Roles and Responsibilities:
- Revenue & Pipeline Management: Own annual/new-logo targets; maintain a disciplined sales pipeline with clear conversion metrics and forecasting.
- Consultative Solution Selling: Lead discovery with Brand/Category/Trade Marketing teams; craft offer mechanics (on-pack, cashback, sweepstakes, gamified promos), media mix (ATL/BTL/Digital/Retail), and budget allocations; build business cases and ROI models.
- Enterprise Deals: Navigate multi-stakeholder cycles (Brand, Procurement, Legal, CXO) across FMCG, Consumer Durables/FMCD, Retail, BFSI, and Pharma; close complex, multi-year programs.
- Key Accounts & Upsell: Manage marquee accounts; collaborate with Servicing/Delivery teams to ensure campaign outcomes and unlock expansions.
- Market Intelligence: Track category trends, rate cards, CPM/CPC/CPA norms, seasonal spends; provide feedback to Product/Marketing teams for better packaging and pricing.
- Team Leadership: Coach 2-5 Sales/AMs on deal strategy, proposals, objection handling, and executive storytelling.
