CURRICULUM VITAE - Shishir Kumar
Sales - BCA/B.B.A/Diploma - 6-9
Posted on: Mon, 27 Oct 2008, 04:25 PM
Job category: Sales
Field: business development - key accounts - presales
Role: manager
Education: BCA - B.B.A - Diploma
Experience: 6-9 years
Preferred job location: Anywhere in India
Shishir Kumar
Address: P O Box 3063, P.C.N.T PO
Nigdi, Pune – 411 044
Cell Phone: +91-9271762376
Email ID: sksk0099gmail.com
Blog: www.shishir.tk
Summary of Skills & Experience
A competent professional with over 7.5 years experience in Business Development, Client Engagement, Relationship Management, Marketing, Business Analysis, and Inside Sales. Good knowledge of working in UK, APAC and US Market. Proficient in strategy formulation & fine tuning strategies to ensure wider market reach and penetration of unexplored markets. Hands on experience in establishing a reliable and cost effective network of dealers/ distributors and channel partners to escalate sale levels. Adept at building high-performance teams, proven track record of overachievement. Hands-on, in-the-trenches, operations-management that is adept at capturing new business. Successful background at Art Communications, TransOmega Solutions, eGain Communications, & VirtualSoft Solutions shows an ability to function effectively with established and new business models, create very productive new teams and execute on planned sales strategy. Been serially successful entire career both as an individual contributor and as a sales manager.
Core Competencies
Business Development
• Formulating long strategic plans, conducting negotiations & marketing operations thereby achieving increased sales.
• Initiate and develop relationships with key decision makers in target organizations for business development.
• Identify prospective clients from various sectors and generate business from the existing, thereby achieve business targets.
• Evolve market segmentation & penetration strategies to achieve targets.
• Conducting competitor analysis by keeping abreast of market trends & competitor to achieve the market share metrics.
Inside Sales
• Make recommendations for improving the sales process, approach, and systems.
• Manage lead generation, track information for determining demonstration requirements based on a range of factors such as applications, geography, and staff availability.
• Contribution to developing business plans for achieving set targets.
• Keep abreast of market trends and enhance products' reach.
• Function as an effective manager and facilitate communications among the sales team.
Sales and Marketing
• Preparing sales & marketing plans for promoting Products / Services in accordance with macro plans of company
• Streamlining pre-existing processes to enhance efficiencies, while minimizing operational time.
• Conceptualizing and implementing sales promotional activities as a part of brand building & market development efforts
Relationship Management
• Building and strengthening relationships with key accounts, opinion leaders, thereby ensuring high customer satisfaction by providing them with complete product support.
• Recruiting, mentoring & training sales team for ensuring optimum performance to deliver quality services.
• Creating and sustaining a dynamic environment that fosters career development opportunities and motivates high performance amongst team members.
Market Research
• Normalize and weight the data based on the number of factors such as historical accuracy of the research source, sophistication and sample size of the survey, overall quality of research design and degree of convergence between different estimates
• Gather, Analyze, Synthesize the data and information using structured methodologies and frameworks
• Craft effective search strategies by leveraging a broad set of resources such as on-line databases, internet, print sources
• Evaluate and estimate market projections based on the best fit with the available data.
Work Experience
Manager Marketing and Business Development with VirtualSoft Solutions (July 2006 – Till Date)
Company Profile
VirtualSoft Solutions (I) Pvt. Ltd. is the major provider of software consulting and development services for Enterprise Application Integration (EAI), Testing Services (Automated & Manual), Web Application Development, Networking Solutions & Setup, VOIP Solutions, Routers, Bridges etc, Customized Software Development & Sales, IT Related Consultancy & Guidance, Sales Of All Branded & Unbranded Products, Upgrade & Migration Training and help clients in custom application development including database, GUI, reporting and business intelligence using various technologies. VirtualSoft is also a Sales Support Company having two offices India Virtual Soft provides the best sales talent and proprietary methodologies designed to drive efficiencies throughout the entire sales cycle, while maximizing revenue for the clients.
Key Responsibility Areas
• Business Development Activities: Responsible for coordinating the identification, pursuit and generation of new business opportunities. Overseeing a team in developing and executing successful sales and marketing strategies. Co-ordinate with existing clients to get repeat business from current customers. To meet and exceed revenue targets by ensuring that new business is continually developed and maintained. Keep a track of the leads generated by the business development team, qualify the leads in to opportunity and send quotations/proposals and follow up with them till the deal is closed. Also establishing extended marketing arms for the company across the target countries.
• Market research & Brand Building: Direct the market research activities of the team (for lead generation, sourcing new data or penetrating new markets or industry verticals). Formulate and implement brand building strategies for the company. Co-coordinating with Marketing team for campaigns, Database updates & market intelligence
• Training & Business Strategies: Imparting the appropriate training to each team member to ensure proper product knowledge and provide assistance in the sales and presales activities. Assessing the training needs periodically and preparing a training plan monitor progress after imparting training to the sales team. Conceptualizing, planning, implementing and monitoring operations for development of the company's business. Planning sales and marketing strategies. Planning and running internal meetings & ensuring effective follow-up.
• Team management & Reviews: Monitoring the activities and progress of the team, mentoring the team by providing guidance & assistance in lead generation, prospecting, and other BD activities, motivating the team to achieve the desired goals, improve morale and productivity of the team. Counseling, handling grievances, ensuring discipline, helping and enabling the team with their challenges. Lead Monthly/quarterly review calls and devise action plan.
• Service Delivery: Responsible for service delivery on the accounts in the Pune center. This include Client Interaction / escalations and responsible for the project team performance.
• Budgeting and Forecasting & Manpower Planning: Preparing budget estimates as well as future forecasts for Operational Revenues and profitability of the company from the projects. Work with the sales team and the technical team to determine forecast and plan for headcount. Handling recruitments, promotions and training of manpower in order to develop successful teams.
Inside Sales Consultant with eGain communications Inc. (March 2004 to July 2006)
Company Profile
Headquartered at Mountain View California, eGain helps organizations transform their traditional call centers into multi-channel customer interaction hubs. “eGain Service” is the industry's most innovative and complete suite of customer service and contact center software.
Key Responsibility Areas
• To market company’s CRM Solutions and pitch on enterprise-class hi-tech products of the company to North American, UK and Asia Pacific, decision makers of the mid-segment & enterprise companies.
• Identify new customers within a given sales territory Source/create sector-specific prospect lists via personal web research, supplemented by subscription-based online search services like hoovers, onesource, spoke, jigsaw and others.
• Execute and Evaluate (mail and call) campaigns to improve effectiveness and penetration into new accounts, build working relationships with all sales channels including inside/outside sales teams, technical teams marketing and other business development teams.
• Gather data on competitors and analyzing prices, sales, and methods of marketing and distribution, List management.
• Work with the US sales team for specific campaigns for Trade shows. Participating in Awareness/sales campaigns for all the CRM Products. Actively participate and contribute in the Sales process, sales-leads generation, identifying the right prospects and consistent customer follow up. Prepare and participate for the annual conferences, trade shows, seminars, webinars etc.
• Develop and refine scripts, presentations, and sales paths over time, along with a daily interaction and feedback session with the US sales team. Analyze team performance and send daily productivity reports to the US sales team.
• Monitor calls and conduct quality checks. Provide periodic feedback and updates to the team, conduct refresher trainings, and occasionally conduct mock call sessions for the new team members.
Client - Engagement Manager with Trans-Omega Solutions Pvt. Ltd. (February 2002 to Mar 2004)
Company Profile
Trans-Omega Solutions Pvt. Ltd, established in the year 2000 is a global Technical Support and Consulting Company, with more than 350 customers - including Fortune 500 companies, employs a large number of qualified and experienced professionals with over multi years of experience in Technical Support, IT Infrastructure Management, Consulting and BPO.
Key Responsibility Areas
• Market & Promote the Company's Technical Support Services to potential clients in the U.S, & UK, Achieve Sales targets of generating Sales leads, identifying right prospects, establishing necessary contacts and setting up phone appointments for progress in the Sales and finally closing the deal.
• Discuss the company’s services with C-Level & V-Level Executives at Enterprise Companies (including fortune 1000 companies) by phone calls and get past the gatekeepers through email/other communications.
• Prepare quotations/proposals, be part of the negotiations till the MSA / MOU is signed.
• Invite and assist the qualified prospects to perform due diligence, co-ordinate and assist in reference check.
• Manage a team of call-consultants and provide weekly productivity metrics to the management.
Manager Marketing with Art Communications Pvt.Ltd. (July 2000 to January 2002)
Company Profile
Art Communications is a leading reseller and Premium Dealer for the mobile operators with the likes of BPL (later on known as Hutch and now Vodafone), Idea (AT&T).
Key Responsibility Areas
Joined the organization as a Marketing Executive in July 2000, got promoted to the level of Manger Marketing in December 2000. Reported to the franchisee owner.
• Responsible for designing new strategies in order to enhance the entire productivity of the branch. Close deals for group connections / corporate accounts for BPL and AT&T (Idea Cellular Ltd) mobile subscriptions. Handled bulk bookings for handsets and negotiated with the wholesalers in the Pune and Mumbai markets.
• Develop sales plan keeping in mind the individuals varying needs for telecom customers. Managing and assisting a team of field executives, allocating resources / targets to achieve the desired result through them.
• Keep a close watch over the working of other players in the telecommunication Business Creating brand awareness & develop new, exciting & innovative promotional offers on behalf of the company in order to promote sales and achieve the desired sales results.
• Design and run sales incentives and promotions for sales staff and channels Organizing sales and promotional camps across various companies to achieve the desired sales target. Providing necessary suggestions or changes in the plan taken by customers.
Educational Qualification
• Passed SSC with Second Class.
• Passed HSC with First Class.
• Graduated in BCA with First Class (2003)
• Graduated in BBA with First Class (2008)
Landline number: +91-484-658 7968
Mobile number: +91-92717 62376
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