning India, the US, Europe, the Middle East and China. We are an innovative and result-centric organization with a strong belief in meritocracy.

Key Responsibilities:

1. Business Development & Sales:

- Drive targeted outbound BD and cold calling for new logo acquisition

- Own discovery calls, pilot structuring, and early-stage qualification

- Manage inbound leads and RFPs with pre-RFP expectation alignment

- Position firm differentiation (quality, flexibility, cost, domain depth, AI enablement)

- Own pipeline from first contact to closure and expansion

2. Client Relationship Management & Account Growth:

- Act as the primary relationship owner for assigned client accounts

- Run structured governance calls and QBRs; manage feedback and expectations

- Own Account Growth Plans (AGPs) and drive structured account expansion

- Monitor early risk signals (volume dips, disengagement, budget uncertainty)

- Lead renewals, scope discussions, and annual pricing hygiene

- Ensure revenue continuity during attrition via consultant bridge or shared bandwidth (with PM oversight)

3. Pricing & Commercial Ownership:

- Own pricing discussions for new and existing accounts

- Enforce role-wise pricing floors; prevent delivery-led discounting

- Aligning staffing expectations to commercial economics

Candidate Requirement:

1. Functional Requirements:

- 10+ years' experience in Investment Research KPOs, Financial Services, or Consulting

- Strong understanding of ER / IB / PE / Credit Research workflows

- Proven experience in client relationship management, account expansion, and sales

2. Soft Skills & Behavioral Skills:

- Strong analytical, communication, and presentation skills

- Excellent client relationship management and stakeholder engagement abilities

- High commercial acumen with strong negotiation skills

- Strong ownership mindset with attention to detail

- Resilient, self-driven, and comfortable with outbound business development