The Marketing & Sales Manager will be responsible for driving Gorisco's revenue growth across both B2B (corporate/ institutional) and B2C (working professionals) markets. The candidate will build, manage, and optimize the entire lead generation engine - from outreach and qualification to conversion and pipeline progression - for Gorisco's risk, resilience, cybersecurity, GRC, business continuity, and training services.
This role requires someone already experienced in this industry/domain, who understands client needs, service structures, training landscapes, and has existing networks within risk, security, and resilience ecosystems.
The Marketing & Sales Manager will act as a linchpin between marketing, consulting, and training teams, ensuring a strong pipeline, meaningful conversations, and high-quality conversions.
- Key Responsibilities
- Lead Generation & Market Expansion
- Identify and research high-potential B2B prospects:
- Organisations seeking Business Continuity Management (BCM), Crisis Management, GRC, Cybersecurity, Resilience Advisory, Risk Consulting.
- Generate B2C leads from working professionals seeking training & certifications:
- BCM, Cybersecurity, Risk Management, Crisis Management, ISO standards, GRC frameworks, etc.
- Leverage multiple channels:
- Cold calling
- Email campaigns
- LinkedIn outreach
- Referrals
- Industry forums, events, associations
- Target lists and enrichment tools
- Build segmented lead pipelines by industry, function, and need type.
- Create and manage targeted outreach workflows.
- Sales & Conversion Management
- Conduct qualification calls (BANT / CHAMP / SPICED).
- Present Gorisco's value propositions confidently across services, training, and consulting.
- Manage early-stage sales conversations, clarifying:
- Client requirements
- Scope of BCM/ Risk/ Resilience/ GRC/ Cyber needs
- Training requirements
- Timelines & budgets
- Schedule high-quality meetings for:
- Consulting team
- Senior Sales team
- Training team
- Drive conversion from lead qualified meeting proposal closure.
- Support proposal building with consulting teams and ensure timely follow-ups.
- Marketing Support & Campaign Execution
- Collaborate with marketing to:
- Build targeted campaigns for corporate, BFSI, manufacturing, IT/ITeS and other sectors.
- Develop messaging aligned to market trends (e.g., ISO 22301, cyber maturity, operational resilience, crisis preparedness).
- Create awareness campaigns for professional training programs.
- Provide feedback on:
- What messaging resonates
- Which value propositions work
- Industry shifts & competitor movements
- Training topics in demand
- Sales Funnel & CRM Ownership
- Maintain accurate and updated CRM records (Zoho/Salesforce/HubSpot).
- Monitor funnel health and report drop-offs.
- Manage lead progression timelines and follow-ups.
- Provide daily logs and weekly funnel reports to the Sales Manager.
- Uphold 100% data discipline.
- Market Intelligence & Customer Insights
- Track trends in risk, resilience, cybersecurity, and BCM markets.
- Analyse why clients buy, what objections appear, and what gaps exist.
- Gather competitive insights:
- Service offerings
- Pricing patterns
- New certifications
- Industry regulatory changes
- Inform leadership on new opportunity areas.
- Stakeholder Coordination
- Work closely with:
- Consulting team for service scoping & handover.
- Training team to plan schedules, batches, and professional outreach.
- Marketing team to align campaigns and event-based promotions.
- Attend internal sales meetings and contribute to pipeline strategy.
- Key Performance Indicators (KPIs)
Lead Generation
- 30 to 60 outbound calls/day
- 15 - 20 qualified leads/week
Meetings & Conversions
- 5 - 10 meetings/week
- 20% meeting-to-proposal conversion
- 2 - 3 project deal closures/month
- 2 - 3 training batches closures (at least 5 candidates per batch)
Pipeline & CRM
- CRM accuracy: 100%
- Lead follow-up within 24 hours
- Daily activity tracking logs submitted
(These may be adjusted based on business priorities.)
- Required Skills & Competencies
Core Sales Competencies
- Strong communication skills (phone + email + social platforms)
- Proven track record of B2B/B2C sales in risk/security/resilience domains
- Objection handling and negotiation expertise
- Target-driven and disciplined follow-up habits
Industry Knowledge (Mandatory/Preferred)
- Understanding of:
- Risk management
- Business Continuity & ISO 22301
- Corporate security
- Cybersecurity
- GRC frameworks
- Crisis communication
- Operational resilience
- Ability to speak confidently with CXOs, CISOs, Risk Heads, Security Heads, and L&D teams.
Technical & Tools
- CRM tools (Zoho, HubSpot, Salesforce)
- MS Office, Google Workspace
- LinkedIn Sales Navigator, lead-gen tools
Behavioural Traits
- Client-first mindset
- Integrity & trust-building
- High persistence & resilience
- Willingness to learn new frameworks/standards
- Team-player with strong collaboration skills
- Self-driven and proactive ownership mindset
- Role Expectations & Work Style
- Primarily outbound activity + selected field visits.
- High discipline with daily logs, CRM updates, and follow-up routines.
- Prepared to work across diverse segments:
- BFSI
- IT/ITeS
- Manufacturing
- Pharma
- Retail
- Corporate L&D teams
- Individual professionals
- Attend industry seminars, events, and webinars when required.
- Education & Background
- Bachelor's degree (Business / Commerce / Engineering / Related Field)
- MBA/PGDM preferred
- Must have 4 - 6 years of sales experience in:
- Risk consulting
- Business continuity
- Cybersecurity services
- Operational resilience
- GRC services
- Corporate training/learning solutions
- Compensation
- Competitive base salary
- Attractive performance-based incentives tied to:
- Qualified leads
- Meetings booked
- Conversions
- Closed deals
- Growth Path
- Marketing & Sales Manager Senior BD Manager Vertical Head Regional Sales Lead
- Opportunity to lead junior sales execs and build a BD team.
- Exposure to both service sales + training sales + consulting interactions.
- Fast-track growth based on performance.
- Why Join Gorisco
- Work alongside industry-leading experts in risk, resilience, cybersecurity & continuity.
- Be part of an organisation shaping resilience culture across India and globally.
- Unique exposure to both corporate consulting and professional training ecosystems.
- Build deep domain expertise while growing your sales career.
- High-impact role with direct contribution to revenue and market expansion.
Final Summary
This role is ideal for a candidate with experience in Risk, BCM, Security, GRC, Cyber, Training Sales, or Corporate Resilience, who is energetic, target-driven, and capable of generating strong pipelines while managing client conversations professionally.
A high-ownership, high-visibility role central to Gorisco's growth.
Skills: business development,marketing strategy,customer acquisition,risk,grc,cybersecurity,management,sales,training,lead generation,crm,marketing leadership
