Prakash Rai - Product Sales Manager
This document was uploaded by user and they confirmed that they have the permission to share it. If you are author or own the copyright of this book, please report to us by using this DMCA report form. Report DMCA
Overview
Download & View Prakash Rai - Product Sales Manager as PDF for free.
More details
- Words: 1,129
- Pages: 4
PRAKASH RAI Concept Sales Expert Solution Sales Strategic Selling
Sept’09
PRAKASH RAI RESUME
SALES & BUSINESS DEVELOPMENT
Application for the Post of Sales/BD Manager SC-318, Shastrinagar, Ghaziabad – 201002 +91-9717755399 | [email protected]
PRAKASH RAI Concept Sales Expert Solution Sales Strategic Selling
CAREER GOAL My passion is Selling Concepts, Selling Ideas, Selling Solutions. My Ambition is to become most highly regarded Sales Professional; someone who will be known as a Sales Consultant rather than a Salesman, someone who delivers solutions. And that … I am determined to do.
SYNOPSIS
~7 Years Professional work Exp –Strategic Selling, Sales Planning & Team Handling, BD & Mktg, Key Acct Mgmt. Special expertise in Institutional Concept Sales of Complex High-Value Solutions (Govt., Academics & Corporates) Seasoned Presenter with 500+ PPTs & speeches at industry events, seminars, conferences & exhibitions. Apt at building strong relationships based on knowledge and credibility. INHERENTLY CREATIVE - innovate to achieve more
SALES / BD EXPERTISE CONCEPT SELLING Consultative Selling approach - Persuading upon Value & Benefits rather than prices Probing & engaging customer to identify hot points; focus on Overcoming Objections
NEW BUSINESS DEVELOPMENT Creating new sales opportunities, Partnerships & alliances, Channel Expansion & Training; Penetrated new markets Strengthen Brand visibility through Conferences, Seminars, Exhibitions & market specific campaigns.
SALES MANAGEMENT Account Mapping- Prioritize critical growth opportunities; Achieve Top & Bottom-Line targets & Pipeline Management Control key customer strategies through prices, discount policies, credit arrangements & terms of sale.
KEY ACCOUNT MANAGEMENT Identify & prioritize strategic partners, identify their needs, Goals, success factors & pitch the right Solution. Develop relationships & strongly engage all key strategic players like CEOs, CXOs, Chairman, GM, HEADs
COMPETITIVE INTELLIGENCE Pro-Actively tracked competitor & market trends, new projects & investments amongst customers & prospects Intelligence from team inputs & Blogs, RSS feeds etc.
CHANNEL SALES Developed new revenue from new channel sales partners in India & other neighboring countries. Delivered Product Training & Sales Training to Channel Sales Team. Manage, Monitor & lead Channel Partners towards closures by assisting their team in the field.
OTHER STRENGTHS TECH SAVVY
Seasoned in conceptualizing & creating customized PPTs which engage with strong & clear message. Expertise in MS-Excel - Data analysis & Reports Expert in creating Corporate Videos, Podcasts, etc Learned in Maintaining & Updating website, creating blogs, Online Forums, RSS Feeds etc.
SC-318, Shastrinagar, Ghaziabad – 201002 +91-9717755399 | [email protected]
PRAKASH RAI Concept Sales Expert Solution Sales Strategic Selling
WORK EXPERIENCE P RODUCT S ALES M ANAGER - S . A sia
Elsevier – Science & Technology
Nov’08 to April’09 RESPONSIBILITIES Responsible for Business Development from Government & Academic and consortia market in South Asia for A&I Databases. Pitching & successful positioning of A&I databases to industry leaders, opinion makers & officials of leading National Consortia. Enhance product visibility & acceptability through various customer facing programs like Conferences, Exhibitions, Seminars, etc. Identify Market Potential in each Account Manager’s area & define Sales Targets. Review sales pipeline for A&I products along with AM’s.
ACHIEVEMENTS Conducted Scopus User meet within a Month of Joining, and successfully addressed key customer issues. Maintained a renewal rate of over 90% with successful closures of several difficult renewals. Secured new deals for Scopus from IIT Delhi, IPR, IIITM Gwalior, ITM, IICT & Calcutta University. New Deals for EngineeringVillage2 & Embase.com Successfully transformed the product perception with Key prospects like IGCAR, IISER, IITs, IUCAA etc.
KEY LEARNINGS Gained understanding of A&I products & the science of bibliometrics. Developed skills in positioning A&I products & their benefits Identifying key prospects for A&I databases and initiating dialogue with the right persons.
P RODUCT M ANAGER
Gale Cengage Learning
Nov’06 to Oct’08 RESPONSIBILITIES
(Formerly Thomson Learning)
Heading Online Products Division – Responsible for Top Line + Bottom Line. Channel Expansion, Training & monitor activities of their sales team. Product Mapping & Sales Plan – Identify Market Potential in each RSM’s area & allocate Sales Targets Sales Review & Forecast – Conduct fortnightly Pipeline Update, Review Actual Vs. targeted sales. Conceptualized & Created Sales Tools like – PPTs, Videos, Cheat Sheets, Brochures, Sales call postcards etc.
ACHIEVEMENTS Increased revenue from < $ 80K to over $ 1.2M. Successfully initiated revenue (1st Sales) from new product lines Created & closed multiple Up-Selling opportunities, Initiated new sales Pakistan, S.Lanka, B.desh & from each product line Established channel partner network in all major cities & all other S.Asian Countries. Participated in Conferences, Seminars, Exhibitions; 100s of Sales PPTs, Trainings, Webinars, DEMOs
KEY LEARNINGS Channel Dev, Channel Sales & Sales Trainings. Relationship Mgmt with Top Brass & opinion leaders Proactive & reactive strategy to counter competition. Demand Generation & Build Customer Preferences.
SC-318, Shastrinagar, Ghaziabad – 201002 +91-9717755399 | [email protected]
PRAKASH RAI Concept Sales Expert Solution Sales Strategic Selling
WORK EXPERIENCE F IELD S ALES R EPR ESENTATI VE – N ORTH I NDI A
EBSCO Information Services
Jan’05 to Nov’06, RESPONSIBILITIES Handled Business worth >340,000USD business from all 9 North Indian states. Prospecting, Cold Calling, Sales PPTs, Creating Proposals, negotiate & close deals. Handled promotional activities like Event sponsoring, Print Ads, Seminars & Conferences. Maintained accurate record of prospects, activity and pipeline, Utilized NetCRM tools.
ACHIEVEMENTS Secured 2 Maximum Value orders ($34K & $28K) and registered Highest Growth, 65% in very 1st year in the industry Secured 1st breakthrough sales for 3 new product launches.
KEY LEARNINGS Extensive In-the-Trenches experience direct sales, Concept Sales, delivering PPTs, negotiation & closing. Develop & Maintain relationships with Senior Professionals & Administrators in Corporate & Govt sector.
B USINESS D EVELOPMENT O FFICER
Creative Media Group, New Delhi
Jun'02 to Dec'04 RESPONSIBILITIES Build pipeline through networking & cold calling, mailers & personal meetings; and secure new sales. Manage resources of 2 field executives, ensuring smooth production, packaging & delivery. Consult with client to acquire knowledge of product to be advertised & and budgetary limitations. Editing content for accuracy, grammar, artwork, photographs, Fonts & submit for printing.
ACHIEVEMENTS Created databases & spreadsheets for a Start-Up. Increased sales from <20L INR to over 2Cr INR Clients–Coke, TOI, HPCL, HCL, LG, Honda, Idea.
KEY LEARNINGS Direct Sales, BD, prospecting, cold calls etc. Gained expertise in creating Ads, Mktg literature etc.
EDUCATIONAL QUALIFICATIONS B.E. - Mechanical Engineering
Delhi University
DCE, Delhi College of Engg
th
CBSE, New Delhi
GBSSS, Shakarpur, Delhi
th
CBSE, New Delhi
K.V.Hindon No.1, Ghaziabad
12 (PCMB) – II Div. 10 – I Div.
SC-318, Shastrinagar, Ghaziabad – 201002 +91-9717755399 | [email protected]
Sept’09
PRAKASH RAI RESUME
SALES & BUSINESS DEVELOPMENT
Application for the Post of Sales/BD Manager SC-318, Shastrinagar, Ghaziabad – 201002 +91-9717755399 | [email protected]
PRAKASH RAI Concept Sales Expert Solution Sales Strategic Selling
CAREER GOAL My passion is Selling Concepts, Selling Ideas, Selling Solutions. My Ambition is to become most highly regarded Sales Professional; someone who will be known as a Sales Consultant rather than a Salesman, someone who delivers solutions. And that … I am determined to do.
SYNOPSIS
~7 Years Professional work Exp –Strategic Selling, Sales Planning & Team Handling, BD & Mktg, Key Acct Mgmt. Special expertise in Institutional Concept Sales of Complex High-Value Solutions (Govt., Academics & Corporates) Seasoned Presenter with 500+ PPTs & speeches at industry events, seminars, conferences & exhibitions. Apt at building strong relationships based on knowledge and credibility. INHERENTLY CREATIVE - innovate to achieve more
SALES / BD EXPERTISE CONCEPT SELLING Consultative Selling approach - Persuading upon Value & Benefits rather than prices Probing & engaging customer to identify hot points; focus on Overcoming Objections
NEW BUSINESS DEVELOPMENT Creating new sales opportunities, Partnerships & alliances, Channel Expansion & Training; Penetrated new markets Strengthen Brand visibility through Conferences, Seminars, Exhibitions & market specific campaigns.
SALES MANAGEMENT Account Mapping- Prioritize critical growth opportunities; Achieve Top & Bottom-Line targets & Pipeline Management Control key customer strategies through prices, discount policies, credit arrangements & terms of sale.
KEY ACCOUNT MANAGEMENT Identify & prioritize strategic partners, identify their needs, Goals, success factors & pitch the right Solution. Develop relationships & strongly engage all key strategic players like CEOs, CXOs, Chairman, GM, HEADs
COMPETITIVE INTELLIGENCE Pro-Actively tracked competitor & market trends, new projects & investments amongst customers & prospects Intelligence from team inputs & Blogs, RSS feeds etc.
CHANNEL SALES Developed new revenue from new channel sales partners in India & other neighboring countries. Delivered Product Training & Sales Training to Channel Sales Team. Manage, Monitor & lead Channel Partners towards closures by assisting their team in the field.
OTHER STRENGTHS TECH SAVVY
Seasoned in conceptualizing & creating customized PPTs which engage with strong & clear message. Expertise in MS-Excel - Data analysis & Reports Expert in creating Corporate Videos, Podcasts, etc Learned in Maintaining & Updating website, creating blogs, Online Forums, RSS Feeds etc.
SC-318, Shastrinagar, Ghaziabad – 201002 +91-9717755399 | [email protected]
PRAKASH RAI Concept Sales Expert Solution Sales Strategic Selling
WORK EXPERIENCE P RODUCT S ALES M ANAGER - S . A sia
Elsevier – Science & Technology
Nov’08 to April’09 RESPONSIBILITIES Responsible for Business Development from Government & Academic and consortia market in South Asia for A&I Databases. Pitching & successful positioning of A&I databases to industry leaders, opinion makers & officials of leading National Consortia. Enhance product visibility & acceptability through various customer facing programs like Conferences, Exhibitions, Seminars, etc. Identify Market Potential in each Account Manager’s area & define Sales Targets. Review sales pipeline for A&I products along with AM’s.
ACHIEVEMENTS Conducted Scopus User meet within a Month of Joining, and successfully addressed key customer issues. Maintained a renewal rate of over 90% with successful closures of several difficult renewals. Secured new deals for Scopus from IIT Delhi, IPR, IIITM Gwalior, ITM, IICT & Calcutta University. New Deals for EngineeringVillage2 & Embase.com Successfully transformed the product perception with Key prospects like IGCAR, IISER, IITs, IUCAA etc.
KEY LEARNINGS Gained understanding of A&I products & the science of bibliometrics. Developed skills in positioning A&I products & their benefits Identifying key prospects for A&I databases and initiating dialogue with the right persons.
P RODUCT M ANAGER
Gale Cengage Learning
Nov’06 to Oct’08 RESPONSIBILITIES
(Formerly Thomson Learning)
Heading Online Products Division – Responsible for Top Line + Bottom Line. Channel Expansion, Training & monitor activities of their sales team. Product Mapping & Sales Plan – Identify Market Potential in each RSM’s area & allocate Sales Targets Sales Review & Forecast – Conduct fortnightly Pipeline Update, Review Actual Vs. targeted sales. Conceptualized & Created Sales Tools like – PPTs, Videos, Cheat Sheets, Brochures, Sales call postcards etc.
ACHIEVEMENTS Increased revenue from < $ 80K to over $ 1.2M. Successfully initiated revenue (1st Sales) from new product lines Created & closed multiple Up-Selling opportunities, Initiated new sales Pakistan, S.Lanka, B.desh & from each product line Established channel partner network in all major cities & all other S.Asian Countries. Participated in Conferences, Seminars, Exhibitions; 100s of Sales PPTs, Trainings, Webinars, DEMOs
KEY LEARNINGS Channel Dev, Channel Sales & Sales Trainings. Relationship Mgmt with Top Brass & opinion leaders Proactive & reactive strategy to counter competition. Demand Generation & Build Customer Preferences.
SC-318, Shastrinagar, Ghaziabad – 201002 +91-9717755399 | [email protected]
PRAKASH RAI Concept Sales Expert Solution Sales Strategic Selling
WORK EXPERIENCE F IELD S ALES R EPR ESENTATI VE – N ORTH I NDI A
EBSCO Information Services
Jan’05 to Nov’06, RESPONSIBILITIES Handled Business worth >340,000USD business from all 9 North Indian states. Prospecting, Cold Calling, Sales PPTs, Creating Proposals, negotiate & close deals. Handled promotional activities like Event sponsoring, Print Ads, Seminars & Conferences. Maintained accurate record of prospects, activity and pipeline, Utilized NetCRM tools.
ACHIEVEMENTS Secured 2 Maximum Value orders ($34K & $28K) and registered Highest Growth, 65% in very 1st year in the industry Secured 1st breakthrough sales for 3 new product launches.
KEY LEARNINGS Extensive In-the-Trenches experience direct sales, Concept Sales, delivering PPTs, negotiation & closing. Develop & Maintain relationships with Senior Professionals & Administrators in Corporate & Govt sector.
B USINESS D EVELOPMENT O FFICER
Creative Media Group, New Delhi
Jun'02 to Dec'04 RESPONSIBILITIES Build pipeline through networking & cold calling, mailers & personal meetings; and secure new sales. Manage resources of 2 field executives, ensuring smooth production, packaging & delivery. Consult with client to acquire knowledge of product to be advertised & and budgetary limitations. Editing content for accuracy, grammar, artwork, photographs, Fonts & submit for printing.
ACHIEVEMENTS Created databases & spreadsheets for a Start-Up. Increased sales from <20L INR to over 2Cr INR Clients–Coke, TOI, HPCL, HCL, LG, Honda, Idea.
KEY LEARNINGS Direct Sales, BD, prospecting, cold calls etc. Gained expertise in creating Ads, Mktg literature etc.
EDUCATIONAL QUALIFICATIONS B.E. - Mechanical Engineering
Delhi University
DCE, Delhi College of Engg
th
CBSE, New Delhi
GBSSS, Shakarpur, Delhi
th
CBSE, New Delhi
K.V.Hindon No.1, Ghaziabad
12 (PCMB) – II Div. 10 – I Div.
SC-318, Shastrinagar, Ghaziabad – 201002 +91-9717755399 | [email protected]
Related Documents
Prakash Rai - Product Sales Manager
June 2020 7
Sales Manager Resume Sample
December 2019 22
Area Sales Manager Ppt
May 2020 4
Sales Manager - Homes Cv
May 2020 9
Auckland Sales Manager - Equinox
May 2020 6