Business Development Representative - DTM Labs Inc - Rivage Tower, Panama City, Panama and UK (London)
Projects Onabu (Saas Ai Agile Transformation)
- Identify Target Accounts: Define Ideal Customer Profiles (ICPs) - Narrow down the types of businesses that would benefit most from Onabu's products or services. Considering factors like industry, company size, revenue, geographic location, and specific pain points that Onabu addresses.
- Segment Accounts: Breaking down prospects into segments based on their needs and likelihood of conversion. creating different strategies for high-potential accounts versus long-term nurtures.
- Cold Calling: Making targeted calls to decision-makers, such as heads of departments, directors, or C-level executives. Craft compelling scripts that focus on the prospect's pain points and how Onabu's solutions provide value.
- Cold Emailing: Develop personalized email campaigns that highlight the key benefits of Onabu for each segment. Use email automation tools to streamline outreach, but ensure each message feels tailored.
- Social Selling: Using platforms like LinkedIn to engage with prospects through content sharing, direct messages, and connecting with decision-makers. Creating thought-leadership content and sharing relevant articles that demonstrate Onabu's industry expertise.
- Pain Points & Challenges: Research each target account's specific challenges. Use tools like LinkedIn, company websites, news articles, or industry reports to gather insights. Understanding a prospect's needs enables to craft the most relevant outreach and solutions.
- Account-Based Marketing (ABM): Tailored prospecting efforts for each high-value account. Research deeply into their business to align Onabu's offerings with their goals or pain points.
- Tailored Messaging: Craft outreach messages that speak directly to the prospect's industry, role, and specific pain points. Show them how Onabu can solve their challenges with concrete examples.
- Value Proposition: Always lead with value. Instead of focusing solely on the product, focused on how Onabu will improve the prospect's business, increase efficiency, reduce costs, or address their specific needs.
- Follow-Ups: Persistent but not pushy. Use a series of follow-ups after the initial outreach, spacing them out.
- CRM Usage: Keep track of all interactions, from calls and emails to meetings, in CRM (Salesforce and Hubspot). This helps me to stay organized and follow up on leads efficiently.
- Sales, Marketing Alignment and Technical team: Regularly collaborate with marketing teams to ensure messaging and outreach strategies are aligned. Marketing materials, case studies, and collateral has support prospecting efforts.
- Feedback Loop: Share insights with my team about what's working and what's not, so everyone can learn from each other's experiences.
- Shared Metrics: Achieving KPIs (Key Performance Indicators) like the number of qualified leads, demos booked and closed deals.
Sales Development Representative - Elevate EMEA (Think Elevate) - One Temple Quay, Temple Back East, Bristol, England
Projects (Unravel Data Ai) & (Unisys)
- Generating and qualifying expansion opportunities.
- Cold calling converting into discovery or need analysis calls, BANTs (Budget, Authority, Need, and Timeline) and maintaining long term ongoing relationships.
- Conducting Meetings with internal as well as external stakeholders to exceed weekly targets.
- Extensive research to uncover the right party contacts and consistently improving data pipeline. (ZoomInfo, Lusha, Signal Hire)
- Promoting products and services by implementing outcome-based Digital Marketing campaigns via Dripify, LinkedIn Sales Navigator, Outreach, Salesforce.
- Effectively Communicating with C-levels & senior level Executives.
- Maintaining and growing existing leads in pipeline.
- Promoting AI enabled data engineer platform (UnravelData Ai) cloud migration model at decision making levels within the organization
- Generate sales pipeline and accurately capture and qualify leads through effectively identifying prospect pains and product fit.
- Collaborate with Account Executives to create a fair and accurate pipeline, schedule qualified meetings and opportunity follow-ups ensuring attendance and engagement.
- Prioritize and plan prospect tasks and outreach strategy.
- Participate and collaborate on projects to increase overall team efficiency.
Collections Agent - Axis Auto Finance - 125 Ashwarren Rd, North York, ON Canada
- Launch outbound and receive inbound calls, assess and resolve early and late-stage accounts
- Actively problem solve with our customers with the goal of curing the account
- Ability to de-escalate situations with customers and strive for one-call resolution
- Decision and provide recommendations to leadership for unresolved or escalated accounts
- Handle & process payments, through multiple channels (voice, text, chat, email)
- Maintain follow-up with customers to ensure commitments are met
- Develop a strong rapport while connecting with our customers ensuring payment plans are adhered to
- Also, managed day to day operations dialer strategy
- Loading and uploading daily collection inventory to the dialer
- Managing dialer reports
- Hand-on experience on various dialer types.
Assistant Manager-Sales - TLC Relationship Management Pvt. Ltd. - 501 Salcon Aurum, Jasola District Centre, New Delhi, India
- Managing Sales Team of 8 team members.
- Extensive research to consolidate lists of prospective client businesses using portals and directories including social media
- Support the sales team business unit, focused on Vendor Management System (development, testing, maintenance and support).
- Coordinate at all stages of sales (market research, segmentation, strategy/approach, building sales collateral, requirements capture, developing value propositions.
- Educating new and existing clients about the company's goods and services and comparing it with the competitors.
- Coordinate and/or participate in critical resourcing, business requirements/analysis, project planning/execution and other fulfillment activities, particularly for new business development (prospects/clients).
- Remain up to date on all market conditions and changes new projects, contract vehicles and set asides.
- Client and Business Relationship building through several meetings, social media to capture critical business information and conduct prospective sales.
- Consultative selling approach to educate the clients about our products and services post proper need analysis.
- Prepare and deliver scripts for various projects.
Lead Business Analyst-Sales & Collections - American Express Pvt ltd
(2006-04 - 2010-04)
- Responsible for Dialer management for all Line of business for Credit Collections.
- Strategizing, Analyzing and providing solutions for the Smooth functioning of all LOBs(Line of Business)
- Monitor campaigns, call volumes and calling lists to ensure best pacing options.
- Planning and executing different strategies for generating more contacts.
- Performing Real Time Adherence Monitoring and Reporting.
- Dialer campaign optimization; ensuring optimal idle times while maintaining industry standard abandon rates
- Monitoring – Observe and maintain inbound service level targets, achieved by making real time staffing updates from inbound to blend to outbound states and visa versa. Real time monitoring of agent states (inbound and outbound), helping to ensure consistent talk/update time
- Relationship Management - Working closely with the Intraday Workforce team for the implementation of new or changing schedules or rotations.
Lead Business Analyst-Sales & Collections - American Express Pvt ltd
(2014-10 - 2016-02)
