Business Head - B2B - Publishing Firm

Educational Qualifications - MBA Sales and Marketing

Relevant Experience - 14 to 18 Years in Enterprise Sales/B2B Sales is a must

Reporting Structure - The position reports to the Director and would have a span of control of around 15 to 20 Direct reports.

Domain - B2B/Enterprise Sales

Job Description:-

- Sales Planning: - Assimilate and analyze information on clients, their competition and market trends, media mix, formulate strategy with reporting manager for joint strategy formulation, and conduct weekly planning sessions with the team (broken down to daily action points) in order to achieve the budgeted figures and sustain the brands.

- Business Development: - Initiate contact, meet and understand needs of prospective clients, accompany team members on prospective high value calls, suggest appropriate communication solutions to prospective clients in order to increase usage from existing clients, and induce usage from new clients.

- Smart Sell: - Create a basket of opportunities with implementable plans (in consultation with the team), identify and assist other Response initiatives which may fit with the given category / client profile, suggest / co-create ideas in sync with the clients communication objectives in order to get incremental business through repeat as well as new clients.

- Industry Benchmarking & Innovation: - Scan the market / environment for opportunities, ideate along with team and develop modalities involved to make initiatives attractive, discuss with team leaders / team to identify new initiatives to be taken up by the team; plan out each new initiative; develop proposal and seek approval from senior; identify individuals to champion the initiative and develop action plan.

- Sales Review: - Conduct weekly sales reviews to monitor progress and effort; urge team members to share experiences, learning and market information with all others; check progress of earlier plan and develop action plans for the future. Provide feedback to team members, recognize achievements, identify areas for improvement and coach them towards filling such gaps.

Key Skills :

- Decision making ability

- Relationship management with the client

- Negotiation skills

- Excellent Interpersonal Skills