Senior Commercial Account Services Manager - India

GWR For Business is the B2B arm of Guinness World Records. A revenue-based team growing our portfolio of clients across the PR marketplace in India. Providing a record solutions-based function for brands, agencies, charities, government sectors who want to use record breaking at the heart of a marketing campaign. Providing three key elements of consultancy to find the right record solution, evidence review with on-the-spot verification with our adjudicators and licensing of the Guinness World Records trademarks.

JOB PURPOSE:

This position serves as a critical bridge between marketing and sales, primarily responsible for expanding a company's market presence through targeted outreach initiatives and relationship management. 

A target-based role, to sell the Guinness World Records product portfolio, to a wide range of clients as part of Marketing and PR campaign solution. Driving incremental revenue and provides exceptional client experience and increases customer satisfaction through building and maintaining strong relationships with a defined set of agencies/brands.

Protection of the Guinness World Records brand via its brand values of Integrity, Inclusiveness, Respect, Passion and Fun

• Strategic Outreach & Lead Generation: Develop and execute multi-channel outreach strategies (LinkedIn, cold calling, email) to build a consistent sales pipeline.
• Relationship Management: Build and maintain long-term, high-value relationships with strategic partners, including corporate clients, educational institutions, or government bodies.
• Sales Pipeline Management: Oversee the entire sales journey from initial prospecting to closing deals, ensuring all activities are tracked accurately in CRM systems Salesforce.
• Market Analysis: Monitor industry trends and competitor activities to refine outreach tactics and identify new business opportunities.
• Cross-functional Collaboration: Work closely with marketing and product teams to align messaging.
• Bring with them for this role an existing book of business contacts that can be used to kick start conversations from the start.

Key attributes:

·      Cultural & Emotional Intelligence - Relationship First, Business Second - building a personal rapport with potential contacts.

·      Regional Nuance: Ability to adapt your pitch based on whether you are dealing with a promoter-led (family-owned) business or a multinational corporate.

·      Agility: Resourceful, finding creative workarounds when faced with bureaucratic delays, infrastructure hurdles, or sudden regulatory changes.

·      Strategic Networking (The Black Book) – promotion of advocacy/strategic engagement to bring clients on board. Providing a strong personality to engage with gatekeepers in major Indian conglomerates or global hubs.

·      Ecosystem Knowledge: Understanding who the key influencers are in an industry.

·      Price vs. Value: You must be able to defend margins by demonstrating a clear, long-term ROI.

·      Deal Structuring: Proficiency in navigating complex credit terms, payment cycles, and negotiation skills.

·      Considerable experience in professional client relationship management from a PR/Creative/Experiential agency background.

·      CRM Discipline: While the hustle is manual, the reporting must be digital. Proficiency in Salesforce or HubSpot to provide clean data to global stakeholders.

·      Market Intelligence: Staying updated on India-specific trends (e.g., GST changes, Digital India initiatives)

·      Ability to maintain momentum and high performance consistently.

Communication

• Highly effective communicator across all levels.
• Confident telephone sales skills, across a range of business levels and industries. As confident in group conversations as individuals calls.
• Can communicate and resolve all issues relating to GWR processes and pricing at the entire range of business levels & industries.
• Strong interdepartmental communication.
• Sees the business in a broader theme outside of just the sales team and can offer relevant feedback on a range of ideas relating directly to territory and product but also across departments.
• A strong focus on a continually growing network of external business clients that leads to consistent commercial business.
• Able to write a complex and detailed proposal based on a customer brief where necessary.
• Confident presenting to large audiences across a range of industries and business levels.

EXPERIENCE AND EDUCATION

• Experience: Typically requires 8 to 10 years of experience in sales, partnerships, or business development.

·      Soft Skills: Exceptional communication, negotiation.

·      Technical Skills: Proficiency in CRM software, MS Office (Excel/PowerPoint), and modern outreach tools (e.g., LinkedIn Sales Navigator).