Shaji Valiychalil Aliyar

Company Profile: www.frost.com
Founded in 1961, with its headquarter in Mountain View. California. Frost & Sullivan has 40+ global offices and 1800+ analyst and researchers tracking 12 different Industry verticals on an ongoing basis providing clients with future technology trends and research, market intelligence, economic research, corporate best practices, training, customer research, competitive intelligence, corporate and growth strategy.

Designation: Manager - Business Development & Sales.
Role: Responsible to Develop and maintain Strategic Alliances with Top line executives and business heads for new and existing portfolio of clients. To motivate the sales team, maintain sales metrics and drive the team to make the most out of every opportunity to increase revenue and profitability.
Attainments
• Secured Renewable Business Opportunity and Achieved 120% against the 2012 target.
• Added New Client’s which accounted to 50% in 2011 and 140% in 2012 in counts.
• Recognised and Listed within the Top 3 Business Unit Leaders in Sales & Opportunity Effort Category at Frost & Sullivan Annual Special AE Recognition Contest for 2012 and 2013.
• Closed Highest Custom Consulting Project Deal in Q1 2014 and currently at 50% of YTD Achievement for 2014 Target.
• Assigned additional responsibility of managing the North American Sales Team for Kolkata Unit.


KRA’s
• To create new business opportunities and complete the entire business development / sales cycle including Identifying, Educating, Qualifying, Negotiating and Closure.
• Identifying new business opportunities and nurture existing account relationship within the assigned territory.
• To understand client requirement and address client RFI, RFQ and RFP’s in a timely and accurate manner.
• Deliver business presentations OTP or F2F to suggest right syndicated or consultative solution based on the client requirement.
• Ensure the client is updated with latest research and consulting practise of Frost & Sullivan.
• Writing up sales collateral and customized business proposal and presentations for clients.
• Collaborating with offshore and onshore research and consulting analysts, to ensure the project content is delivered on a time.
• Interacting with clients, project team members and stake holders to coordinate complex solutions.
• Developing new client contacts by Account Mapping, Territory Management and leveraging Social Media and Business Networking Sites.
• Monitoring and Coaching new team members on Frost sales tools and best practise sharing, to get them to speed with the internal sales process to drive performance.
• Preparing Weekly and Monthly Report on Team and Self Sales Stats, Pipeline Management & Sales Forecast for Management Reviews.

Organisation Tenure
Fusion BPO Services, Inc. Kolkata April’07 - December’10

Company Profile: www.fusionbposervices.com
Incorporated in 2004, Fusion BPO is a fast growing, HIPAA complaint business process outsourcing services and consulting provider. After acquiring a Canada based firm, it renamed itself as Fusion BPO Services from Xplore-Tech Services Pvt Ltd and moved its head office to Montreal, Canada. With a global reach and 24/7 client-service, Fusion has centres across four countries - the US, UK, Canada, India and the Philippines.

Designation: Assistant Manager - Sales & Client Operations
Role: Responsible to drive day-to-day team operations and sales for the assigned business outbound and semi voice processes. Manage the team and to liaise with the respective clientsand its customers and address their concerns in a timely manner.
Attainments
• Gradually rose through the ranks to skip a level and appraised to AM Operation & Sales.
• “Certificate of Recognition” from the Client for Process Performance Excellence, Survey Team 2010.
• Recognised for Successfully Transitioning the Survey Process to Fusion Philippines Office, 2010. (Manila)
• Driven & Expanded the Sales Team from 12 to 138 member process within a span of 2 years, which is the highest revenue generating process for Xplore-Tech now Fusion BPO, with revenue going as high as £40, 000 - £50, 000 a month.
• “Best Sales Team” ( Telecom Team, 2009 )
• Awarded the “Highest Sales Achiever”, 2007 and “Best SPOC”, 2008.

KRA’s
• Mentoring, Training, Coaching and Monitoring the B2B and B2C Team.
• Manage team KRA, KPI’s, process statistics to ensure efficiency in process operation.
• Ensuring group targets as well as individual performances is achieved.
• Personally coach, train and mentor all direct subordinates and provide them career development opportunities through training and with regular constructive feedback.
• Identifying capacity limitations & bottlenecks and bringing about improvements in the same with recognised sales strategy and adopting best practice methodologies.
• Coordinate with all internal departments on a regular basis to ensure process efficiency.
• Client liaison, driving and exploring new business avenues.
• Create, Document and effectively manage the stakeholders, working on all existing and new process transition.
• To prepare and maintain Revenue Dashboard and Team Performance Report for Management Reviews.