Sales Director
Fitch Solutions
Total years of experience :14 years, 4 Months
- BMI Research (A Fitch Group Company), is the leading provider of research on Country & Industry Risk, Company Intelligence and Financial Markets Risk & Analysis across more than 200 markets
Working as a Business Development Manager for the MENAT region, hanlding Agribusiness, Food & Drinks, Oil & Gas, Automotive and Banking & Financial Institutions industry sectors
- Lead sourcing: researching and building lists of potential prospects to reach out via telephone & email
- Cold calling & pitching aforementioned lists and telephone sourced prospects
- Follow up on warms leads to further qualify the prospect in order to pitch BMI services
- Convert inbound leads into prospects by organising demonstrations of BMI online platform. both online & onsite
- Upgrade existing ‘print’ clients to online platform, highlighting the added benefits
- Booking appointments with the intention of conducting prospective client meetings & presenting BMI Research online platform
- Setting up trials of BMI Research online platform product after the demonstration and gather feedback
- Writing sales proposals for commercial evaluation
- Produce weekly pipeline reports summarising above processes
- Delivering revenue objectives for the given territory
Research Executive, Client Services
- S&P Global Market Intelligence is a financial data and expert analysis on business sectors critical to the global economy covering the Banking, Insurance, Financial Services, Real Estate, Energy, Media & Communications and Metals & Mining industries
- Worked as a Research Executive for SNL Global Corporate Client Services team, for Financial Institution Group in Asia-Pacific & Middle East territory, reporting directly to Manager Operations in U.S
- Managed the clients from Banks, Insurance companies, Broker/Dealer firms and Technology companies
- Responsible for providing client support functions to the assigned team in order to promote workflow efficiency and support discovery interactions and assist the team with pre/post campaign analytics and contact level intelligence
- Used PRG approach to support the discovery step of the diagnostic Account Management process by doing pre-call research to develop relevant value hypothesis or to identify indicators, having quality diagnostic conversations to identify viable opportunities for product training and referring them to the Account Manager, leading to high renewal rate
- Reached out to clients on a daily basis to set up online/onsite meetings for Account Managers via telephone/emails in order to understand their current job role, current sources, what critical businesses challenges they face and how they can leverage SNL platform into their workflow to streamline their processes and overcome those challenges
- Validated the information received in the discovery phase by referring quality conversations to Account Managers & executing a successful initial diagnosis of the target clients’ current challenges/priorities
- Monitored & analyzed usage reports to identify outreach opportunities, sending recap emails, documenting diagnostic conversation in the demo referral & visit write-ups for Account Managers in SFDC, pre/post meeting with clients and provide back-up support when Account Managers are traveling, assisting with travel planning and meeting scheduling
- Proactively identified target opportunities by researching client responsibilities, roles & business drivers and assess these further to identify potential outreach opportunities for Sales Executives
- Stayed on top of market and Industry data to provide the best information/solution to the clients and ensuring they get the best information/data
- Maintained a required level of calls/day to ensure enough meetings are scheduled for the Account Mangers, to meet monthly trained users’ goal
Research Executive, Sales
- Worked as a Research Executive for SNL Corporate Sales team, for Financial Institution Group Industry in North America, reporting directly to Manager Operations in U.S
- In North American region managed prospects from Banks, Credit Unions, Law Firms and Universities
- Reached out to prospect on a daily basis to set up online demonstrations/meetings via telephone/emails in order to solicit SNL services, explaining the product, services, and answer their questions
- Stayed on top of market and Industry data by doing extensive pre-call research in order to have relevant conversation around prospects workflow leading to setting up quality demonstrations for Sales Executives
- Used Primary Resource Group (PRG) diagnostic sales approach (Sales Era 3) to manage all aspects of Sales from diagnosis to discover to assess viability of business opportunities for prospects
- Developing and presenting demo reports to the upper Management of the department sharing success stories as well as roadblocks if any, on a monthly basis and complete other assignments as required and/or assigned
- Touchstone Communications is a Texas based BPO offshore office in Islamabad, reported directly to project manager
- Worked with an objective to maintain a long-term customer relationship being responsible for all aspects of telemarketing, like initializing of call, building customer rapport, and closing of successful sales
- Successful sales record for Canadian, United States and Australian Markets on Home & Auto Insurance and Mortgage projects
- Interacted with new and existing customers for quality assurance
- Designed sales scripts and outreach strategies for new hires on specific industry campaigns in order to fast track their learning & understanding of product & services being offered
- Retained title of Platinum Executive (highest rank Sales Exec) for more than a year
- Was presented “Mr. Consistent” award for the year 2012
- Nominated and awarded “Top Dog” and “Difference Maker” on numerous times
- Pakistan Telecom Authority is a Pakistani government agency responsible for the establishment, operation and maintenance of telecommunications in Pakistan, reported directly to Director General (Finance)
- Worked as Management Trainee Officer (Finance) in Pakistan Telecommunication Authority
- My Job Responsibilities primarily included monitoring & testing the accurate data transfer from the old software system to latest one (ERP)
- Identify the issues, provide assistance to rectify them accordingly and assisted for the timely implementation of concerned Enterprise Resource Planning (ERP) module
- Related Coursework: studied the oversight of materials, information, and finances as they move in a process from supplier to manufacturer to wholesaler to retailer to consumer - Orally presented original team ideas to students, faculty, corporate representatives, and other visiting professionals - Developed management and human relations skills via result-oriented team projects involving conflict resolution, problem-solving, delegating with respect, developing rapport, and coordinating tasks - Analyzed decision situations using forecasting models, big data extraction techniques, and other statistical methods