In my current role, my primary focus is on adding new logos to Cyient DLM with special focus on Aerospace & Defense, Healthcare & Lifesciences, Industrial verticals that are into manufacturing of high-mix medium to low volume electronic products globally. One of my primary KPI is identifying, shortlisting and initiating strategic long-term discussions with shortlisted target prospects. I am also responsible for enabling all support needed to Cyient DLM global sales leaders in their new business development activities and am the bridge between our Sales team and other supporting functions internally like Go to Market (GTM), Bid Support, Program Management and Operations

A total of around 15+ years (Feb 2005 to date) of professional experience in Sales & Pres Sales (bids, market research, business analysis), marketing and customer relationship management. Associated with Industries like Marine, Oil & Gas, Energy, Industrial, Mining & Utilities primarily in engineering and digital solutions space.Currently taking care of Business Development and Account Management Activities for Energy & Utilities Business Unit for India, Japan, Middle East and SE Asia region. Responsible for growth of existing accounts and new customers in the above geographies with primary focus on Engineering, IOT AR/VR, Additive Manufacturing, Data Engineering/Analytics solutions .

Areas of expertise:Consultative Sales and Business Development: Focused market approach for outsourcing projects. Making strategies to engage with new accounts and expand presence in existing accounts. Own end to end sales cycle ie. From lead generation through campaigns, nurturing opportunities, engaging with multiple stakeholders both internal and external, pitching solutions, negotiating and closing the sale. Effectively use the sales kit like case studies with clear cut value propositions and differentiators, strong customer references, high impact financial benefits and execution/operational models etc.Bid Management: Bidding for Global RFPs by teaming with various internal and external departments in different geographies for setting up Global Center of Excellences for Plant engineering or Product engineering customers, Providing System integration solutions with combinations of IOT+Data analytics, Big data management+Data Analytics, HW+S/W+ AR/VR Content development for R&D labs etc .Market Research and Collateral: Monitor and map the service offerings vis-à-vis specific to vertical requirements. Research and collate key industry reports through primary and secondary research. Collaborate with marketing team for various branding initiatives like webinars, social media campaigns, customer specific workshops to industrial events . Enable techno commercial teams with detailed RFP related inputs and simultaneously provide competitor insights for putting across the best possible techno commercial bid. Market analysis and segmentation: Micro and Macro study of the target segment, industry performance, leaders and followers, competitors and information pertaining to global technical break-through developments and disruptive technologies.

Coordination with the sales and technical teams on an identified opportunity and providing insights to all the key stake holders for taking a go/no-go decision on the prospect.Preparing proposals, project plans and effort estimations in consultation with the technical team.Strategically identifying the unique selling points of the organization and aligning the proposed solution in line, to deliver a winning response. Identifying business opportunities, new revenue streams, partnerships and conduct full economic investigations of the targeted customers.Gather information from sales managers and other research sources (primary and secondary) to develop a strategy for the assigned targeted accounts.Compile, organize and synthesize information to develop key insights at company/industry level across various geographic markets.Provide business case support, analysis and recommendation for key opportunities to the Sales/business development teams.Prepare deliverable that include customer specific presentations with proper value proposition and differentiators. Involved in tactical, operational and strategic issues and develop whitepapers and Brochures.Represented Cyient on various international and domestic exhibitions and seminars

Instrumentally involved in Lead sourcing, qualification, Industry Information primarily from public resources.Identifying, documenting and analyzing customers business and their problems and objectives.Participated in the entire Business Development activities (Market Research, Lead management, Telemarketing, Web Marketing, Presales Support).Interfaced with the prospects through cold calls and e-mail campaigns to find out their’ business needs and intimate global sales managers on hot leads.Involved in lead & database management; Campaign management.Suspects qualification (for adequate information on company & contact details).Actively involved in Customer liaising and their visit management.