Inside Sales Business Development

Neha Fatnani

Ravens Crest, Plainsboro, NJ *****

609-***-**** ************@*****.***

LinkedIn: https://www.linkedin.com/in/kushweenkaur/

Profile:

15+ years of experience in Inside Sales, Sales enablement, Process Improvement, Lead Generation & Operations Management

Leading global Inside Sales Team in mapping customer requirements and implementing strategies to achieve client satisfaction, tracking market dynamics, and initiating reinforcements to neutralize competitors' moves

Excellent communicator with exceptional talent for problem solving and ability to handle multiple functions and activities in high pressure environments with tight deadlines

Expertise in conducting market analysis to assess prevalent market environment, identifying business risks & implementing effective mechanisms to mitigate the same, keeping abreast with the market trends

Create an environment oriented to trust, open communication, creative thinking, and comprehensive team effort

Good Interpersonal skills with an eye for detail and an attitude oriented towards People, Process and Technology

Industries – Information Technology, Procurement & Bio-Technology Research

PROFESSIONAL EXPERIENCE:

K3-Innovations (March 2023 - Till Date) – Bio-Technology Research

Role: Sales Specialist

Responsibilities:

Develop and implement individual, territory, and key account strategies that are specifically geared to the growth and retention of the client base

Identifying new market opportunities, potential partnerships, and strategic alliances to conduct teleconferences, client meetings, general capabilities meetings, and bid defense meetings with all key accounts in pursuit of new business opportunities

Developing and execute B2B sales strategies to achieve sales targets and maximize profitability & manage and retain relationships with existing clients

Leading an offshore lead generation team and execute a full-funnel B2B lead generation strategy that effectively increases brand awareness and drives customer acquisition.

Work directly with CEO in sales process and define new solutions/strategies for the clients

Tracking, analyze, and report on key performance metrics, business development activities, and industry trends to the executive team

Oversee hiring, onboarding, training, ongoing staff development, and workforce management to drive high levels of consistence and employee engagement

Manage end-to-end campaign execution, from ideation and planning through to implementation and analysis. Utilize a data-driven approach to measure, report, and optimize campaign effectiveness, ROI, and KPIs, including MQLs, SQLs, and ACV.

Set onboarding goals for sales team, measure results, and offer data-driven recommendations to sales leadership to improve hiring and performance

Understand the K3’s unique selling proposition and work with other team members, as needed, to contact leads, propose solutions and assist in closing deals

Maintain and update the K3 Website content with sales materials, white papers and posts

Participate on behalf of the company in exhibitions and conferences. Lead the generation of Pre and Post Conference communications with attendees and potential leads

Zycus (June 2021 – Oct’2022)

Role: Lead Manager – Business Development Responsibilities:

Work closely with the Business Development Managers and Sales Head to support sales revenue targets and monitor the activities.

Define, manage and drive BD and Sales Metrics and responsible for accessing BD training needs, mentoring, and coaching them

Create effective messaging and positioning strategies /competitive differentiation Vis a Vis major competitors

Responsible to track and report the key performance indicators of the team on a weekly, monthly, quarterly basis

Drive high-level demos and accounts through different sales stages & also responsible for driving opportunities through partner channels

Responsible for collaborating with the marketing team periodically and designing marketing campaigns as per territory requirements.

Recruiting BDRs (Campus and Lateral)

Work with CRM teams and external Data Vendors for Data Leadership

Would be responsible for devising innovative strategies – Gamification, Automation, Training

GEP (Global E Procure) (January’ 2014 – May’2021)

Role: Manager – Inside Sales

Responsibilities:

Manage a global team of 30+ US/EU Inside Sales & Process improvement professionals

Design and implement inside sales strategy in line with an overall sales strategy globally on Technology & Services side while working closely with the marketing team in a collaborative fashion

Develop enablement programs to upskill and continually education sales organization, including producing eLearning, microlearning, webinars, podcasts and other learning objects and guides

Work closely with Marketing Counterparts to finalize marketing campaigns, ABM strategies and to monitor/improve lead nurturing and conversion processes

Take ownership of talent acquisition, retention plans, rewards & recognition programs through assign HRBP

Oversee and deliver global sales onboarding program, including role-specific live sales bootcamps

Set qualitative & quantitative goals/KPIs for the team which is tracked on bi-weekly basis while generating metrics and reports to identify process improvement initiatives at team & individual levels as required

Identified areas for business improvements and implemented work standardization, best practices, process automation, parallel processing, and digitization of paper-based processes

Devised strategic/ sales enablement solutions and Salesforce enhancements to achieve 80% reduction in wait time and eliminate rework

Rishabh Software (April 2012 – November2013)

Role: Assistant Manager – Sales / Business Development (April 2012 – November 2013)

Responsibilities:

Expertise in providing software solutions across Microsoft, Open Source, Cloud & Mobile technologies

Working closely with the operations team to evaluate the existing processes and proposed changes for performance optimizing

Generating business from new accounts and enhance business from existing accounts achieving consistent contribution and collection norms

Understanding of technology and vertical platforms to strategize & craft solutions (along with pre-sales teams) to match customer needs is essential

Design and execute lead-generation campaigns, events, etc.

NETSCRIBES (1st September 2010 - 24th January 2012)

Role: Senior Associate - Sales Intelligence / BD

Responsibilities:

Performing Lead Qualification & Generation for clients

Working closely with clients and providing with up-to-date campaign status

Maintaining MIS trackers and updating Salesforce.com

Enhancing market outreach for clients by educating prospects about various Solutions/Services offered

IBM Daksh (December 2009 - August 2010)

Role: Financial Representative

Responsibilities:

Providing Product information and up-selling new plans

Attending and solving to customer queries

Consult with customers about their product or service needs or their wants

Investigate what products and services the customer will need even if they may not know their requirements

Client Curve (April 2009 - October 2009)

Role: Business Development Executive

Responsibilities:

Conduct extensive market research prior to starting up business

Prepare a detailed business plan so you will not lose sight of company’s goals and objectives

Attend workshops, trade shows, and seminars to keep up to date on changes in the industry

Develop a situation analysis of your company including its strengths, weaknesses,

Opportunities and threats to assist in the development of a strategic plan of the business

Education:

Degree

University

City

Year of Passing

MBA (Marketing)

Magnus School of Business (University Of Mysore)

Hyderabad

2009

B.H.S.C (Fashion

Designing)

A.N.G.R.A.U.

Hyderabad

2007

H.S.C

M.P Board

Khandwa (M.P)

2003

SSC

CBSE Board

Khandwa (M.P)

2001

DECLARATION:

I hereby declare that the above information given by me is genuine to the best of my knowledge and if given a chance I would like to render my honest service to your esteemed workplace.

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